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Trade Development Manager

3 months ago

Toronto, Ontario, Canada Rocky Mountaineer Full time

Purpose:


The Trade Development Manager role is responsible for promoting and expanding Rocky Mountaineer (RM) sales and distribution network within the North American Travel Trade market with particular focus on the Tour Operator and Wholesale FIT channels.

Additionally, the Trade Development Manager leads strategy development and implementation of potential new business models to drive rail-only share of the overall product mix.


Key Areas of Accountability:

Expand WSR & GTB Partner Base:

  • Lead effort to identify potential new tour operator and wholesale partners within the North American region to generate commercial opportunities for RM across all routes.
  • Research the NOAM landscape to evaluate and identify potential partnerships, attend all relevant Travel Trade Shows and Conferences to uncover new prospects, generate leads and ultimately close contractual terms and conditions.
  • Identify internal and external commercial barriers and collaborate with key stakeholders to overcome.
  • Engage with internal RM teams (i.e.
IT, Finance, Legal, Revenue Maximization, Product) to develop a business case for all initiatives that require incremental funding.

  • Leverage research to identify potential new partnerships.
  • Penetrate targeted accounts to reach key decision makers, formulate and communicate jointvalue opportunities to secure partner interest in contracting with RM, and develop joint customer business plans to influence decisions related to Rocky Mountaineer's business.

Distribution Strategy:

  • Collaborate with Internal stakeholders to reenvision Packaged Groups gotomarket strategy.
  • Consult with the Manager, Package Groups on Group market conditions, best practices, and partner feedback to drive improvements to the Rocky Mountaineer Group programs and service delivery.
  • Collaborate and align with peers to ensure Field Sales & Sales Center, support, and optimization of the Package Group, WS, and Group Tour Block channels.

Sales Operations Management

  • Utilize Salesforce to track all sales activities including monitoring of leads, new contracts, and future pipeline.
  • Work with D&I to create dashboard edits in Power BI to monitor progress relative to guest count targets.
  • Develop business plans, sales strategies.
  • Gain a clear understanding of competitors and sources of competitive advantage.
  • Meet and exceed sales targets.
  • Attend and participate in a variety of trade shows, familiarization tours, training, and industry events relevant to the leisure tour and travel market segments.
  • Generate and submit regular sales and activity reports.
  • Provide feedback and input on programs, strategies, and tactical sales and distribution initiatives.
  • Identify and target competitive prospects and plan strategy to increase market share.

Internal Relationship Management:

  • Maintain positive and constructive relationships with other Managers, employees, customers, and industry partners.
  • Ensure complete and ongoing knowledge of the Company's policies, procedures, and products.
  • Demonstrate clear, concise and respectful communication skills on an ongoing basis.
  • Perform other duties as assigned within the parameters established for this position, including assisting the Director, Trade Sales, North America with special projects and strategic initiatives as required.

Leadership:

  • Exhibit an enterprise mindset and commitment to One Team values
  • Drive for results foster collaboration and strengthen others to execute consistently.
  • Make values visible act with uncompromising honesty, integrity, and ethics.
  • Energize others set an example, recognize contributions, and celebrate accomplishments.
  • Resourcefully innovate search for opportunities, experiment and take calculated risk.
  • Inspire a shared belief create a clear vision and enlist the support of others.

Strategy:

  • Design, implement and communicate successful sales strategies.
  • Achieve targets and meet deadlines.
  • Follow through on commitments.
  • Spend within assigned budgets.
  • Initiate, build, and maintain relationships with targeted clients and internal partners.
  • Adopt a pipeline approach to managing shortmidlongterm opportunities.
  • Make a positive contribution to employee engagement.

Qualifications:

Education and Experience:

  • Experience, knowledge, and contacts in the Wholesale, Tour Operator, cruise, and online markets.
  • Proven track record of driving growth from new accounts.
  • A minimum of 8 years key account management experience
  • Demonstrated ability to coherently align personal and corporate goals and objectives.
  • Post-Secondary education.
  • Relevant experience in the Travel/Tourism industry.

Skills:

  • Exceptional relationship builder with an ability to influence.
  • Strong presentation and influencing skills, in person and virtually.
  • Excellent verbal and written communication skills.
  • Professional and polished.
  • Skilled at tailoring and targeting