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Sales Manager

3 months ago

Vancouver, British Columbia, Canada Great Canadian Railtour (UK) Full time

Purpose
Sales Manager, Mainland Western Europe reports into Regional Sales Director, EMEA.


This position is responsible for generating business through identification, qualification and development of senior commercial relationships with organizations in the following distribution channels: cruise, tour operators & wholesalers (B2C and B2B), custom group and travel agents (retail) throughout the EMEA region as required.

The primary geographical focus is on the EU market as well as select accounts within the EMEA region as identified.

Additionally, this position supports the Director, Sales on special projects to exceed targeted organizational sales growth.

This is a full-time home-based position located in the EU, requiring regular travel within the EU, UK and EMEA region.


Key Areas of Accountability

Channel Development:

  • Developing a strategic business plan to penetrate the key distribution channels outlined within EMEA.
  • Develop and implement targeted sales strategies to grow existing business and increase market penetration.
  • Maintain strong strategic relationships with primary accounts/organizations in EMEA as noted in 'Role Purpose' above.
  • Identify and target within EMEA new wholesalers, tour operators, retailers, associations, corporate organizations and specialist group & MICE organizers who offer incremental revenue opportunities.
  • Developing excellent relationships with key senior industry, airline, hotel and DMO partners to integrate their promotional efforts and activities into sales strategies and viceversa, specifically targeting consumer direct, cruise and MICE markets.
  • Leveraging Rocky Mountaineer GSA network across the EMEA region to ensure strategic alignment.
  • Recommend new ways for Rocky Mountaineer to grow in certain markets or evaluate existing practices and offer improvements.
  • Identify and broaden GSA network in strategic growth markets within EMEA, in support of distribution channel development.

Sales Strategy Development and Operations Management:

  • Developing and implementing a sales strategy, action plan and budget in accordance with the Sales Director, EMEA to achieve the region and company's overall goals and direction.
  • Establishing, support and achieve aggressive growth targets of the brand.
  • Working closely with Rocky Mountaineer's sales colleagues in Vancouver, Custom Group Team and Partnership Marketing team to leverage and share best practice, driving FIT and groups business with EMEA account partners.
  • Attending and participating in a variety of trade shows, familiarization trips, training and industry events relevant to the cruise, consumer direct and custom group/MICE market segments to broaden product awareness, educate and generate sales.
  • Identify and target competitive prospects and plan strategy to increase market share.
  • Manage the daytoday relationships and set goals with the GSA network to ensure consistent implementation and execution of new business strategy across EMEA.
  • Provide timely feedback of general marketplace conditions and competitive activity within assigned channels.
  • Responsible for accurate, timely, insightful revenue and business trend forecasting.
  • Provide feedback and input on programs, strategies, and tactical marketing & sales initiatives.
  • Analyze competitors, current market conditions and source a competitive advantage.
  • Ensure accurate processing of all information generated from sales activities.
  • Generate and log sales activities in Salesforce.
  • Ensure the appropriate brand message is delivered in all communication & materials.
  • Generating and submitting regular sales and activity reports as required to the Regional Sales Director, EMEA Sales and Group Sales in relation to Custom Group activity.

Relationship Management:

  • Maintaining positive and constructive relationships with other managers, employees, customers and a variety of suppliers and industry partners.
  • Ensuring complete and ongoing knowledge of the company's policies, procedures and products.
  • Maintaining positive and constructive crossdepartmental relationships and communication.
  • Ensure account partners keep Rocky Mountaineer top of mind in their sales and marketing efforts.
  • Initiate, build, and maintain longterm relationships at all levels with account partners.
  • Exhibit 'Be One Team' values partnering across EMEA team and collaborating with Sales, Analytics and Marketing colleagues.
  • Performing other duties as assigned within the relevant expectations of the position.
  • 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.

Qualifications

Education / Certifications / Knowledge

  • Postsecondary degree in the Travel/Tourism industry or related industry.
  • Fluent in English, German and o