Business Development Manager - Meeting & Events

  • Club Med
  • Miami, Florida
  • Jun 06, 2021
Full time General Managers and Management Executives

Job Description

JOB OVERVIEW


RESPONSIBILITIES AND MISSIONS

• Support Club Med portfolio expansion in the North American zone: New Exclusive Collection Resort (premium clientele) New ski resort (with MICE potential)

• Execute strategic plans with focus on generating new business from incentive houses, meeting planners and corporate direct clients. Raise awareness of Club Med and how our global resort products can offer a unique M&E value proposition. Focus on ski and ski products

• Solicit group business through strong communication and effective interaction with clients to ensure their program needs and expectations are paired correctly with Club Med product offerings as well as business terms and conditions

• Have a working knowledge of social media & digital platforms; LinkedIn Sales Navigator, Cvent etc. in order to source new group leads

• Coordinate and execute training and familiarization programs for incentive houses, meeting planners and corporate direct clients (via webinars, trade shows, symposiums and site inspections)

• Perform competitive landscape analysis and research of meeting and incentive opportunities in an effort to maximize Club Med's position in the marketplace

• Plan, coordinate and participate in trade shows and conferences where incentive travel buyers and meeting planners are in attendance

• Prepare sales presentations for training and marketing purposes (both internal and external) as well as competitive bidding situations for groups and resort buyouts

• Drive behaviors through keen understanding of the different sales channels available within the meeting and incentive industry; identify what is needed to optimize Club Med's relationship with key buyers

• Actively contribute in detecting trends, sectors of opportunities and key market insights

• Drive sales of new revenue streams (Club Med Incentive Rewards)

• Develop groups programs for incentives and meetings in coordination with Sales Specialist while taking special care in matching the needs of the group to Club Med's product offerings

• Follow up with Sales Specialist on all quotes, in an effort to accelerate conversion rates

• Maintain an e-mail distribution list of incentive travel buyers and meeting planners located in territory

• Work with the Trade Marketing department to ensure marketing and promotional materials developed by incentive houses, meeting planners, corporate clients and resort buyout companies follows Club Med brand guidelines.

• Have a working knowledge of Sales Force and other internal groups reporting mechanisms to read, analyze and interpret those reports and take any necessary action in accordance with results

• Be available to travel extensively within the territory and internationally for sales calls, trade shows, site inspections and sales meetings (a valid passport is required)


Location: Remotely based in the field - TBD

With a direct report to the Director of Meeting/Incentive Sales, the Business Development Manager - Meeting & Events is:

• Experienced in a sales role, preferably with incentive houses, corporate direct clients, resort buyout companies, travel brokers and/or meeting planners and able to generate and develop new business from these sources

• Able to ensure that clients receive excellent customer service so that new business is obtained, repeat business is secured and the volume of revenue generated increases year over year

• Familiar with industry organizations (SITE, MPI, etc.)

• Detail oriented, with self-management and organizational skills to handle a field-based role with goal/target -based compensation

• Results oriented, with strong decision-making skills and the ability to prioritize multiple tasks while meeting company objectives

• Customer centric, with the ability to foster and maintain business relationships both internally and externally, and build trust and cooperation among team members and clients to drive results

• Able to initiate contracts using superior negotiation and presentation skills

• A creative thinker with the ability to develop innovative sales techniques as well as imaginative solutions to industry challenges and sales obstacles that are realistic and cost effective

• Able to analyse assigned territory and provide competitive information, business trends and an overview of key priorities emerging from the territory

• Able to adhere to budgetary parameters including containment of costs

• Comfortable with technology, able to learn quickly, and master standard office software as well as custom programs (Salesforce experience is a plus)

• Able to remotely engage a community of partners on Zoom/calls etc., be at ease in digital tools and convey a premium brand image with remote animation

DESIRED SKILLS AND EXPERIENCE

Education

  • Bachelor's Degree preferred


Experience, Skills and competencies

  • Experience in Incentive travel sales, meeting/convention/event sales or leisure travel sales
  • Knowledge of mountain/ski sales, International sales experience & key contacts in untapped sectors a plus


Behavior

  • Excellent communication skills
  • Able to think strategically
  • Highly detail-oriented, deadline-driven, thrives in a fast-paced work environment
  • Willingness to learn, positive attitude, open minded
  • High compatibility of character with the Club Med Spirit and perfect representation of the Club Med values: friendly, fun, multicultural, dynamic
  • Good listener and observer, with emotional intelligence
  • Pro-active generating creative and inventive new ideas
  • Good operational agility, with a strong sense of initiative to make things happen


Languages

  • Excellent level of spoken and written English
  • French is a plus


ABOUT CLUB MED

Since it was founded in 1950 and it created the all-inclusive vacation concept, Club Méditerranée has been the world leader on its market, and has developed a resolutely upscale, friendly and multicultural spirit. Club Med boasts 70 resorts located in the most beautiful sites in the world, a cruise ship and Luxury Villas & Chalets and, now more than ever, is associated with dreams and happiness.

There are 20,000 Gentle Organizers (GOs) and Gentle Employees (GEs) at Club Med, who work in the villages, but also at our Paris, Lyon, Singapore, Shanghai, Rio de Janeiro and Miami headquarters, and in the sales offices situated in dozens of countries and in travel agencies.