Business Development Manager - Melbourne, VIC

FCM Meetings & Events; City of Melbourne; On-site; AUD 110,000 - 170,000; Full time

Benefits offered by this job

Great Place To Work Australia

Staff discounts

Learning & Development

Job summary

FCM Meetings & Events, a specialised division of Flight Centre Travel Group, is seeking a Business Development Manager (Groups Travel) to win new group travel clients. You will work from Sydney, Melbourne, or Brisbane, building a warm pipeline and leveraging internal networks to grow revenue and profitability.

You will own pricing, quoting, and negotiations, coordinating with Ops for delivery, and maintaining strong client relationships through ongoing engagement.

Qualifications

• Proven sales ability in a new-business role, especially group travel.
• Strong consultative selling and negotiation skills with senior/procurement stakeholders.
• Solid knowledge of group air quoting, supplier contracts and margin management.
• Experience with internal handover workflows.
• MICE product knowledge in key regions.
• Familiarity with Salesforce and quoting tools.

Responsibilities

• Identify, qualify, and convert group travel opportunities through market insight and strong client relationships.
• Own sale and pricing from group air quoting through negotiation; Ops handles delivery.
• Prepare detailed budgets, quotes, and presentations.
• Ensure pitch responses articulate brand standards and CVP, meet deadlines.
• Maintain regular client engagement to foster loyalty and upsell opportunities.
• Collaborate with internal stakeholders to align on sales strategies and client needs.
• Leverage internal networks to generate leads and cross-sell opportunities.
• Represent FCM Meetings & Events at industry events and client meetings to boost brand visibility.
• Monitor industry trends and market intelligence to refine sales strategy.
• Maintain up-to-date CRM records of activity and pipeline.

Skills

Sales skills

Consultative selling

Negotiation

Internal handover workflows

MICE knowledge

Salesforce

Quoting tools

Proactive collaboration

Tools

Salesforce

Quoting tools

Job description

FCM Meetings & Events, is a specialised division of Flight Centre Travel Group (FCTG) that handles global corporate events, group travel, and strategic meetings. Here, we believe creativity and commerciality aren't mutually exclusive. Whether we’re helping you manage an annual conference for thousands or organise a small global team meeting, FCM Meetings & Events has the perfect blend of expertise, tools and knowledge to deliver a return on investment and engagement.

Business Development Manager (Groups Travel) is a new-business hunter, responsible for winning new group travel clients, starting with a warm pipeline of inbound leads and a defined target account list to build, plus FCTG's internal networks for introductions. The role will drive and secure new business sales specifically, but not limited to the Groups Travel segment, including small to large group movements, incentive travel, and group air quoting.

The role focuses on identifying and converting new customer opportunities, collaborating with internal stakeholders to ensure seamless handover and delivery, and maintaining profitability aligned with company standards.

This role is based in either our Sydney, Melbourne or Brisbane office.

What you will be doing:

• Proactively identify, qualify, and convert group travel opportunities through market insight, lead generation, and strong client relationships - while ensuring smooth handovers, accurate quoting, and collaboration with internal teams to meet client needs and drive business growth
• Own the sale and the pricing, from group air quoting and supplier contract knowledge through to negotiation. Our Ops team takes over delivery.
• Prepare detailed and accurate budgets, quotes and presentations
• Ensure all pitch responses clearly articulate brand standards, Customer Value Proposition (CVP), and market positioning, and that submissions are complete, persuasive, and meet all deadlines
• Maintain keep in touch strategy with clients, ensuring regular and strategic client engagement to foster loyalty and identify upsell opportunities
• Actively communicate and collaborate with FCTG internal stakeholders, including the broader FCM Meetings and Events team, to align on sales strategies and share insights into client needs and market shifts
• Leverage internal networks across FCTG to generate leads, uncover cross-sell opportunities, and support broader business acquisition goals
• Represent FCM Meetings & Events at industry events, trade shows, networking functions, internal conferences and client meetings to enhance brand visibility and build strategic relationships
• Monitor and analyse industry trends, competitor activity, and market intelligence to inform and refine sales strategy and customer engagement approaches
• Maintain accurate and up-to-date records of sales activity, pipeline status, and client communications using relevant CRM systems

What you will bring to the role:

• Demonstrated sales skills in the same or a similar role - with a preference for someone with group travel experience
• Consultative selling and negotiation skills, with confidence engaging senior and procurement stakeholders
• Strong understanding of group air quoting and supplier contracts and margin management
• Experience working with internal handover workflows
• MICE product knowledge in key regions
• Familiarity with Salesforce and quoting tools
• A proactive and collaborative approach

What you'll enjoy:

• Culture: you will be employed by an inclusive company that offers a team culture like no other in the industry - Flight Centre Travel Group Australia is proud to be a certified Great Place To Work® Australia New Zealand Pty Ltd
• Our People: FCTG is an Equal Opportunity Employer and encourage all suitably qualified applicants to apply, including Aboriginal and Torres Strait Islander People and people from racial, ethnic, or ethno-religious minority groups and people with disability
• Development: Individualised Learning & Development pathway options
• Exclusive Staff Discounts: Accessible via our employee-only portal with 350+ of Australia’s leading retailers, health and wellness discounts, financial planning advice, employee share plan and more
• Travel Discounts: Including family and friends - flights, hotels, tours, cruises, travel insurance and more
• Brightness of Future: Career opportunities in a network of brands and businesses across the globe - we promote from within
• Corporate Health Discounts: Access exclusive discounts on health insurance plans for you and your family with our partner, BUPA, access to internal gym
• Mental Health: Support and Employee Assistance Program for staff and family
• Social: Regular awards nights, social team-building and industry events, with the opportunity to attend global conferences (Bangkok in 2026)
• Giving Back: Corporate Social Responsibility program supporting nominated charities through Workplace Giving, volunteering and fundraising; paid parental and volunteer leave
• Sustainability: The protection of our environment is essential to the future of tourism, as a leading travel group, we have made efforts to affect positive change to the environment