Director, North America Field Sales

Xanterra Travel Collection; Miami (FL); Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, Dental & Vision

401(k) with Company Match

Education Assistance

Employee Discounts & Travel Deals

Job summary

Windstar Cruises seeks a Director, North America Field Sales to lead USA/Canada Regional Sales Managers and drive travel agency sourced bookings to meet targets. This role is remote/field based and requires extensive travel.

You will collaborate with Marketing, Inventory and Planning teams, develop sales plans, and present opportunities at conferences while leveraging Hubspot CRM for data-driven decisions.

Qualifications

• 5+ years of demonstrated success selling within travel industry.
• Sales and Marketing oriented; understanding of the sales process, commissions, incentives, and group sales.
• Technologically savvy with ability to train and engage team on tools and processes.
• Understand yield management, selling vs. price.
• Excellent communication, interpersonal, organizational and planning skills.
• Valid passport with ability to travel internationally; extensive travel required.

Responsibilities

• Directly manage USA and Canadian Regional Sales Managers to achieve revenue targets.
• Develop internal account plans with RSMs to grow major roll-up accounts.
• Represent Windstar at national and regional sales conferences and industry events.
• Ensure RSMs record activity in Hubspot CRM and manage territory coverage.
• Monitor performance and provide coaching to RSMs; own key accounts cross-territorial.

Skills

Travel sales

Sales & marketing

Sales process

Tech-savvy

Yield management

Communication

Travel readiness

Analytical skills

Self-motivation

Phone/email communication

Education

College degree

Tools

Hubspot CRM

Job description

Overview

Awarded World’s Best Small Ship Cruise line, Windstar Cruises is known for intimate yacht style experience and unique voyages to the world’s best small ports and hidden harbors. Its three sailing yachts and four all-suite yachts carry just 148 to 342 guests and cruise around the world. Our mission is to imagine and deliver personalized and immersive experiences 180 degrees from ordinary. We enrich people’s perspective through inspired travel.

Overview

Awarded World’s Best Small Ship Cruise line, Windstar Cruises is known for intimate yacht style experience and unique voyages to the world’s best small ports and hidden harbors. Its three sailing yachts and four all-suite yachts carry just 148 to 342 guests and cruise around the world. Our mission is to imagine and deliver personalized and immersive experiences 180 degrees from ordinary. We enrich people’s perspective through inspired travel.

Our Mission

Enriching Lives Through Travel

Our Values

Guest Obsessed, Open and Inviting, Fun-Loving and Focused, Light-Hearted and Genuine, Casual Yet Polished, Safe and Responsible.

Job Summary

The Director, North America Field Sales is responsible for managing domestic USA and Canadian field Regional Sales Managers and achieving the assigned sales targets for Travel Agency sourced bookings. They are also responsible for the day-to-day relationships and overall growth of assigned roll-up accounts. Additional responsibilities include supporting the Vice President Sales with departmental wide initiatives. This role is remote/field based.

Responsibilities

• Directly responsible for the travel agent sourcing channel to achieve assigned revenue targets and goals.
• Manage the USA and Canadian Regional Sales Manager team
• Assess, monitor and report account opportunities and issues to senior management
• With the RSM’s, develop internal account plans to define key tactics to grow accounts including contract negotiation, level of account engagement, training requirements, conference planning, competitive supplier relationships, promotional offer support and marketing support needs.
• Develop written sales and marketing plans to achieve growth targets with each Club 180 account
• Collaborate with Marketing, Inventory and Vacation Planning departments to achieve account needs.
• Represent Windstar at national and regional sales conferences as well as overarching industry sales events as assigned by the VP, Sales for North America
• Own the adoption of Hubspot CRM Develop dashboards and reporting and work with RSM’s on utilizing the data and learning from the same to create sales and account
• strategies.
• Ensure RSM’s are recording sales activity within Hubspot CRM and work with RSM’s on territory and account management and efficient sales territory coverage.
• Monitor sales performance of RSM’s and provide regular feedback and coaching.
• Personally manage account relationships with assigned roll-up accounts which cross territory lines.
• Synergize efforts of the Inside Sales Representative and ensure RSM’s follow-up on leads received from this individual.
• Conduct Webinars for training sessions/seminars.
• Solicit consortia group business at the highest possible yield.
• Attend the weekly commercial and sales meetings providing suggestions on sales opportunities to ensure the company achieves revenue goals.
• Maintain, update, and assist in the development of formalized sales processes and procedures together with the Vice President of North America Sales and Sales Operations Director
• Support the Vice President of North America Sales in overall departmental initiatives.
• Monitor competitor products, sales and marketing activities and report back to commercial teams
• Maintain a professional personal image and well aligned brand position.
• Record sales activity and ensure we are maximizing technology adoption to ensure RSM’s can scale and reach their sales revenue targets
• Must be willing to work weekends and evening if required.

Qualifications

• 5+ years of demonstrated success selling within travel industry.
• College Degree preferred.
• Sales and Marketing oriented.
• Must have an understanding of the sales process, including commission structures, marketing plans, incentives, overrides and group sales.
• Technologically savvy and able to train and engage team to adopt new tools and processes.
• Understand and able to explain concepts to travel industry clients.
• Maintain current and future customer relationships.
• Understand yield management, selling vs. price.
• Excellent communication, interpersonal, organizational and planning skills.
• Valid Passport with ability to travel internationally with no restrictions
• Extensive Travel Required.
• Proven analytical and problem-solving skills
• Works with minimal supervision, adhering to overall company policies.
• Utilize company issued equipment such as laptop, tablet, mobile devices and their accessories as required in all travel and other work environments.
• Ability to identify, prioritize and execute tasks to meet critical project deadlines.
• Must possess strong initiative and a friendly, positive demeanor.
• Must be comfortable with using phone, text, and email on a daily basis to support and communicate with consortia, house account, and other miscellaneous preferred sales partners in lieu of face-to-face contact.
• Strategically focused and able to work in a fast paced environment.
• Motivated self-starter with integrity and strong work ethic.

Benefits

For full-time employees, Windstar offers a comprehensive benefits package including: Medical, Dental & Vision; HSA & FSA; Life & Disability; Accident, Hospital & Critical Illness; Pet Insurance; Vacation, Sick Time and paid Holidays; 401(k) with Company Match; Employee Assistance Plan; Education Assistance and Employee Discounts & Travel Deals.

EEO

Windstar is committed to a diverse and inclusive workplace. We are an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, pregnancy, genetic information, protected veteran status, or any other legally protected status.