FCM - Senior Sales Director, Mid-Market - Chicago, IL

StudentUniverse; Chicago (IL); On-site; USD 125,000 - 144,000; Full time

Job summary

A leading travel management company is seeking an experienced Sales Director to drive the acquisition of mid-sized multinational corporate accounts. The ideal candidate will have over 8 years of B2B sales experience, strong negotiating skills, and a proven record in the travel industry. This role offers a competitive salary of $125,000 plus commission potential and a robust benefits package. Join our dynamic team in Chicago!

Benefits

Paid Time Off

Health benefits

401k program

Tuition Reimbursement Program

Employee Share Plan

Qualifications

• 8+ years of professional B2B sales experience, including 3 years with multinational accounts.
• Travel industry experience and familiarity with TMC practices are essential.
• Proven success in managing complex sales cycles with multiple stakeholders.

Responsibilities

• Lead the full sales lifecycle for target clients from solution development to deal closure.
• Identify and secure new business opportunities in mid-sized national and multinational sectors.
• Manage complex RFPs and cultivate relationships with key stakeholders.

Skills

Strategic selling

Consultative selling

Negotiating skills

Communication skills

Client relationship building

Salesforce proficiency

Tools

Salesforce

HighSpot

MS Office Suite

Job description

FCM takes a holistic approach to corporate travel, specializing in managing national and global travel programs for medium and large businesses.

Ranked as one of the world’s top five travel management companies, it has a business network in over 97 countries and global headquarters in London, Brisbane, Singapore and New York. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local expertise and global experience to provide clients with a truly bespoke experience.

Established in June 2004, FCM has been named World’s Best Travel Management Company for eight years running at the World Travel Awards.

About The Opportunity

FCM Travel is a leading US business travel management company with substantial growth plans looking for someone who succeeds in a dynamic, fast-paced, high-energy, high-motivation environment.

Due to growth, we have an excellent opportunity for an experienced mid-size market Sales Director to join our successful sales team. The Sales Director will contribute to the growth of FCM in the mid-size multinational business travel sector by sourcing, selecting, and securing global companies corporate travel accounts.

At FCM Travel you will be responsible for the successful pursuit, engagement, and sale of FCM Travel services to mid to large size national and multinational organizations. This individual will be required to drive this type of client acquisition in this market space by building and developing senior level contacts locally and globally, setting the sales strategy and negotiating with the clients for new business.

Key Responsibilities

• Lead the full sales lifecycle for target clients, from solution development to deal closure
• Identify, qualify, and secure new mid-sized national and multinational business for the FCM Brand.
• Actively contribute to growth strategies and the broader business plan
• Deliver results aligned with set objectives
• Address and manage complex, large-scale business Requests for Proposals (RFPs)
• Cultivate key stakeholder relationships in target organizations, facilitating interactions between their leadership and FCM's
• Maintain a strong opportunity pipeline and thoroughly document all account activity
• Liaise with your counterparts around the world to formulate joint strategies to effectively communicate and consult with prospective local contacts

Experience & Qualifications

• 8+ years of professional B2B sales experience with strategic & consultative selling and negotiating skills. Including a minimum of 3 years related to acquiring complex multinational accounts
• Travel industry experience essential; expertise in Travel Management Companies (TMC) practices a major advantage
• Proven track record of success in navigating intricate sales cycles involving multiple stakeholders
• Exceptional communication skills, both written and verbal, with the ability to effectively present to audiences of varying sizes and management levels
• Strong aptitude for building and nurturing client relationships, coupled with excellent influencing and contract negotiation abilities
• Expertise in managing an extensive book of business, showcasing a high conversion rate as an effective closer
• Familiarity with Salesforce and HighSpot, alongside solid proficiency in MS Office Suite (Word, Excel, PowerPoint)
• Analysis experience should include working with clients to develop business requirements and business process reviews
• Ability to work independently, demonstrating self-motivation in achieving ambitious sales goals
• Willingness and ability to travel nationally and internationally to fulfill territory responsibilities
• Established network of contacts within flagship companies, with the capability to secure key meetings and convert leads into business opportunities

Work Perks! - What’s in it for you:

• Have fun: At the heart of everything we do at Flight Centre is a desire to have fun.
• Reward & Recognition: Celebrate the success of yourself and others at our regular Buzz Nights and at the annual Global Gathering
• Use your smarts: Our people use their quick thinking, expertise, and tenacity to always figure things out.
• Love for travel: We were founded by people who wanted to travel and want others to do the same.
• Personal connections: We are a big business founded on personal relationships.
• Diversity, Equity & Inclusion: Commitment to diversity, equity, and inclusion through initiatives like Diversity Day, Employee Resource Groups, DEI education initiatives, and equitable practices.
• A career, not a job: We offer genuine opportunities for people to grow and evolve
• We back our people all the way: We are strongly committed to supporting every single employee in their professional and personal development.
• Giving Back: Our Corporate Social Responsibility program supports nominated charities through volunteering and fundraising.

Benefits Include:

• Paid Time Off: A comprehensive time off package, including up to 15 vacation days, 5 sick days, 3 personal days, 1 Diversity Day, 1 Volunteer Day, and 8 recognized holidays annually.
• Health & Wellness Programs and Employee Financial Wellness Services
• National/International Award Nights and Conferences
• Health benefits including medical, dental, vision, gender affirming care, and fertility care
• Insurance including hospital indemnity, AD&D, critical illness, long-term and short-term disability
• Flexible Spending Accounts
• Employee Assistance Program
• 401k program with partial match
• Tuition Reimbursement Program
• Employee Share Plan – Ability to purchase company stock on Australian Stock Exchange with partial company match, subject to terms and conditions
• Global career opportunities in a network of brands and businesses

For this position, we anticipate offering an annual salary of $125,000 plus commission/incentive earnings based on achievable targets.

We are an affirmative action and equal opportunity employer committed to providing a barrier-free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible.