Travel Business Development Manager (California-REMOTE)

TRAC Recruiting; San Francisco (CA); Remote; USD 60,000 - 100,000; Full time

Job summary

TRAC Recruiting, Inc. is seeking a Travel Business Development Manager to grow our partner's travel group programs in the United States. This remote role requires residing in the state you work from, with frequent field travel and ongoing new business development.

You will hunt for opportunities, build relationships with decision-makers, and drive revenue through both new and repeat group bookings. You will manage end-to-end sales—from prospecting through proposal and fulfillment—while

Qualifications

• Proven outside sales success in a territory
• Experience prospecting for new business and meeting sales goals
• Ability to develop and grow accounts and repeat business
• Comfort with cold calling, networking, and in-person BD
• Willingness to travel 2–3 nights per week

Responsibilities

• Develop and maintain a strong pipeline of prospective accounts within an assigned territory
• Identify organizations and groups with potential to generate recurring travel business
• Prospect through cold calling, email, referrals, networking, online research
• Develop relationships with decision-makers, group leaders, and travel professionals
• Create and maintain a consistent prospecting and field-visit schedule
• Qualify prospects based on audience, travel interest, timing, and budget
• Manage the sales process from initial prospecting to booking and confirmation
• Present travel programs aligned with audience needs and handle objections
• Develop new group business toward revenue and passenger goals
• Maintain follow-up during long sales cycles and coordinate with fulfillment
• Conduct engaging presentations for groups and prospective travelers
• Clearly communicate trip details, itineraries, and value
• Address traveler questions professionally and build confidence
• Build strong relationships with existing accounts and leaders
• Identify opportunities for repeat business and referrals
• Maintain an active pipeline and accurate CRM records
• Manage calendar, travel schedule, and territory priorities
• Travel extensively across the assigned territory as needed

Skills

Outside Sales

Relationship Building

Cold Calling

Networking

CRM

Education

Bachelor's degree or equivalent

Tools

CRM

Job description

We are seeking a Travel Business Development Manager (California- REMOTE) for a full time and direct hire role for one of our amazing partners in the travel & tour industry. This role is remote, but you MUST be living in the United States and specifically in the state you are working in. You MUST be a US Citizen or Green Card Holder. This role does NOT offer sponsorship, it's NOT a consulting role, and we do NOT work with 3rd parties!

Overview:

Outside Sales | Business Development | Travel & Group Experiences

We are partnering with a growing company in the travel industry to identify a Business Development Manager who will be responsible for growing an assigned territory through new account development, relationship building, and repeat business. This is a hands-on, field-based sales role for a self-motivated hunter who enjoys building a territory from the ground up. You'll identify and develop new business opportunities, establish relationships with organizational decision-makers and group leaders, present travel programs to prospective travelers, and ultimately grow revenue through new and repeat group bookings. You should be comfortable generating your own opportunities through cold calling, email outreach, referrals, networking, scheduled appointments, and in-person prospecting. You'll need to be equally comfortable having a one-on-one conversation with a decision-maker and presenting to a room full of potential travelers.

This is an excellent opportunity for an experienced outside sales professional who enjoys travel, relationship development, and owning the results of their territory. A proactive, relationship-driven outside sales professional who enjoys finding their own opportunities, getting in front of customers, and building a territory over time. You should be comfortable hearing no, making the next call, walking into a new organization, giving a presentation, and continuing to build relationships until the right opportunity develops. A genuine interest in travel and working with people is a plus, but proven sales ability, persistence, organization, and ownership are the most important qualities.

New Business Development

• Develop and maintain a strong pipeline of prospective accounts within an assigned territory
• Identify organizations and groups with the potential to generate recurring travel business
• Prospect through cold calling, email, referrals, networking, online research, scheduled appointments, and in-person visits
• Develop relationships with decision-makers, group leaders, community organizations, travel professionals, and other potential referral sources
• Create and maintain a consistent prospecting and field-visit schedule
• Qualify prospects based on audience, travel interest, timing, budget, and potential for long-term business

Sales & Business Development

• Manage the sales process from initial prospecting through proposal, booking, and confirmation
• Understand each prospect's goals and recommend travel programs that align with their audience and needs
• Present the value of available travel programs, address questions and objections, and confidently ask for the business
• Develop new group business while working toward territory revenue and passenger goals
• Maintain consistent follow-up throughout potentially long sales cycles
• Partner with internal teams to ensure opportunities move smoothly from sales through fulfillment

Presentations & Customer Engagement

• Conduct engaging presentations and travel programs for groups and prospective travelers
• Present to both small groups and larger audiences, creating excitement and confidence around travel opportunities
• Clearly communicate trip details, itineraries, expectations, and value
• Address traveler questions and concerns in a professional and personable manner
• Work with group leaders to develop strategies for promoting and filling trips
• Monitor booking activity and take proactive steps when additional support is needed

Account Growth & Retention

• Build strong, long-term relationships with existing accounts and group leaders
• Identify opportunities for repeat business, additional departures, new destinations, and referrals
• Stay engaged with customers throughout the travel lifecycle and follow up after completed programs
• Work collaboratively with internal teams to address customer needs and resolve issues
• Take ownership of the customer relationship and follow through on commitments

Territory Management

• Independently manage your calendar, priorities, travel schedule, prospecting activity, and follow-up
• Maintain an accurate and active pipeline of qualified prospects
• Keep CRM records current, including contacts, activities, opportunities, next steps, and expected timing
• Maintain an accurate sales forecast and communicate potential risks or changes early
• Participate in sales meetings, pipeline reviews, coaching, and training
• Use data and feedback to continuously improve territory performance

Requirements:

• Proven success in outside sales, territory sales, business development, or a similar new-business-focused role
• Demonstrated experience prospecting for new business and consistently meeting or exceeding sales goals
• Strong track record of developing new accounts and growing repeat business
• Comfortable with cold calling, prospecting, networking, and in-person business development
• Highly self-motivated and able to independently manage a territory without relying on a steady flow of inbound leads
• Persistent and resilient with the ability to handle rejection while maintaining a professional, relationship-oriented approach
• Excellent communication, listening, and relationship-building skills
• Strong presentation and public-speaking abilities
• Comfortable presenting to both individual decision-makers and larger groups
• Strong organizational skills and attention to detail
• Ability to manage multiple prospects, accounts, sales cycles, deadlines, and travel commitments simultaneously
• Experience using a CRM and standard business technology, including email, spreadsheets, video conferencing, and presentation tools
• Coachable, accountable, and willing to take ownership of results
• Willingness and ability to travel extensively throughout the assigned territory, including overnight travel approximately 2-3 nights per week.

Nice to Have:

• Experience in travel, tourism, hospitality, group travel, or related industries
• Experience selling escorted tours, cruises, vacation packages, or other group experiences
• Existing relationships with organizations that coordinate group activities or travel
• Experience working with community organizations, membership-based organizations, professional associations, religious organizations, educational/alumni groups, financial institutions, clubs, or travel advisors
• Experience selling to mature or senior audiences
• Existing relationships within the assigned territory
• Experience conducting group presentations, seminars, informational sessions, or sales events
• Experience managing a large geographic territory with significant field travel
• Bachelor's degree or equivalent professional experience

All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. You must be legally authorized to work in the United States without current or future sponsorship.