Sales Director - East Coast, Sanctuary Retreats - Abercrombie & Kent USA

Position Summary

The East Coast Sales Director sells Sanctuary Retreats’ products in the eastern half of the United States, ensuring revenue and yield targets are consistently met through planning and executing a comprehensive sales plan, increasing business from existing clients, and adding new accounts. The East Coast Sales Director should conduct an active program of phone, zoom, and in person sales calls to identify and follow up on business opportunities while exceeding minimum call targets. The Sales director is encouraged to cultivate relationships with advisors through creative, strategic, and proactive outreach. The East Coast Sales Director supports the retail sales program of sister company A&K USA, in conjunction with the Sr. Sales Director for the Americas, and pursues where possible opportunities for AKORN DMCs and the A&K TOC to cross-sell other tour services alongside the Sanctuary products to Sanctuary accounts.

Detailed activities:

Strategy and planning:

• Gather market and customer intelligence, record this in the CRM system provided and report regularly to Manager.
• Develop a thorough understanding of the market Sanctuary Retreats operates in and the company’s competitors in the Sales Director’s own region and share this with key colleagues.
• Collaborate with Manager on formulation of the sales strategy and annual sales plan for the North American market, aimed at achieving the agreed regional targets.
• Plan effective use of available marketing funds for designated region, manage the budget, and report activity and results.
• Regularly review and report own sales performance, as compared with targets.

Selling:

• Develop a strategy and action plan for each target account, based on market intelligence, annual sales plan and sales booking data provided through the CRM system.
• Maintain and develop relationships with existing clients in person, by phone, zoom, or email to increase business.
• Look for leads and cold call potential clients to prospect for new business and arrange face-to-face meetings when necessary.
• Listen to client requirements and promote the unique selling points and benefits of the Sanctuary Retreats products, and challenge any objections, to enhance demand and win business. Secure the most prominent inclusion of Sanctuary products in the clients’ tour programs, brochures, web sites, marketing campaigns and other channels through which clients secure sales.
• Document required follow-ups from client interactions, obtain information and decisions from appropriate Sanctuary Retreats Directors, ensuring timely responses to clients, and stay in touch with clients to win business.
• Based on parameters set by Manager, agree the terms of business with clients and close sales. Offer standard commission for FIT sales and brochure groups under normal circumstances or provide a business case to Manager to justify better terms on basis of key client’s potential and/or agreed promotional activity.
• Assist in the creation of charter and group proposals with Manager, understanding and presenting client requirements, and selling the proposals to the clients.
• Secure jointly funded marketing activity with clients to promote Sanctuary to their customers and negotiate reasonable financial contributions to campaigns and other forms of practical or financial support required. Ensure marketing activity is effective and supports the Sanctuary brand and commercial objectives.

Communications:

• Represent Sanctuary Retreats at trade exhibitions, events, and conferences as and when required.
• Regularly communicate with clients by email and direct mail to send company news and offers as required.
• Prepare and present PowerPoint presentations and webinars to promote Sanctuary Retreats products as the business demands.
• Train client staff to enhance the knowledge of the company’s products and unique selling points, communicate ways for client’s staff to sell the Sanctuary Retreats products more successfully to their clients, and to train them in the booking process.

A&K Group activities:

• Support the retail sales program of sister company A&K TOC USA by training and supporting A&K sales directors/managers, visiting retail agencies, presenting at travel agent events and any other means required.
• Actively promote the booking of Sanctuary Retreats products through A&K TOC USA by retailers who are unable or prefer not to create their own packages.
• Pursue where possible opportunities for AKORN DMCs to sell other tour services in addition to the Sanctuary service to Sanctuary accounts.

General duties and responsibilities:

• Maintain up-to-date records of all sales activity in the CRM system provided.
• Manage financial budgets carefully and be cost conscious.
• Actively participate in team meetings and share best practice with colleagues.
• Consider requests from clients for familiarization trips and manage a regional annual budget for free and discounted use of the company’s products.
• Always maintain high standards in all activities and communications to ensure the professional reputation of self, Sanctuary Retreats, and the wider A&K group of companies.
• Prepare sales and expense reports and annual travel budget.
• Report and help investigate quality issues, ensuring timely response to clients and customers, and assist in collection of receivables as necessary.
• Develop and execute a comprehensive sales strategy to maintain and grow business
• Perform any other duties as may be required from time to time. This job description is not designed to be an exhaustive list of duties or responsibilities.

Requirements

• Residing in a prominent major metropolitan area in the eastern half of the US, such as New York, Miami, or Chicago, is highly preferred.
• 60% business travel expected, including international destinations at times throughout the year.
• Must own or lease a reliable vehicle, including required liability insurance coverage, to be used for business purposes within a drivable distance from home.
• Must receive and store sales collateral, home office equipment, and trade show materials in or near home.
• Valid Driver’s License and Passport required.
• Must be eligible for employment in the United States.

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k, IRA)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development
• Work From Home
• Wellness Resources