Sales Manager, Trade Accounts

vor 1 Monat

Flensburg, Schleswig-Holstein, Deutschland FRS – Fast Reliable Seaways Vollzeit
Job Title: Sales Manager, Trade Accounts

Company Overview

FRS – Fast Reliable Seaways has been providing marine transportation services since 1986, connecting Seattle, WA to Victoria, BC. We offer a unique getaway experience and partner with hotels and sightseeing activities. Our seasonal whale and sealife excursions are a popular attraction.

Position Overview

We are seeking an ambitious and energetic individual to develop and grow our sales department. The successful candidate will establish new relationships with top travel agent resellers, OTA's, and wholesalers, representing the FRS Clipper brand and driving awareness to the travel industry and public.

Key Responsibilities & Accountabilities:

  • Develop and implement an annual sales plan to achieve revenue and market share goals.
  • Develop and maintain effective strategic relationships with key account executives to reach agreed-upon goals.
  • Seek out and foster group business, maintaining contact with originating agents throughout the process.
  • Agree, maintain, and manage sales agreements, producing frequent sales reports and managing commissions and back-end incentives.
  • Negotiate mutually agreed-upon coop marketing plans and oversee their execution and reporting.
  • Work with senior leadership to develop and implement an effective sales plan for training, educating, and servicing all members of the organization.
  • Responsible for working within budget guidelines and effectively monitoring spending.
  • Monitor sales and revenue objectives for each account to ensure market share growth and penetration percentages are within target.
  • Provide direction and guidance to accounts for marketing ventures, along with proofing and approving projects.
  • Attend account conferences, conventions, marketing workshops, training events, webinars, and Facebook live sessions as necessary.
  • Provide in-house and webinar product training and general sales presentations to travel agents.
  • Stay abreast of competitor activities and promotions, providing insights and feedback to the management team.
  • Ensure the accounts database is accurate and up-to-date in the reservations systems.
  • Ensure all relevant FRS Clipper staff members are educated and aware of each key account's standards.
  • Participate in the overall development of sales policies and practices.
  • Provide weekly reporting for all activities.

Key Personal Attributes & Qualifications:

  • Excellent oral and written communication skills, with the ability to analyze causes of interpersonal conflict and resolve complex issues.
  • Ability to manage multiple projects and opportunities in a fast-changing environment, under tight deadlines.
  • Detail-oriented with great follow-up skills, able to travel and be an effective negotiator and closer.
  • Drive for results, with a strong sense of urgency and ability to target and achieve results.
  • Planning and organization skills, with the ability to work systematically and efficiently.
  • Learning and problem-solving skills, with the ability to understand issues and underlying causes.
  • Heavy customer service focus, with the ability to build customer confidence and set achievable customer expectations.
  • Interpersonal savvy, with the ability to use good listening skills and be sensitive to customers.
  • Integrity and trust, with the ability to deal with others in a straightforward and honest manner.

Performance Indicators (metrics, KPIs, qualitative assessments):

  • Maximize penetration levels for each account.
  • Ensure overall and individual account targets are achieved.
  • Deliver objectives within budget.
  • Maintain accurate records of sales activities, including trainings, appointments, tasks, group and charter calls, customer feedback, and other sales activities.
  • Average 10-15 sales visits per week.
  • Develop and implement a detailed plan by key account and report details in advance using MS Outlook.
  • Contact key accounts at least once every 6 weeks.

Academic and Professional Qualifications:

  • 4-year College degree or job experience equivalent.

Additional:

  • Advanced knowledge in Microsoft programs (Word, Excel, PowerPoint, and Outlook).
  • Vision correctable to 20/20 with reasonable accommodation required.
  • Able to lift 20 lbs. with reasonable accommodation preferred.

Job Type: Full Time, 40 Hours per week

Salary Range: $70-80K + annual incentive

Benefits:

  • 401(k), 401(k) matching
  • Employee Assistance Program
  • Employee discount on Clipper ferries
  • Health, Dental, Vision insurance
  • Health savings account
  • Flexible spending account
  • Life insurance
  • Paid time off

Physical Setting: Office minimum is 1 day per week / remote executing sales calls 4 days per week

Schedule: Monday to Friday

Travel: Ability to travel to Canada and other travel as required by the job

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