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Sales Manager - New Zealand and South East Asia

Rocky Mountaineer offers over 50 holiday packages and five unique rail routes, rich in history and natural wonders, through the Pacific Northwest and the Canadian Rockies. Since its inception in 1990, our award-winning company has grown to become the largest privately owned passenger rail service in North America and has welcomed over 1.5 million guests from around the world. We are experiencing tremendous growth and require a New Zealand and South East Asia Sales Manager to join our Asia Pacific Sales Team. This exciting new role will be key in developing relationships and driving sales in our New Zealand and Asian markets.

The Sales Manager – New Zealand and South East Asia is responsible for the development of sales for targeted retail, group tour block, custom groups and wholesale accounts through driving and maximising revenue potential, and managing the business strategy and relationship within New Zealand and the Asia Pacific region. Additionally, this position supports the National Sales Manager APAC on projects to exceed targeted organisational sales growth.

Key Accountabilities

Strategic Management

  • Assist the National Sales Manager in achieving each individual targeted distribution partner’s sales targets
  • Set and revise sales forecasts for the Director of Sales - APAC on an ongoing basis
  • Establish dynamic growth strategies for retail and group distribution channels in New Zealand & Asia
  • Execute implementation and utilization of the Salesforce CRM system to monitor and report partner progress
  • Develop and deliver Tracks training programs to targeted distribution partners (emphasis on retail and group leads and established new direct accounts where appropriate)

Team Participation

  • Take an active role in participating in the sales team, including regular liaison with all team members regarding current sales/marketing initiatives
  • Support the team with travel schedules and budgets, align key performance indicators with company objectives, role model skills, and provide feedback to the Director, Sales - APAC

Sales Operations

  • Travel to the targeted distribution partners to develop and train their selling staff and their customers on the benefits of selling the Rocky Mountaineer (RM)
  • Develop sales and marketing plans in line with company objectives with targeted distribution partners and assist to implement these strategies and tactics in their local markets
  • Identify dynamic sales opportunities and devise strategies and tactics to maximise sales with the assistance and direction of the National Sales Manager
  • Provide a point of contact within head office for our trading partners and assist them with product and service problems
  • Plan, manage and attend trade, consumer travel expos and road shows in the local regions as a knowledge expert for RM ensuring that RM is promoted as the preferred and first choice for consumers and trade
  • Maximise RM presence in the targeted distribution partners’ territory by organising presentations to both trade and consumer groups
  • Source and convert corporate and special interest custom group sales opportunities with the assistance of the APAC Group Sales Manager
  • Develop and maintain sales figures, reports, flyers and other marketing material which the targeted distribution partners can use to market the RM products to their clients and record sales and marketing activities in salesforce CRM
  • Develop new targeted distribution partners regions in order to exceed the annual targets
  • Generate booking revenue through promoting product and sales messages to targeted distribution partners
  • Maintain and manage a budget

Marketing

  • Maximize RM marketing campaigns which are applicable to the targeted distribution partner’s market and distribution structure.
  • Monitor the targeted distribution partners so that they adhere to their annual marketing plans
  • Prepare co-op marketing proposals for approval pre-publication; help source co-op partners
  • Implement “Tele-sale” and “E-blast” sales blitzes with the APAC sales team to targeted distribution partners in line with the marketing tactical campaigns
  • Work with the Marketing team to plan, negotiate, implement, and monitor promotional advertising

Skills and Experience

Education and Experience

  • 2+ years’ experience in international travel & tourism sales environment
  • Tertiary education in business management and/or travel/tourism
  • Established relationships with key account decision makers and travel agents; sound knowledge and network of the NZ and Asia Pacific travel industry and its distribution systems
  • Proven record of developing and executing a key account business development plan, exceeding stretch sales targets, and monitoring sales and marketing budgets

Skills

  • Exceptional relationship builder and a strong ability to influence without authority
  • Strong presentation and training skills, both in person and via webinars and with audiences ranging from large consumer groups to the boardroom
  • Skilled at tailoring and targeting communication to both internal and external key influencers/audiences; logical, concise, and audience appropriate written material
  • Strong decision maker; ability to perceive the impact and implication of decisions
  • Ability to develop a good knowledge of competitor activities and strategies

Analytics and Technology

  • Strong knowledge of Salesforce.com (or similar CRM sales and marketing system), Cognos, Microsoft Office, reservation systems, and iPad as a sales tool an asset
  • Demonstrated ability to define business potential and utilize analytics to create sales strategies

Required Experience

  • 2+ years’ experience in international travel & tourism sales environment
  • Tertiary education in business management and/or travel/tourism
  • Established relationships with key account decision makers and travel agents; sound knowledge and network of the NZ and Asia Pacific travel industry and its distribution systems
  • Proven record of developing and executing a key account business development plan, exceeding stretch sales targets, and monitoring sales and marketing budgets

Job Location

  • Auckland, New Zealand

Sales legends who take business development to a new level, apply online today!

rockymountaineercareers.silkroad.com

 

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