Just Sales Jobs - 50 emplois
Burlington, ON
Détails de l'emploi :
Avantages :
As a Business Development Manager, you will sell corporate travel management services — managed air, hotel and car booking programs, online booking tools, duty-of-care traveller tracking and travel reporting — to mid-size and large Canadian companies. You will sell primarily to Controllers, purchasing departments and VP/Director-level leaders. This role is 50% new business development, 25% account support and 25% proposal and administrative work. Leads come from a company-supplied list of approximately 2,000 prospect companies, warm referrals, and your own prospecting. Customers are Canadian organizations of 100–999 employees, across all industries, that spend $150,000 to $5 million a year on business travel. Your territory is all of Canada, sold from our client's office in Burlington, Ontario. This is an existing role reporting directly to the President. The base salary is $65,000 – $70,000, plus uncapped commissions.
COMPENSATION & BENEFITS
$65,000 – $70,000 base salary, plus commissions
Year 1 OTE: $70,000 – $75,000
Year 2 OTE: $85,000 – $95,000
Uncapped commission, paid monthly, on the accounts you bring in
Company-paid health benefits
Two weeks' vacation plus six paid sick/personal days
Cell phone and expense account
Mileage allowance
Attendance at an international travel network's annual partner conference
Career advancement — opportunity to build and lead a sales team within approximately 5 years
THE COMPANY & CULTURE
Our client was founded in 1978 and is a family-owned, privately held corporate travel management company growing 15–25% per year. Based in Burlington, Ontario, with 18 employees, they manage business travel programs for approximately 115 corporate clients. They are the Canadian partner of a global travel management network operating in 40 countries, which gives clients global coverage, preferred rates at roughly 40,000 hotels worldwide, and booking technology that our client is the sole distributor of in Canada. Clients include organizations in the pharmaceutical and industrial sectors.
The culture is stable and relationship-based. Employee turnover is under 10%, average tenure is 10–15 years, and one employee has been with the company for 31 years. Decisions are made quickly by a three-person management team, with no corporate bureaucracy. Service is delivered by experienced in-house travel advisors — nothing is outsourced.
OFFICE LOCATION & SALES TERRITORY
Head Office: Burlington, Ontario, Canada
Work arrangement: Office-based, 5 days per week. This is not a remote or hybrid role.
Sales territory: Canada (national accounts)
Selling is done by phone, email, video meetings and online demos; in-person client meetings as required
Hours: Monday to Friday, 35 hours per week. No evening or weekend work.
Overnight travel: Less than 5% — approximately 2 to 3 trips per year
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
5–15 years of B2B sales experience, including proven new business development and cold prospecting
Minimum 2–3 years of corporate travel industry experience is required — for example, at a travel management company, a business travel technology provider, or in airline or hotel corporate sales. Candidates without corporate travel experience will not be considered.
Working knowledge of how travel management companies earn revenue, corporate travel programs, online booking tools and GDS
Experience selling to finance, procurement and senior leadership (Controller, CFO, VP/Director level)
Experience managing long sales cycles (9–12 months) with multiple decision-makers
Excellent written and spoken English — you will write proposals and present to executives
Minimum post-secondary diploma
Valid driver's licence and access to a vehicle
Must live within a reasonable daily commute of Burlington, Ontario
This is a full-time role. Candidates must not hold a second job or operate another business.
TECHNICAL SKILLS
Online booking tools and GDS (e.g., Sabre, Amadeus, Travelport) — required
Online demos and virtual presentations — Advanced
Microsoft PowerPoint — Intermediate
Microsoft Excel — Intermediate
Microsoft Word — Intermediate
Google Drive / Docs — Basic
CRM software — training provided on our client's system
THE PRODUCT / SERVICE / SOLUTION
Managed corporate travel programs (air, hotel and car) built around each client's structure and travel policy
Dedicated, experienced travel advisors assigned to each account
Online booking tools and enterprise travel technology
Duty of care — real-time traveller tracking and 24/7 emergency support from live agents
Centralized travel reporting and traveller profiles
Global coverage through a 40-country travel management partner network
Group travel and group movements for corporate clients
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)
Canadian companies of all industries that spend $150,000 to $5 million a year on business travel
Primarily large businesses of 100–999 employees
Companies currently using a competing travel management company, or managing travel without one
Decision-makers: Controllers and accounting, purchasing departments, and VP/Director-level leadership; typically 3 people involved in each decision
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
Ideal account: $1 million to $1.5 million in annual travel spend; largest client accounts spend up to $5 million per year
Accounts are multi-year contracts that generate recurring revenue on every booking
Sales cycle: 9–12 months, typically 4–6 meetings to win an account
COMPETITIVE ADVANTAGES
Senior, long-tenured travel advisors — service is not outsourced
24/7 emergency support from live agents
Enterprise booking technology, distributed exclusively in Canada by our client
Global reach through a 40-country partner network, including preferred rates at roughly 40,000 hotels
48 years in business with low staff turnover and long client relationships
TYPICAL DAY & DUTIES
50% New Business Development
25% Account Management
25% Administrative Duties
On a typical day you will be calling and emailing finance, procurement and senior leaders at target companies, running discovery meetings, delivering online demos and presentations, writing proposals, preparing spend analyses for large accounts, joining calls with international partner offices, and logging all activity in the CRM.
LEADS
50% — Company-supplied list of approximately 2,000 prospect companies, with prior contact history
25% — Warm leads, including referrals from partners and suppliers
25% — Your own prospecting and list-building, including former clients and companies using competitors
Commission is paid on the new accounts you win, not on existing clients
OVERNIGHT TRAVEL
Less than 5% — approximately 2 to 3 trips per year
Travel is for international partner conferences (in North America, Europe and beyond) and occasional joint client pitches with partner offices
SUPPORT & TRAINING
Semi-structured sales training for 1–2 months, delivered directly by the President
Product and systems training for 1–2 weeks
Ongoing coaching from the President, who has more than 45 years of corporate travel sales experience
You will be actively selling within 3–4 weeks of your start date
WHY YOU SHOULD APPLY
Stable, family-owned employer in business since 1978, growing 15–25% per year
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