Director, Business Development M&E

The Director, Business Development is a key role within CTM Meetings & Events (M&E), designed to drive profitability through sales growth, delivering an effective sales strategy to meet business objectives, and sales targets specific to meetings, incentives, group air, and managed meetings programs.

Standard

First point of contact for new M&E opportunities derived from existing and potential new CTM corporate accounts. Opportunities are received from internal sales and account management to upsell and expand CTM's service offering. Timely and thorough responses are required to secure the business.

• Develop and execute a robust U.S. Sales strategy, reviewable monthly. Engage Marketing and Customer Solutions team to increase customer acquisition opportunities through social media, white papers, blogs, and other communication means.

• Focus on new business development efforts within the parameters of M&E's capabilities and sales plan, proactively source new business opportunities from key targets in the U.S. and manage new business referrals received.

• Lead and generate key sales contacts for M&E. Supervise and manage the entire sales process.

• Identify opportunities to expand North America opportunities or existing client business into other ETM-owned markets and through the global network.

• Manage an effective pipeline of potential new business accounts and active bids from first point of contact to final close using Microsoft Dynamics CRM.

• Build an effective prospect/client relationship that will enable clear definition of the best possible pre-RFP strategy while ensuring a deep and comprehensive knowledge of the motivation and key players involved in the tender process.

• Oversee the production of RFP responses to RFP's received from prospective multinational customers utilizing the resources within M&E and CTM teams to meet client time and service specifications.

• Lead the pre-RFP and bidding process as "bid owner" working closely with the CTM proposal development team and M&E operations, when applicable. Develop agreed costs and pricing and finalize the proposal in conformance with specified time, quality, and accuracy requirements.

• Develop corporate account contracts alongside the legal team. Negotiate all pricing structures, SLA's, and terms and conditions including the scope and configuration of services to be provided customers. Ensure that the financial terms meet both M&E and client commercial objectives.

• Responsible for a comprehensive delivery to the M&E operations and/or account management of "won" business with emphasis on the implementation phase.

• Follow defined sales - implementation - operations hand-off process.

• Perform regular sales presentations in a confident and convincing manner at executive and boardroom level.

• Maintain ongoing client relationships at the senior level and establish executive-level relationships.

• Develop internal relationships with CTM Account Management, Operations, and Sales colleagues.

• Act as a main contact point in the U.S. for all other national sales departments with an emphasis on multinational bids, as well as, sharing best practice and commercial information.

• Meet sales quota/revenue targets as defined by the business each year.

• Provide M&E forecasting based on current industry climate.

• Look for opportunities and share ideas on improving processes, efficiencies, and business outcomes.

• Support and participate in Industry/Client events - create and deliver content and supporting sales activities.

• Ensure Microsoft Dynamics data and reports are continually updated and current.

• Other duties as assigned.

• This position may have direct and/or indirect reports which includes responsibility for overall performance management, including hiring, training, coaching, feedback, development, etc.

• Models the way for employees and sets a positive example by demonstrating our core values.

• Provides ongoing feedback and supports team member growth by working with employees and encouraging growth plans.

• Drives employee engagement. Facilitates regular and ongoing conversations about employee engagement and takes action to improve team and organizational culture.

• Embrace CTM's core values of Connect, Deliver, Evolve.

• Professional, collaborative, and supportive interaction with employees, clients, suppliers, and vendors.

• Work independently and as part of a team.

• Professional written and verbal communication.

• Meet deadlines, handle, and prioritize simultaneous requests.

• Creative and analytical thinking with strong problem-solving and consultative skills.

• Demonstrates calm under pressure - is a proactive contributor and eager to learn.

• Proficiency in Microsoft Office Suite.

• Basic math.

• Read and interpret information.

• Attention to detail.

• Regular and reliable attendance.

• Bachelor's Degree with emphasis in Sales, Marketing, or Management is preferred or relevant equivalent experience.

• Three to five years of experience that includes sales and M&E knowledge.

• Excellent sales and negotiation skills with the ability to close accounts

• Demonstrated success in developing and delivering presentations, both independently and as part of a cross-functional team.

• Display strong oral, written and interpersonal communication skills to effectively manage internal and external relationships.

• Stay abreast of travel industry developments and changes and utilize that knowledge to become a trusted adviser and to convert prospects to customers.

• Willingness to travel

• Motivated self-starter with the proven ability to work independently.

CTM NA is an equal opportunity employer and is committed to fostering a diverse, equitable, and inclusive workforce. All qualified applicants applying for job openings posted in the U.S. will receive consideration for employment without regard to, and will not be discriminated against on the basis of, race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, marital status, or any other characteristic or status protected by applicable law.

If you are a qualified individual with a disability or a disabled veteran and would like to request an accommodation in order to apply for a position, you may contact us by clicking here. We will make every effort to respond to your request for assistance as soon as possible. Please provide a preferred contact method for response via email or phone.

Flexible work arrangements are available. Depending on role, location, and business needs, colleagues may work onsite, hybrid (combination of in-office and virtual) or fully virtual.

Click here to view EEO and Other Legal Notices.

BENEFITS PROGRAM

We provide competitive and comprehensive benefits programs, tailored to each part of the globe our people work in. From walking and fitness challenges to volunteer experiences, flexible work environments, generous leave programs and retirement plan options, we offer ways to support you in every stage of living your best life.

Company Paid Basic Life & AD&D Insurance

Company Paid Short-Term Disability

Voluntary Long-Term Disability Insurance

Robust Wellness Program with incentives available to save money on your medical insurance premiums.

Supplemental Life; Accident; Cancer; Critical Illness; Identity Theft Protection and Legal Coverage

Three medical plan offerings including a High Deductible Health Plan, HMO plan (available in select states) and a Co-Pay medical plan.

Health Savings Account (HSA) with company core contribution and match, on a per pay period basis if enrolled in the HDHP medical plan.

Flexible Spending Accounts

Dependent Care Savings Account.

Dental Insurance Plan

Vision Insurance Plan

9 Company Paid Holidays including the day after Thanksgiving.

Generous paid time off programs for vacation and sick days

Employee Assistance Plan with access to Talk Space Therapy

Family Medical Leave

Paid Parental Leave (4 weeks)

Maternity benefits utilizing company paid STD, plus Parental Leave (4 weeks) to provide time for recovery, baby bonding, and enjoying your family time.

Bereavement Leave

401(k) Retirement Plan with a generous match per pay period

Student Loan Payment Match

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