April 14th
OFFICE LOCATION: US REMOTE BASED
Reed & Mackay (R&M) leads the global travel and event management arena with extraordinary service and proprietary, client-led technology. Ranked first in the Sunday Times International Fast Track 2020, we are a business that is always looking forward, while ensuring that we’re everything that our clients need today. In May 2021, we became part of the TripActions Group, now Navan, and together we are setting the agenda for the future of business travel.
PURPOSE OF ROLE:
We are looking for a US Sales Manager, Events who is passionate and has a natural flair for the events, meetings and groups travel arena and who understands the importance of client events and the positive impact they bring to a client. This exciting role can be based out of our Chicago, Philadelphia, or New York City office or remote based. This individual will immerse themselves in the exciting and fast paced world of event management and is motivated by business growth and service excellence.
Due to the nature of this role, it is essential that you are self-disciplined and a self-starter. You
must also be able to demonstrate motivation and drive, to secure deals and exceed targets
through the signature of profitable accounts.
This role would suit a dynamic individual who thrives in a high growth environment. You
combine strategic thinking as well as understanding the importance of a seamless event delivery and with the ability to roll up your sleeves and get the job done. You’re collaborative, flexible, open-minded and have a passion for the role that F2F meetings and events play in driving business value.
PRINCIPAL RESPONSIBILITIES:
- Target potential clients that can spend high volumes in annual airline Group tickets
- sales (Corporate) or event planning (Meetings & Events)
- Develop new business relationships, generate, and negotiate new income to an agreed
annual target - Work alongside our R & M and Navan Teams to uncover opportunities within our current
client portfolio to win new business - Actively and successfully manage the sales process: lead generation; credentials pitch;
ask questions; solution pitch; negotiation; close and account management and assist on
RFP’s - Develop strong consultative relationships with prospective buyers to discover business
objectives and strategic imperatives and identify the R &M and Navan core
competencies that are a “fit” for our clients and convey our value proposition on a
continuum. - Drive the overarching value proposition on any opportunity by bridging strategic selling
skills with strong ‘story telling’ to ensure the proposal ‘comes to life’ during the sales
cycle; sell the value of other areas not in area of primary responsibility (transient,
advisory, etc) - Present Reed & Mackay Meetings and Events to potential clients through direct
communication in face-to-face meetings, telephone calls, and email - Create and maintain positive client relationships to build business
- Establish and compile intelligence on customer applications and competitor intelligence
- Develop and maintain sales records through Salesforce CRM system of sales meetings,
sales calls, new sales, closed sales, follow-up activities, opportunities, etc. - Develop, maintain, and communicate a clear pipeline, accurate close dates, and clear
forecasting
CORE SKILLS/ COMPETENCIES REQUIRED:
- Proven Event Management experience and ability to draw on examples of account
- growth
- Ability to identify customer needs and respond utilizing creative listening to
information, asking probing questions, applying knowledge, and determining solutions - Maintain a commercial perspective on the proposal being put forward to the client;
ensure that client receives best value solutions and that each project offers Reed &
Mackay Meetings and Events a meaningful profit opportunity - Proficient use of Outlook, Word, Excel and PowerPoint is essential.
- Excellent business development skills – ability to identify upsell opportunities
- Excellent written communication skills
- Strong negotiation skills
- Good business acumen and commercial awareness
- Credible in dealing at board level and an empathetic communicator
- Effective influencing skills
- Ability to direct client decision making
- Must have a proven track record in growing accounts and winning new business
DESIRED BEHAVIOURAL ATTRIBUTES:
- Highly motivated, a ‘doer’ approach and a real sales hunter mentality (action
- orientated)
- Analytical Problem Solving & Decision-Making (consultative)
- Strong business sense, market awareness (business acumen)
- The ability to create confidence amongst peers and can act as a trusted advisor
(integrity & trust) - Ability to develop and maintain strong relationships with colleagues, clients, and
suppliers alike (positive people skills) - Strong interpersonal skills and use communication methods effectively (interpersonal
savvy) - The capability to influence and negotiate at executive level to close sales opportunities
(negotiating) - Efficiently able to coordinate resources to support your sales activities (organizational
agility) - Highly organized to prioritize tasks in order to secure sales deals (organizing)
- ‘Laser –focused’ and commitment to deliver against sales targets (perseverance)
- Energetic, inspiring and the ability to gain credibility when presenting to customers
(presentation skills) - Result driven and the desire to enhance your career within a well-established,
international and yet rapidly expanding company (drive for results) - Regularly display examples of going the extra mile to succeed (commitment to deliver
excellence)
Reed & Mackay is proud to be an equal opportunity employer. We welcome applicants
regardless of race, color, religion, sex, national origin, age, disability, citizenship, veteran
status, gender identity or expression, marital status, sexual orientation, genetics, and any
other federal, state, or local protected class.