Sr. Specialist, Business Development

Sr. Specialist, Business Development supports revenue generation for the Corporate and Incentive Sales Team in North America through tele-sales qualification, quoting, negotiation, and closing.

Responsibilities

• Receive or place telephone calls in a tele-sales environment to qualify, quote, negotiate, and close meeting and incentive group business
• Call Incentive Houses, Meeting Planning Companies, Third Party Companies, and direct customers to develop selling opportunities
• Qualify client needs and present alternatives to secure business
• Coordinate with Travel Partner and Revenue Management to select competitive options within client parameters and submit proposals focused on maximizing yields
• Conduct outbound follow-up calls for proposed business and for opportunities that are expired or due to expire
• Support customer inquiries with the goal of securing firm commitments
• Advise the Corporate and Incentive Sales Team on account activities and pending business
• Network across internal departments to action requests and complete tasks
• Escort site inspections as needed for non-sailing and sailing visits to secure new business (domestically and internationally)
• Participate in tradeshows, trainings, seminars, business meetings, and presentations (domestically and internationally) to support corporate and incentive sales initiatives
• Handle financial transaction reconciliation for corporate and incentive group business, including payment collection cross-referencing
• Process refunds as necessary and ensure accurate pricing
• Reach or exceed quarterly and annual departmental revenue goals

Requirements

• Bachelor’s degree from a four-year college or university
• 1 to 3 years of sales experience
• Demonstrated success and proven proficiency in core competencies
• Excellent verbal and written skills
• Travel required both domestically and internationally
• Strong follow-up capabilities, positive attitude, and high energy
• Ability to assess complex situations and make logical decisions in a diverse environment under deadline pressure
• Advanced knowledge of product terms and conditions for contracted groups, corporate and brand policies
• Ability to guide clients to the most competitive option
• Strong relationship-building skills with external customers and internal colleagues to close business
• Strong financial and analytical skills, including understanding group contract terms and conditions
• Ability to negotiate effectively and get results
• Ability to use multiple communication and interaction methods to collaborate effectively and develop customer champions
• High personal integrity and accountability for personal and organizational results
• Ability to proactively develop greater ability
• Advanced knowledge of AS400, SEIBEL, Salesforce, Excel, Word, Power Point, and Outlook

Technologies

• AS400
• SEIBEL
• Salesforce
• Excel
• Word
• Power Point
• Outlook

Location and Work Model

• Miami, FL
• Onsite

Position Summary

• Integral part of revenue generation for the Corporate and Incentive Sales Team in North America
• Liaise with leadership and sales team members, including Associate Vice President of Corporate Incentive and Charter Sales, Senior Manager of Corporate and Incentive Sales, Corporate and Incentive Sales Specialist Team Supervisor, Corporate Sales Managers
• Work with Incentive House accounts, Meeting Planning Companies, Third Party Companies, and Corporate Direct customers on qualifying, quoting, negotiating, and closing group business
• Support individual and team revenue generation in a tele-sales environment
• May support Corporate and Incentive Sales Team efforts such as sales and marketing strategy, day site inspections, sailing site inspections, trade show participation, and joint sales calls
• Work closely with internal departments including Revenue Management, Hotel Operations, and Legal
• End goal: deliver high customer service and operational excellence that supports client satisfaction and departmental revenue growth

Preferred Qualifications

• Sales experience in the cruise or travel industry