Business Development Manager

Note: This is an outside sales role. There will be outside field sales work required. 

As Kensington Corporate continues to expand into new markets, we are currently looking for Business Development Managers who excel in executing sales plans to achieve goals. These talented individuals will drive business growth and profitability by identifying opportunities using a consultative sales approach. They will strategically lead the entire sales cycle, including effective lead qualification, proposal/RFP responses, and closing, while managing new accounts and ensuring efficient onboarding and ramp-up. They will also drive market presence by identifying and participating in events and activities that increase awareness of the Kensington Corporate brand.  

Key Accountabilities 

Research 

• Target potential small and mid-market (< $3M) Corporate clients. 
• Conduct preliminary research on potential clients to maximize effectiveness of sales process and develop relevant segmentation. 
• Analyze target markets and identify prospective business; initiate and own the sales relationship with prospective buyers. 
• Build relationships with travel vendors and existing clients to generate leads and referrals. 
• Participate in regular one-on-ones to keep team informed of opportunities and warm leads. 

Sales 

• Generate new customer contacts each month to achieve personal sales goals. 
• Create and deliver sales proposals each month to achieve personal sales goals. 
• Drive the overall value proposition on all opportunities by using selling skills and strong story telling during the sales cycle; sell the value of other areas not in area of primary responsibility (e.g. M&E, Leisure).
• Oversee the end-to-end process of the deal, including strategy setting, sales presentations, proposal development, contract negotiations (including financial terms and conditions), and engage leadership team to ensure alignment in each opportunity; as the account relationship owner you will ensure that client satisfaction is met, and Kensington’s goals are considered.
• Build and manage a rolling pipeline as defined by leadership strategy with opportunities that will close during the fiscal year.
• Keep potential clients informed of new products, services and operating changes.
• Follow up on client contacts with appropriate correspondence and direct mail.
• Ensure smooth collaboration/hand-off of new business to the Implementation, Operations, and Client Services teams. Lead the ramp-up and upselling.
• Coordinate sales operations with all other departments/divisions of the Company.
• Maintain accurate records and up-to-date client information on all prospects, target accounts, and new clients through the CRM tool.
• Perform other duties as assigned. 

Qualifications 

• Minimum 3 years of experience in a business development position with a travel company that provides full service corporate travel solutions (air, hotel, car rental etc) 
• A track record of closing sales and exceeding sales target 
• Post-secondary education in a related business field preferred. 
• Hunter mindset with strong contract negotiation skills in both short and long sales cycles. 
• Has a roll-up your sleeves approach with the flexibility to move quickly and navigate a large and complex marketplace. 
• Excellent communication skills and persuasive skills with proven ability to influence external prospects. 
• Naturally curious with a strong determination to work around obstacles. 
• Takes ownership, initiative and is self-directed with excellent organizational and time management abilities. 
• Consultative selling and client relationship development experience, with proven success. 
• Collaborative and confident with sound judgment.
• Professional and polished presentations skills and can quickly generate trust with executive stakeholders.
• Unquestionable integrity, high energy and a sense of urgency.
• Embraces challenge and has the desire to be a part of a fast-growing company where the only constant is change.
• A results-driven and forward-looking perspective. Holds self and others accountable.
• Microsoft Office products (Excel, PowerPoint, Word).
• Working knowledge of CRM tools.
• This role requires approximately 20% travel. 

We provide a competitive compensation package with a strong pay for performance rewards approach. Employees have the opportunity to participate in incentive programs and compensation tied to business and individual performance. The expected compensation range for this position is base salary of $75,000-90,000 plus commission.

The actual compensation may vary depending on local market conditions, geography and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training.

We are committed to providing employment accommodation in accordance with the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act. If you require accommodation due to a disability at any stage of our hiring process, please advise us when completing your application.