Sales Account Manager

Sales Focus

• Develops a comprehensive knowledge of the client and market needs, supported by regularly visiting the clients and setting up face-to-face appointments.
• Generates leads, primarily by using high closing rate techniques such as client appointments and networking through current customers for lead generation.
• Identifies and converts prospects to clients by using proven sales processes and approaches.
• Regularly attends networking events and other in-person industry events to learn more about their market.
• Identifies customer needs and uses in-depth product knowledge to prepare winning proposals.
• Convincingly presents proposals in-person during site inspections and face to face meetings.
• Handles objections and solves customer problems, through active listening techniques and by regularly consulting with sales leadership.
• Establishes relationships with associations and business organizations (e.g. Convention & Visitors Bureau, Department of Education, Tour Operators, etc) by regularly visiting these extensions of our sales team and gaining referrals in the process.

Administrative

• Absolutely plans out a schedule for the week, with a focus on closing revenue and executing out of office sales activities including client visits, networking events, ship tours and boarding client events.
• Uses Salesforce (CRM software) to effectively plan and manage the activities in the assigned markets and to track productivity of these sales activities.
• Uses Anchor (reservation software) to accurately book orders and to create curated proposals.
• Maintains proper personal organization; manages time well, sets appropriate work priorities, and maintains accurate records.
• Works with the Sales Admin to collect payments; maintains accounts receivable within ageing guidelines.

Customer Service

• Ensures prompt responses to client inquiries, with a goal of getting a quote to the client within 24 hours.
• Ensure complete and accurate product details are communicated to the operations team to ensure proper execution of product promised.
• Follows up with customer within 24 hours after the cruise to further develop the account, while thanking the client for their business, asking for a survey to be completed and if possible, obtaining referrals from the client.
• Works with Operational leaders to resolve all customer issues, while making sure that high priority issues are handled in-person.

Requirements & Qualifications

• A minimum of 5 years total sales experience consisting of at least 1-year outbound telephone sales experience.
• Bachelor’s degree preferred in related field or related experience.
• Tourism hospitality experience required.
• Proficient with Microsoft office products as well as CRM software.
• Analytical skills required to identify and exploit selling opportunities and large scale partnerships.
• Proposal writing is required, must communicate effectively in written form.
• Establish and maintain effective working relationships as required by job responsibility.
• Must have the ability to persuade and influence people.
• Must have proven leadership skills.
• Must be able to listen effectively, assess the situation, determine relevant issues, identify solutions, and gain consensus.