Director of Sales, Americas - Business Development

at  Quark Expeditions

Quark Expeditions is the leading polar expedition travel company headquartered in Toronto, Canada. We operate cruises to Antarctica and Arctic regions (Greenland, North Canada, Svalbard) on board of 3 modern polar expedition ships – Ultramarine, Ocean Explorer, and World Explorer. Since 1991, Quark has been establishing a tradition of firsts in polar travel: as the first to transit the Northeast Passage with adventure travellers; the first to take travellers to the far side of Antarctica; and the first to circumnavigate the Antarctic continent with guests. Quark Expeditions is part of Travelopia, the world’s leading experiential travel business, owned by KKR.
Soley focused on indirect (trade) revenue, the Director of Sales, Americas position is responsible for owning the strategic revenue growth throughout North, Central, and South America, mentoring and leading and team of Area Sales Directors in respective markets to strengthen the business relationship with assigned accounts, supply profit generation by providing high-touch account management, and provide resources to eliminate barriers of sale.
In conjunction with the Senior Director of Global Partnership Sales, this position establishes the strategy and tactics to achieve sales through market-share growth and profitable yield management. This involves identifying growth opportunities and implementing proactive solutions and tactics to ensure that efficiency targets are met.
The successful candidate must be able to demonstrate a strong ability to lead in a high-performance sales culture, optimally build and maintain strategic partnerships, understand opportunities for future revenue growth, and have a very high understanding of sophisticated retailer and wholesaler business models.

REMOTE CAPABILITIES

This position is remote, requiring candidate to have a dedicated work space/home office to conduct sales calls, meetings and pertinent responsibilities while not traveling for business.

TRAVEL REQUIREMENTS

Requires the ability to travel internationally, without restriction, within assigned territory and for selected events at least 25-30% of the year.

• Apply a keen understanding of the cruise and expedition travel industry, applying market insights to high level strategic plan.
• Works collaboratively with Senior Director, Global Partnership Sales on the development of tactical and long-term strategic objectives to lead sales pipeline in achievement of projected fiscal year targets.
• Effectively develops team of outside sales managers, ensuring benchmarks of performance and key performance indicators are measured and achieved.
• Appropriate balance and assignment of marketing coop, travel & entertainment, and business development expenses. Ensuring fiscal year budget is supervised and met.
• Builds and manages relationships with existing and future key partners, improving the value and growth potential through effective account management, while acting as a spokesperson for Quark at market specific events.
• Generate leads through strategic business relationships, funnelling those to the internal team
• Oversee the development of cooperative marketing efforts with National and Key accounts, collaborating with Account owner and marketing team.
• Uses Softrip and Salesforce to analyze and supervise sales of key accounts, establish benchmarks, supervise sales trends and return on investment, and uncovers untapped resources to build strategies specific to prospect efficiency and potential.
• Coordinates the drafting of contracts and agreements, including business case formulation, financial analysis, and negotiations, as it relates to charter and group business in the respective territory and channel
• Strong collaboration with other departments (finance, marketing and operations) ensuring expectations are aligned and customer needs are met.
• Shares energy, passion, insight, skill and experience with everyone.
• Develops a strong understanding of competitor activity and the potential current and future implications on Quark’s business.
• Participates in relevant events improving Quark’s product exposure.