Director of Sales and Business Development

ABOUT US

Our philosophy at The Travel Corporation (TTC) is simple, we create enriching experiences for travelers by combining an unbeatable mix of exceptional service and quality at great value. As a global business with over 100 years of experience in the travel industry, our ethos of being ‘Driven by Service’, ensures we keep our values of passion, people and purpose at the heart of everything we do - designing and running immersive, innovative and responsible travel experiences for our guests across 70 countries. Join us in creating life-changing moments for every guest across our award-winning brands and experience the TTC difference.

OUR VALUES

• Driven by service
• An inherent passion for travel
• Commitment to our customers and to our people
• Commitment to social responsibility and our 5-year sustainability strategy

POSITION SUMMARY

The Director of Sales & Business Development requires a detail-oriented and driven individual whose purpose is to increase company revenue by identifying profitable business opportunities and developing long-term business growth strategies. Responsibilities include assessing the efficiency of current and evolving processes for RFPs, attending meetings with clients and potential partners, and notifying partners of key business developments. This role should be able to assess business risks by analyzing financial, statistical, and economic data.

To be successful, the role requires someone who is persuasive and has strong business acumen. They are adept at negotiating sound business deals as well as demonstrate excellent communication, leadership, and problem-solving skills.

KEY RESPONSIBILITIES

• Identify and develop new business opportunities.
• Track emerging markets and trends as well as research and identify new partner opportunities.
• Build and maintain relationships with existing Key Accounts, partners, and vendors.
• Evaluate existing partnerships and sales efforts with an eye toward building on what works and changing what doesn’t.
• Expand the profile and reach of the company and its brands by attending networking events and travel trade shows, both in the Americas and internationally.
• Develop and curate within the team an in-depth knowledge of company offerings to identify profitable business opportunities.
• Conduct webinars and presentations to raise the brand or services profile.
• Select prospective clients and negotiate contracts.
• Fulfil requests for proposals (RFPs) from potential partners/customers.
• In collaboration with the Head of Custom Groups, ensure a timely response to all Custom Group Quotes and seek ways to improve materialization.
• Work with the TTC Marketing Team to delivery marketing collateral, eDMs, presentations and any other ad-hoc or scheduled marketing resources for Destination America and the key account clients.
• Member of the TTC Tour Brands & Contiki Incident Response Team.

ROLE SUCCESS CRITERIA

• Drives profitable revenue growth by securing new business, expanding key accounts, and converting high-value RFPs and emerging market opportunities into sustained, repeat partnerships.
• Strengthens and optimizes strategic partnerships by building senior-level relationships, evaluating what’s working vs. what isn’t, and resetting or exiting underperforming commercial efforts.
• Leads with commercial discipline and financial acumen, applying data-driven analysis to pricing, risk, margin, and resource investment while improving RFP quality, speed, and win rates.
• Elevates Destination America’s market presence and internal capability by leading a high-performing sales and custom groups team, collaborating cross-functionally, and representing the brand with confidence at trade events, client meetings, and executive forums.

KEY INDIVIDUAL TRAITS

• Collaborative: Builds strong relationships and works cross-functionally with a consultative, co-creative approach to influence and align others in a fast-paced environment.
• Boldness: Approaches tasks and decisions with confidence and a proactive mindset, willingness to speak up and challenge the status quo.
• Attention to detail: Carefully reviews work to ensure accuracy, quality, and completeness. Adheres to rules and procedures.

YOUR EXPERIENCE AND EXPERTISE

• Bachelor's degree in business administration, marketing, finance, or related field; master's degree is advantageous.
• 5+ years of proven business development and/or sales experience.
• Relationship management is critical to this role and the successful applicant will be able to demonstrate a proven track record in the travel industry with a sales or business development background.
• Strategic planning skills in conjunction with exceptional leadership and management skills.
• High degree of numeracy and the ability to assess potential financial opportunity balanced against business energy input.
• Excellent presentation and communication skills with the ability to communicate accessibly and concisely about DMC services to outsiders, including prospective customers and clients, partners, vendors, and press.
• Negotiation and persuasion skills.
• Proficient in all Microsoft Office applications.
• Lead generation and management experience would be highly regarded.
• Personal skills favored: Enthusiasm and sincerity, Fast learner, Big-picture thinking, critical thinking and analysis, highly organized and detail oriented.

TRAVEL & OTHER REQUIREMENTS

• Work Location: Hybrid in Costa Mesa, CA (preferred) or Remote (U.S. eligible). This role is ideally suited for candidates who can work in a hybrid schedule from our Costa Mesa office; however, we are open to fully remote candidates within the U.S. for the right fit.
• Travel: National and International travel required throughout the year to travel trade shows and Key Account offices. Weekend and overnight stays.
• Quarterly Costa Mesa Office visits (1 week at a time) for candidates outside of the Greater LA/Orange County/San Diego area.