Company Overview

Since 1986, Clipper has provided marine transportation from Seattle, WA to Victoria, BC, creating amazing memories for travelers locally and around the world. We operate Seattle’s iconic Victoria Clipper high-speed catamaran ferry offering a unique getaway and partnering with hotels and sightseeing activities. We also offer seasonal whale and sealife excursions. In 2016, Clipper became a proud part of the FRS Group, an international maritime company with headquarters in Germany.

Position Overview :

FRS Clipper seeks an individual who shares our passion and love of the Pacific Northwest working in the travel and hospitality industry. We are looking for an ambitious and energetic person who wants the opportunity to develop and grow our sales department. This role requires someone who enjoys establishing new relationships with top ranking travel agent resellers, OTA’s, and wholesalers, while representing the FRS Clipper brand and driving awareness to the travel industry and public.

The Sales Manager / Trade Accounts is responsible for developing, maintaining, and growing trade account partnerships to achieve revenue and market share goals at agreed budget levels; grow and increase sales and penetration levels according to budget; and successfully develop and execute the strategic sales plan to achieve passenger and revenue goals. The Sales Manager / Trade Accounts reports directly to the CEO of US Entities.

Key Responsibilities & Accountabilities :

• Develop and implement an annual sales plan.
• Develop and implement annual sales plans for individual key (A and B) accounts using a customized approach to address the specific needs of each travel reseller, OTA or wholesaler, ensuring that ROI is monitored and maximized.
• Develop and maintain effective strategic relationships with key account executives so that agreed upon goals are reached.
• Seek out and foster group business; Maintain contact with originating agent from the beginning of process through to the departure of the group and follow up upon return.
• Agree, maintain, and manage sales agreements. Produce and provide frequent sales reports. Manage commissions, back- end incentives, and any applicable coop marketing plans.
• Negotiate mutually agreed upon coop marketing plans and oversee the execution and report the results of each marketing initiative.
• Work with senior leadership and peers to develop and implement an effective sales plan for training, educating, and servicing of all members of the organizations. Coordinate the training programs to achieve broader awareness of FRS Clipper’s products and services.
• Responsible for working within budget guidelines and effectively monitoring spending.
• Monitor sales and revenue objectives for each account to ensure market share growth and penetration percentages are within the target and recommend appropriate action as needed.
• Provide direction and guidance to the accounts for marketing ventures, along with proofing and approving projects.
• Attend account conferences, conventions, marketing workshops, training events, webinars, and Facebook live sessions as necessary.
• Provide in-house and webinar product training and general sales presentations to travel agents, at a minimum of 2 per month.
• Stay abreast of competitor activities and promotions and remain up to date on overall trends within the industry. Provide insights and feedback to management team and peers.
• Ensure the accounts database is always accurate and up to date in the reservations systems.
• Ensure all relevant FRS Clipper staff members are educated and aware of each key accounts’ standards.
• Participate in the overall development of sales policies and practices.
• Provide weekly reporting for all activities.
• Other duties as required and assigned.

Key Personal Attributes & Qualifications :

Performance Indicators (metrics, KPIs, qualitative assessments) :

Academic and Professional Qualifications :

Additional :

Job Type : Full Time, 40 Hours per week

Salary Range : $70-80K + annual incentive

Benefits :

Physical Setting : Office minimum is 1 day per week / remote executing sales calls 4 days per week

Schedule : Monday to Friday

Travel : Ability to travel to Canada and other travel as required by the job