Sales Manager, Trade Accounts

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 :

Must have excellent oral and written communication skills, along with being able to accept novel and diverse work-related problems and situations.

Must be able to analyze causes of interpersonal conflict and be able to resolve complex issues and challenges.

Must have the ability to manage multiple projects and opportunities in a fast and quickly changing environment, under tight deadlines.

Must be detail oriented and have great follow-up. Must be able to travel. Must be an effective negotiator and closer. Must have a strong sense of urgency.

• Drive for Results / Action-Oriented- able to target and achieve results, show energy, and react to opportunities.
• Planning and Organization, work systematically / efficiently, handle distractions and interruptions.
• Learning / Problem Solving- able to understand the issue and underlying causes, apply new information quickly, and tackle hurdles creatively.
• Heavy customer service focus- able to build customer confidence, set achievable customer expectations, assume responsibility for solving customer problems, ensure commitments to customers are met, and solicit opinions and ideas from customers.

Is committed to increasing customer satisfaction and is responsive to internal customers.

• Interpersonal Savvy- able to use good listening skills, be sensitive to customers, adjust quickly to different personal styles, and stay open to other viewpoints.
• Integrity / Trust- able to deal with others in a straightforward and honest manner, be accountable for actions, maintain confidentiality, and support company values.

Performance Indicators (metrics, KPIs, qualitative assessments) :

• Maximize penetration levels for each account.
• Ensure that overall and individual account targets are achieved.
• Deliver the objectives within budget.
• Maintain accurate records of sales activities, record trainings, appointments, tasks, group and charter calls, customer feedback and other sales activities weekly.
• An average of 10 to 15 sales visits are to be made each week.
• Based on the annual sales plan, develop, and implement a detailed plan by key account and report the details in advance using MS Outlook.
• Key accounts are to be contacted at a minimum of once every 6 weeks (phone / Teams / Zoom (etc.) or visit).

Academic and Professional Qualifications :

4-year College degree or job experience equivalent.

Additional :

• Advanced knowledge in Microsoft programs (Word, Excel, PowerPoint, and Outlook).
• Vision correctable to 20 / 20 with reasonable accommodation required.
• Able to lift 20 lbs. with reasonable accommodation preferred.

Job Type : Full Time, 40 Hours per week

Salary Range : $70-80K + annual incentive

Benefits :

• 401(k), 401(k) matching
• Employee Assistance Program
• Employee discount on Clipper ferries
• Health, Dental, Vision insurance
• Health savings account
• Flexible spending account
• Life insurance
• Paid time off

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