Overview

As a Business Development Manager in Corporate Travel, your primary role is to secure new business accounts in alignment with the targets set by the Business Leader. This involves identifying and qualifying high-quality leads, building relationships with potential clients, understanding their needs, and presenting The Travel Group’s solutions. Once new accounts are secured, you will oversee the implementation process with the assigned consultant, maintain consistent communication with clients, and identify opportunities for growth and referrals, working on the client for the first 12 months.

Core Responsibilities

1. a) Business Development:

1. Lead Generation:
• Proactively identify quality leads through online platforms, networking, referrals, canvassing, and face-to-face interactions.

1. Cold Calling & Meeting Setup:
• Contact potential clients to schedule assessment meetings.

1. Client Assessment:
• Meet with prospects to understand their business needs and challenges, then propose tailored solutions using The Travel Group’s offerings.

1. b) Client Onboarding & Relationship Management:

1. Implementation:
• Facilitate a seamless implementation process following account acquisition.
2. Account Growth & Retention:
• Conduct regular client meetings to strengthen relationships, ensure client satisfaction, identify growth opportunities, and secure referrals.

1. c) Ongoing CRM Efforts:

• Maintain consistent communication through scheduled meetings every 3–6 months to ensure client accounts remain engaged and productive.

  Workflow Summary

  1. Identify high-quality leads.
  2. Cold call to secure assessment meetings.
  3. Conduct assessment meetings to understand client needs.
  4. Implement meeting within one week of clients first booking.
  5. Conduct follow-up meetings:
  • “How’s It Going” meeting within one month of 1^st booking.
  • CRM meetings at least once every 3–6 months.

   

  Key Requirements

  1. Track record of successful sales.
  2. Experience in corporate travel management.
  3. Reliable transportation.

  Key Performance Indicators (KPIs)

  1. Commission achieved.
  2. Total turnover from sales.
  3. Net profit per account.
  4. Number of active trading clients.
  5. Quality and frequency of client meetings and wins.

   

  Behavioural Attributes

  • Strong ability to build and sustain long-term client relationships.
  • Proactive, with a “can-do” attitude.
  • Results-oriented and driven by recognition and achievement.
  • Adaptable in engaging with diverse people and roles.
  • Customer-centric with a focus on delivering real value.
  • Highly self-motivated and solution focused.
  • Excellent verbal communication and presentation skills.

   

  Performance Metrics

  • Acquire new client accounts.
  • Drive and monitor the performance of existing accounts.
  • Provide pipeline updates to the Business Leader.
  • Maximize the potential & secure full spend on all accounts.
  • Attend sales meetings with progress reports and insights.
  • Attend networking events, training sessions, company events and client functions.