Business Dev. Manager

2 weeks ago

St Kilda, Australia Experience Education Full time

**Company Overview**:
World Challenge, Travelopia Group and a KKR owned company, and is a leading provider of educational travel - offering a wide range of experiences for students: including expeditions, within Australia and overseas, and now expanding into a broad range of international trips covering core curriculum topics, sports tours and learning service journeys.

**What You Will Be Doing**:
Our BDM will utilise our new CRM and reservation system to help drive increased share of the Curriculum and Sports Tours market and optimally transition World Challenge into a brand, not only known for adventure travel, but also for international Curriculum and Sports Tours.

As this is a new product range, the BDM will be expected to collaborate with other specialist Tours brands under the Travelopia banner to map out the customer experience and associated processes and systems required to enhance the selling and management of Sports and Curriculum Tours.

Our BDM will also be required to be involved in the loading of data into a quoting management system to enable the production of automated quoting and itineraries.

Our BDM will see a sales lead through: a campaign, to initial enquiry, to sales visit and to point of sale and then conduct a detailed handover to the relevant School Account Manager.
- Spearhead the Australasian growth plan in the Curriculum and Sports Tours market
- Review and develop Curriculum & Sport Tour Customer Journey, from initial enquiry, to quoting, pre-departure and re-sale upon return
- Guide New Product Development team on market demands and anticipated future trends
- Lead the creation of Lead Generation campaigns, utilising HubSpot CRM
- Achieve sales targets by selling Tours to client and non-client (new) schools
- To optimise margin at point of sale and throughout the customer experience
- Work closely with the global marketing team to create inspiring campaigns
- Liaise with digital partners to ensure website and applicable social media platforms are driving quality leads into sales
- Develop processes to optimise all lead types, including digital, conference and telesales
- Liaise with organisations (such as AGSA and AHISA) to develop sales leads, including attending the conferences of such organisations
- Utilise leads to book sales visits at target schools
- Establish significant contact with Key Decision Makers (KDMs) such as Principals / Heads, Governors and Senior Leadership Teams
- Conduct sales visits on Zoom, Teams or in person as appropriate
- Proactively analyse individual school needs and respond to their requirements
- Guide product development team in market priorities
- Utilise and keep up to date HubSpot CRM

**Special Requirements of the job**:

- Excellent persuasion skills to appeal to a wide range of collaborators, including KDMs, Teachers, Parents and Students, and ensure all possible sales are closed effectively
- Travel (outside of normal working hours) will sometimes be required
- Flexible working hours including some evening hours during core selling season in order to deliver parent presentations to schools and liaise with UK based colleagues, plus occasional weekend work to fulfil operations duty
- Working from home with regular visits and meetings at the Melbourne head office

**What We Are Looking For**:

- A proven track record of hitting new sales targets in a B2B setting - experience in the school travel sector preferred
- Driven by success. You want results and have a proven track record in developing efficient processes to optimise all lead types, including digital, conference and telesales
- Proactive. You’re a great communicator with command of powerful language, and a standout colleague who can encourage and influence others
- A strategic problem solver with great attention to detail. You’re analytical, ready to test and learn, identify what works and keep aiming to achieve results
- Creative digitally astute. You have experience with CRM like HubSpot, website platforms like WordPress, and an understanding of Google analytics and how SEO/PPC works

Do you succeed in fast-paced sales environments and have a curiosity about multitasking and solving challenges? We encourage you to apply.

We believe people are happier and perform best when they are able to be their true self, and that diverse teams deliver better results.

Together we will cultivate a diverse, equitable and inclusive environment, where everyone can flourish. We are committed to driving change through increasing awareness of, and counteracting, unconscious bias; building an inclusive culture, and embracing diversity in all its dimensions

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