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McCarthy Search

Travel Business Development Manager (California-REMOTE)

L5

trac recruitingSalinas, CA3 days ago

Occupations

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and TravelSales Representatives, Wholesale and Manufacturing, Except Technical and Scientific ProductsSales Managers

Industries

Tour OperatorsTravel AgenciesAll Other Travel Arrangement and Reservation Services
Travel Business Development Manager (California- REMOTE) We are seeking a Travel Business Development Manager for a full time and direct hire role for one of our amazing partners in the travel & tour industry. This role is remote, but you MUST be living in the United States and specifically in the state you are working in. You MUST be a US Citizen or Green Card Holder. This role does NOT offer sponsorship, it's NOT a consulting role, and we do NOT work with 3rd parties. Outside Sales | Business Development | Travel & Group Experiences We are partnering with a growing company in the travel industry to identify a Business Development Manager who will be responsible for growing an assigned territory through new account development, relationship building, and repeat business. This is a hands-on, field-based sales role for a self-motivated hunter who enjoys building a territory from the ground up. You'll identify and develop new business opportunities, establish relationships with organizational decision-makers and group leaders, present travel programs to prospective travelers, and ultimately grow revenue through new and repeat group bookings. You should be comfortable generating your own opportunities through cold calling, email outreach, referrals, networking, scheduled appointments, and in-person prospecting. You'll need to be equally comfortable having a one-on-one conversation with a decision-maker and presenting to a room full of potential travelers. This is an excellent opportunity for an experienced outside sales professional who enjoys travel, relationship development, and owning the results of their territory. A proactive, relationship-driven outside sales professional who enjoys finding their own opportunities, getting in front of customers, and building a territory over time. You should be comfortable hearing no, making the next call, walking into a new organization, giving a presentation, and continuing to build relationships until the right opportunity develops. A genuine interest in travel and working with people is a plus, but proven sales ability, persistence, organization, and ownership are the most important qualities.
Responsibilities:
  • New Business Development
  • Develop and maintain a strong pipeline of prospective accounts within an assigned territory
  • Identify organizations and groups with the potential to generate recurring travel business
  • Prospect through cold calling, email, referrals, networking, online research, scheduled appointments, and in-person visits
  • Develop relationships with decision-makers, group leaders, community organizations, travel professionals, and other potential referral sources
  • Create and maintain a consistent prospecting and field-visit schedule
  • Qualify prospects based on audience, travel interest, timing, budget, and potential for long-term business
  • Sales & Business Development
  • Manage the sales process from initial prospecting through proposal, booking, and confirmation
  • Understand each prospect's goals and recommend travel programs that align with their audience and needs
  • Present the value of available travel programs, address questions and objections, and confidently ask for the business
  • Develop new group business while working toward territory revenue and passenger goals
  • Maintain consistent follow-up throughout potentially long sales cycles
  • Partner with internal teams to ensure opportunities move smoothly from sales through fulfillment
  • Presentations & Customer Engagement
  • Conduct engaging presentations and travel programs for groups and prospective travelers
  • Present to both small groups and larger audiences, creating excitement and confidence around travel opportunities
  • Clearly communicate trip details, itineraries, expectations, and value
  • Address traveler questions and concerns in a professional and personable manner
  • Work with group leaders to develop strategies for promoting and filling trips
  • Monitor booking activity and take proactive steps when additional support is needed
  • Account Growth & Retention
  • Build strong, long-term relationships with existing accounts and group leaders
  • Identify opportunities for repeat business, additional departures, new destinations, and referrals
  • Stay engaged with customers throughout the travel lifecycle and follow up after completed programs
  • Work collaboratively with internal teams to address customer needs and resolve issues
  • Take ownership of the customer relationship and follow through on commitments
  • Territory Management
  • Independently manage your calendar, priorities, travel schedule, prospecting activity, and follow-upMaintain an accurate and active pipeline of qualified prospects
  • Keep CRM records current, including contacts, activities, opportunities, next steps, and expected timing
  • Maintain an accurate sales forecast and communicate potential risks or changes early
  • Participate in sales meetings, pipeline reviews, coaching, and training
  • Use data and feedback to continuously improve territory performance
Requirements:
  • Proven success in outside sales, territory sales, business development, or a similar new-business-focused role
  • Demonstrated experience prospecting for new business and consistently meeting or exceeding sales goals
  • Strong track record of developing new accounts and growing repeat business
  • Comfortable with cold calling, prospecting, networking, and in-person business development
  • Highly self-motivated and able to independently manage a territory without relying on a steady flow of inbound leads
  • Persistent and resilient with the ability to handle rejection while maintaining a professional, relationship-oriented approach
  • Excellent communication, listening, and relationship-building skills
  • Strong presentation and public-speaking abilities
  • Comfortable presenting to both individual decision-makers and larger groups
  • Strong organizational skills and attention to detail
  • Ability to manage multiple prospects, accounts, sales cycles, deadlines, and travel commitments simultaneously
  • Experience using a CRM and standard business technology, including email, spreadsheets, video conferencing, and presentation tools
  • Coachable, accountable, and willing to take ownership of results
Willingness and ability to travel extensively throughout the assigned territory, including overnight travel approximately 2–3 nights per week.
Nice to Have:
  • Experience in travel, tourism, hospitality, group travel, or related industries
  • Experience selling escorted tours, cruises, vacation packages, or other group experiences
  • Existing relationships with organizations that coordinate group activities or travel
  • Experience working with community organizations, membership-based organizations, professional associations, religious organizations, educational/alumni groups, financial institutions, clubs, or travel advisors
  • Experience selling to mature or senior audiences
  • Existing relationships within the assigned territory
  • Experience conducting group presentations, seminars, informational sessions, or sales events
  • Experience managing a large geographic territory with significant field travel
  • Bachelor's degree or equivalent professional experience
All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. You must be legally authorized to work in the United States without current or future sponsorship.
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Level

SeniorL5

Location

Salinas, CA

Occupation

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel

Industry

Tour Operators

Posted

3 days ago

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