Senior Director Sales Amtrak Washington

Job Description
The Senior Director, National Sales & Business Alliances (NSBA) is responsible for field sales and marketing, partner relations, and long-term, strategic goals of the regional Amtrak NSBA team. This individual will provide area-level leadership and development of sales and business alliances initiatives focused on increasing current account revenue, identifying new business opportunities and continue to maintain and strengthen the working relationship of our State Partner, government and Business Line management teams.

Core Responsibilities

•Corporate Sales: Identify and pursue National Corporate Account business prospects and participate actively in the planning and sales process to develop new business opportunities throughout the system, as appropriate.

•Agencies and Tour Operators: Establish and maintain strong relationships with travel agencies as well as national and international tour operators and their subsidiaries to achieve higher gains in the Leisure Business category.

•Amtrak State and Business Line Partners: Lead the Amtrak account management strategy for all state partners and business line managers.

•Government Business: Develop and implement strategic sales plans specifically targeted toward the continued growth and development of the federal government travel sales.

Essential Functions

•Management of Field Sales and Marketing team.

Select, develop, and coach a professional sales and business alliance team to meet or exceed specific goals for profitable revenue growth.

Direct and develop activity and coordinates sales distribution by establishing sales territories, quotas, and goals.

Direct the implementation of long and short-term grass roots marketing campaigns for state partnerships, stations, regional tour and long-distance operators, customer service field operations.

Implement An Amtrak’s Sales Process To Establish a Culture Of Consultative Selling To Our Existing And Potential Customers From Account Decision-makers At All Levels As Well As Key State Partners And Business Line Managers. This Includes

Direct staffing, training, and performance evaluations for direct reports and sets the standard for the entire NSBA team.

Encourage and require high level teaming and collaboration skills to gain the committed and motivated efforts of other internal Amtrak teams within Marketing and Sales.

Establish a planned program for sales coaching, working with Account Executives on all aspects of the sales process. Conducts coaching sales calls with Account Executives to provide feedback, and to assist with large opportunities. Travels regularly to meet customers and to coach Account Executives in the field.

Collaborate with the marketing and sales leadership team to define overall sales and business alliance strategy.

Direct the development of sales goals and objectives to increase ridership, revenues, and brand awareness.

Develop and implement annual sales plans by Account Executive and account.

Directs sales forecasting activities and sets targeted, quantifiable annual performance goals accordingly.

Through the Amtrak Strategic Account Management (SAM) program, cultivate and maintain effective business relationships with executive decision makers in select key accounts.

•Oversee And Engage State, Federal And Other Business Partners

Advance programs that deliver improved sales and marketing services for Amtrak’s State Partners and Business Line managers.

Apply research insights and to provide compelling marketing program solutions based on the Amtrak’s business strengths and ongoing opportunity challenges.

Establish and maintain relationships with industry alliance partners and influencers to include Government Sales, Tourism Boards, International Inbound Suppliers and other key strategic partners as identified.

Develop and manage contracted sales agreements with DoD and GSA

•Develop and oversee all National Sales and Business Alliance (NSBA) operating budgets.

•Coordinate Within Amtrak To Support Business Objectives

Work with GACC to build an internal communications plan for both the new Amtrak Strategic Plan and customer service expectations. Advocate and assist in developing a model of excellent, consistent customer service.

Work with Sales Distribution to support cost-effective growth of travel agency, government and corporate account systems.

•Routinely monitor and analyze market conditions. Evaluate the competitive landscape and sales activities to identify appropriate sales and marketing opportunities.

•Represent the brand at travel trade association trade shows and meetings to promote Amtrak Business.

Meet with key clients, assisting NSBA account executives with fostering and maintaining account relationships and to assist in negotiating and closing key deals.

•Advance Reporting And Research To Meet Business Needs

Analyze and controls expenditures conform to budgetary monthly requirements and annual goals.

Prepare quarterly sales reports showing sales volume, potential sales, and areas of proposed client base expansion.

•Perform all other duties as needed or required to maintain and grow profitable business within the assigned account base.

Preferred Education

An MBA degree in business marketing, economics or related field.

Work Experience

•Extensive experience in direct sales. B2B and B2C and proven sales team leadership experience.

•Demonstrated marketing and promotions experience.

•Consultative selling skills.

•Ability to understand and apply market intelligence to sales strategy.

•High level of financial and business acumen.

•Staff consulting and relationship building skills.

•Ability to use technology and analysis tools (Excel, Outlook, SalesForce, and Database Management).

•Executive presence to influence senior decision-makers.

•Knowledge of advertising industry.

Preferred Work Experience

•Travel Industry experience.

•Salesforce user knowledge.

•Travel trade association and tour operator understanding.