Director, Host Agency Sales, Abercrombie & Kent and Crystal

Job Description

Position Summary

The Director, Host Agency Sales drives revenue growth by effectively managing select host agency relationships in alignment with A&K and Crystal objectives.

Key responsibilities include implementing successful sales strategies and network penetration initiatives focused on revenue generation and new client/guest acquisition. Working collaboratively with key stakeholders across all departments within A&K USA, A&K DMC’s and Crystal to maintain sales growth and positive ROI with designated portfolio. Ensuring sales messaging is consistent and brand-appropriate for A&K’s Tour Operator division, DMCs and Crystal, and is aligned with the company’s strategic and financial goals. Working in conjunction with A&K’s legal department and VP National Accounts, the Director, Host Agency Sales will manage the annual agreement process for all assigned accounts, will negotiate and develop marketing plans, revenue targets and incentive plans, identify new independent contractor opportunities for sales directors and manage all event engagement for designated portfolio. Identifying independent contractors with best growth opportunity in each SD’s territory, and developing engagement plans to grow sales, will be a primary focus.

Responsibilities And Accountabilities

• Responsible for growing annual revenue with assigned portfolio aligning with A&K and Crystals annual growth goals.
• Responsible for executing annual contracts with assigned portfolio including communication of annual revenue targets.
• Negotiate and execute Sales & Marketing plans with all accounts in portfolio and manage follow-up to ensure ROI for sales & marketing investment. [in collaboration with Trade Marketing]
• Communicate regional sales and marketing initiatives to sales directors’ and business development teams to ensure sales activities coincide with marketing initiatives to increase ROI.
• Work closely with host agency management and regional directors to identify IC’s with best opportunity to grow A&K and Crystal sales and formulate plans with sales directors for both brands to increase our engagement with these IC’s locally.
• Conduct monthly or bi-monthly conference calls, as well as in-person meetings to review revenue performance, new opportunities and ROI of marketing initiatives with accounts on a regularly scheduled basis.
• Participate in budget process, meeting all revenue and overhead budget submission deadlines. [in collaboration with VP National Accounts]
• Track marketing invoices, partner payments and contract compliance.
• Manage participation needs for all host agency conferences, trade shows, regional meetings, including but not limited to staffing, logistics, events, materials, promotional items, setting up and tearing down trade show booths and displays.
• Represent A&K and Crystal at select trade shows, conferences and consumer events and manage the schedule for representation at assigned portfolio’s virtual and in-person events.
• Liaise with Marketing Departments to fulfill requests for creative assets, promotional flyers, trade show materials, and marketing pieces (both print and digital) on a timely basis.
• Create training programs, host webinars and participate in various online social media initiatives
• Submit monthly sales activity report including monthly revenue results for each account.
• Provide market feedback and collaborate with all departments within A&K and Crystal to ensure our brands are competitive within their market sector and meet the requirements of retail travel advisors and their clients.
• Accountability for maintenance of retail agency and travel advisor database, working collaboratively with both internal teams (Sales Directors, Inside Sales, DBFs and BDS) and external clients (host agencies) to identify new advisors and maintain timely data on existing advisors. Utilize this database for events, trade shows, educational study tours and sales activities to increase sales with home-based advisors.
• Ensure that all partner agencies are appropriately configured in OneIS database.
• Ensure both A&K and Crystal are presented in alignment with brand standards in all sales activities and marketing initiatives including but not limited to partner websites, social media accounts, internal profile pages and external consumer facing initiatives.
• Special projects or other related duties as required
  
  

Skills And Abilities

• Positive, energetic and professional demeanor.
• Excellent sales and customer service skills.
• Self-motivating and results oriented.
• Excellent relationship building skills.
• Excellent verbal, written and presentation skills.
• Strong collaboration skills.
• Strong follow up skills.
• Capable of working independently with minimal day to day direction.
• Capable of multi-tasking and working in a fast-paced environment.
• Proficiency with MS Office applications including Word, Outlook, Excel and PowerPoint.
  
  

Education And Experience

• Minimum 5 years of sales experience in travel, leisure, or hospitality industries required.
• Existing sales relationships with key North America host agencies and a demonstrated track record of sales success required.
• Strong account management skills with an emphasis on selling luxury travel, including group journeys, expedition cruise, tailor-made guided sightseeing and luxury cruises is preferred.
• Extensive international destination knowledge, including A&K destinations preferred.
• Experience analyzing reports and effectively communicating reported results and conclusions.
• Proven effective analytical capabilities.
• Bachelor’s degree or equivalent experience required.
  
  

Special Requirements

• Position to be based in either Crystal’s Miami office or A&K’s Downers Grove, IL office.
• Hybrid work is required with 4 days in office, 1 day work from home when not travelling.
• Up to 65% business travel expected annually [including possible international destinations].
• Valid Driver’s LicenseValid U.S. Passport
• Ability to lift up to 35 lbs.
  
  

Salary Range

• 140-150k; position is bonus eligible
  
  

Benefits

A&K offers a large portfolio of competitive benefits to all eligible, full-time employees. Some benefits are provided at no cost to the employee, such as group life insurance, short-term and long-term disability, and travel discounts. Other elective benefits include medical, dental, and vision insurance, supplemental life insurance, pre-tax healthcare and dependent FSAs, and a 401(k) plan with generous company match.

EEO Statement

Abercrombie & Kent is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.