BCD Travel Director, Client Retention - Corporate Travel in Chicago, Illinois
Director, Client Retention -Corporate Travel
This is a virtual position that can be filled anywhere in the United States
This key role is responsible for identifying and working towards retaining large-market or multi-national corporate travel accounts in collaboration with, and via consultation to, the existing BCD Travel account owner both in non-competitive (renewal) and competitive (client procurement RFP) environments.
Essential Duties and Responsibilities:
Key Financial Targets *Maintain and increase revenues through client retention and expansion of current customer programs, respectively. *Help drive program margins and profitability: *Identify opportunities to operate and support the client's program more efficiently. *Identify opportunities to improve service and client program savings. *Look for opportunities for deeper program engagement to assist with cross-selling or up-selling products and services beyond standard travel program support.
Information Gathering & Discovery *Using multiple BCD platforms such as DecisionSource, BCD's CRM, financial sources, etc.--and through collaboration with multiple functional areas within BCD--work to assemble and maintain a comprehensive view into a client's program.
Analysis *Cleanse, standardize, analyze and interpret large volumes of data from varying sources *Gain a deep understanding of how data are generated and quality controlled *Look for opportunities to leverage existing data and information to uncover emergent data and trends to improve client retention.
Sales and New Business Development *Look for opportunities for clients to consolidate and expand their travel program with BCD where this makes business sense for the client. *Work and communicate with Global, Regional and Local Sales owners to create client retention and expansion plans. *Work with account management teams and the client to mitigate a client taking their program to market for bid. *Keep up to date on BCD's products and services to persuasively and effectively communicate BCD's value proposition to drive retention in either competitive or non-competitive retention efforts. *In a competitive bid environment with a client, work to lead the sales process. *Use and follow sales processes as outlined by sales leadership.
Negotiations *Help negotiate client contract renewal terms in coordination with global relationship owners. *Ensure contract terms support BCD financial projections used to determine contract pricing. *Ensure contract terms protect BCD operating margins, mitigate scope creep, and minimize program risk. *Ensures all approved processes and resources are engaged in the contracting process. *Ensures client negotiations are consistent with the BCD commercial policies. *Coordinate client pricing with pricing team.
Communication & Sales Collateral Presentation *Communicate program findings and recommendations to the account management, commercial, and executive teams. *Generate both written and PowerPoint documents for both internal communications and external presentation to the client and/or for BCD internally. *Documents must effectively and concisely communicate BCD's value proposition, recommendations for the program, and a roadmap for the program. *Communications must be persuasive and PowerPoint communications may be delivered in person or via conference call with the client and/or BCD executive staff *Documents must align with company branding and image guidelines *Lead and project manage responses to client RFIs and RFPs for clients in your portfolio. *Market retention team initiatives internally.
Miscellaneous Duties *Organize, prepare and/or participate in customer/industry events and seminars as appropriate *Develop and maintain strategic supplier relationships *Stay abreast of competitor activity, industry trends and product developments *Supports Company and Regional initiatives
Qualifications Essential: *5+ years business travel industry experience as a Corporate Travel Manager, Corporate Travel Account Manager or in a Corporate Travel Sales or Consulting role *Effective oral, written, and presentation communication skills *Intermediate- to advanced-user of MS Excel *Intermediate- to advanced-user of MS PowerPoint *Computer literate in business software applications *Thorough knowledge of business travel management and supplier landscape *Knowledge of travel industry technology *Ability and willingness to travel domestically and internationally *Must be an inquisitive problem solver motivated by uncovering problems and implementing solutions
Preferred: *8+ years business travel industry experience *Business consulting experience *Public speaking and/or sales experience
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled