Business Development ManagerScottsdale, AZAbout the RoleSpencer Corporate Travel North America is seeking a Business Development Manager to help build our next chapter of growth across North America by introducing companies to a more thoughtful, high-touch model of corporate travel management. This role is about more than selling travel services; it is about helping clients understand the value of having an experienced partner who can plan, manage, support, when the itinerary is easy, and especially when it is not.
The successful candidate will help position Spencer Corporate Travel North America as a trusted travel management partner for organizations whose travelers need thoughtful planning, responsive support, and experienced human guidance when travel becomes complex. From executive travel and leadership trips to multi-city itineraries, last-minute disruptions, supplier challenges, policy guidance, and traveler care, this role will help prospective clients understand the value of having a specialist travel partner on their side.
The Business Development Manager will work closely with LodgeLink's commercial team, marketing, operations, travel advisors, and client-facing teams to build a strong sales pipeline, develop new relationships, and convert targeted prospects into long-term clients.
The ideal candidate is a confident, curious, and commercially minded relationship builder who knows how to open doors, ask thoughtful questions, and connect business needs to practical travel solutions. They are energized by building something new, comfortable with ambiguity, and motivated by the opportunity to help shape the growth of Spencer Corporate Travel North America.This in-office role reporting to the GM, Spencer Corporate Travel, North America.
ResponsibilitiesNew Business Development- Identify, qualify, and pursue new corporate travel prospects across targeted industries, geographies, and client segments.
- Build and manage a disciplined sales pipeline focused on companies with executive, leadership, corporate, project-based, or complex travel needs.
- Conduct outreach through calls, email, networking, referrals, industry groups, events, LinkedIn, and partner introductions.
- Lead discovery conversations to understand each prospect's travel program, traveler profile, pain points, service expectations, current supplier model, travel policy needs, and decision-making process.
- Develop tailored value propositions that clearly communicate how Spencer Corporate Travel North America can improve traveler experience, reduce friction, strengthen duty of care, and support better travel-program visibility.
- Prepare and deliver polished presentations, proposals, sales materials, and business cases for prospective clients.
- Manage opportunities from initial contact through proposal, negotiation, close, onboarding handoff, and early-stage client success.
- Track all prospect, opportunity, activity, decision-maker, next-step, and forecast information in Salesforce.
Market Development and Commercial Strategy- Help define and grow Spencer Corporate Travel North America's presence in priority markets and client segments.
- Research industries, companies, networks, and commercial relationships where SCTNA's high-touch travel-management model can provide meaningful value.
- Partner with LodgeLink commercial teams where appropriate to identify corporate travel opportunities that complement existing client relationships without distracting from LodgeLink's core workforce travel focus.
- Monitor market conditions, competitor positioning, client buying behaviors, and corporate travel trends.
- Provide regular feedback to leadership on pipeline movement, prospect objections, pricing considerations, service expectations, and emerging opportunities.
- Support go-to-market planning, campaign development, event participation, and sales enablement activities, including product demonstrations.
Consultative Selling and Solution Design- Take a consultative approach to selling by understanding the operational reality behind each client's travel needs.
- Translate prospect pain points into practical solutions involving advisor support, policy guidance, traveler care, reporting, supplier coordination, escalation management, and duty-of-care considerations.
- Collaborate with operations and travel advisor teams to ensure proposed solutions are realistic, serviceable, and aligned with SCTNA's service standards.
- Work with internal teams to shape client-specific onboarding plans, service models, communication protocols, reporting expectations, and escalation paths.
- Ensure each new client is set up for a strong first impression and a smooth transition from sales to service delivery.
- Travel to client sites and industry events as needed to deepen relationships and close opportunities.
Relationship Management and Account Growth- Build trusted relationships with client decision-makers, travel arrangers, executive assistants, finance contacts, HR contacts, operations leaders, and other stakeholders involved in corporate travel.
- Maintain strong post-sale engagement during the early client lifecycle to ensure expectations are met and opportunities for improvement are captured.
- Identify growth opportunities within newly acquired accounts, including additional traveler groups, departments, divisions, regions, or service needs.
- Partner with Account Management, and Travel Operations to support client retention, satisfaction, and long-term growth.
- Conduct periodic business reviews with clients as appropriate, focused on service performance, traveler feedback, savings opportunities, policy alignment, and future needs.
Brand Visibility and Industry Engagement- Represent Spencer Corporate Travel North America professionally at industry events, networking functions, conferences, trade associations, and client meetings.
- Build market awareness of SCTNA as a high-touch corporate travel management partner.
- Support marketing and communications efforts by sharing prospect insights, client themes, competitive intelligence, and success stories.
- Develop and maintain strong professional relationships with relevant partners, suppliers, associations, and referral sources.
Qualifications- 3+ years of B2B sales, business development, account executive, account management, or corporate travel sales experience.
- Proven success identifying, pursuing, and closing new business opportunities.
- Experience selling services, solutions, programs, or consultative offerings to business decision-makers.
- Strong relationship-building skills with the ability to earn trust quickly and maintain long-term professional relationships.
- Excellent discovery, listening, presentation, negotiation, and written communication skills.
- Ability to clearly articulate a value proposition and tailor messaging to different audiences.
- Demonstrated success selling within SMB's.
- Strong commercial judgment and comfort working with revenue targets, pipeline management, sales forecasting, and opportunity prioritization.
- Experience using Salesforce or another CRM to manage activities, opportunities, contacts, and forecasts.
- Comfortable working in a growing business environment where structure is developing and the role may evolve as the company scales.
- Willingness to travel for client meetings, industry events, conferences, and internal team meetings as needed.
Preferred Experience- Experience in corporate travel, travel management, TMC sales, travel agency sales, hospitality, workforce travel or professional services.
- Existing relationships within corporate travel, executive travel, travel procurement, HR, finance, operations, or administrative leadership communities.
- Familiarity with corporate travel programs, travel policy, traveler profiles, duty of care, supplier relationships, online booking tools, GDS environments, reporting, and service-level expectations.
- Experience selling to companies with complex travel needs, distributed teams, remote operations, project-based workforces, executive travelers, or high-service expectations.
- Understanding of industries commonly served by LodgeLink and Spencer, including energy, construction, infrastructure, telecom, mining, transportation, emergency response, industrial services, and related sectors.
- Experience building a territory, launching a new market, or helping grow an emerging business unit.
Total Rewards | Caring for our team is a priority, and we're pleased to provide these benefits:
- Building a diverse and inclusive team, supporting career growth and development.
- Competitive compensation package, including short and long-term incentives.
- Share Appreciation Rights program for salaried employees.
- Paid vacation days and sick days.
- An employee charitable donation program.
- Hotel and travel discounts.
- Comprehensive options for benefits, with cost-sharing between the company and the employee. 401K Matching program.
Company: LodgeLink
#INHP
