Role OverviewThe Business Development Manager reports into the Senior Manager, Sales and provides territory sales leadership for travel agency partner growth and business development across Armstrong Collective's USCA sales market.
The role is accountable for growing revenue, expanding market penetration, and strengthening travel agency partnerships across an assigned territory. Through execution of key account strategies, identification of new business opportunities, and disciplined sales planning, the role translates priorities into measurable results while building strong partner alignment and maintaining a collaborative, customer-focused approach.
The preferred location for the role will be Austin, Houston, Dallas, or San Antonio, Texas.Key ResponsibilitiesTerritory Growth & Account Development- Execute territory activities that support key retail account strategies and contribute to revenue, booking, and market share growth.
- Strengthen existing travel agency partnerships to expand both FIT and Groups business within assigned accounts.
- Identify, pursue, and convert new business opportunities that increase Rocky Mountaineer's presence within the travel trade channel.
- Develop and implement territory-specific growth plans aligned with broader sales objectives and market opportunities.
- Create targeted sales campaigns that drive partner engagement, bookings, and long-term account value.
Sales Strategy & Market Performance- Support achievement of territory KPI targets through proactive account management and business development activities.
- Increase market penetration within retail accounts by identifying gaps, opportunities, and competitive displacement strategies.
- Evaluate market conditions, industry trends, competitive activity, and economic factors to inform territory decisions.
- Develop business plans, sales strategies, budgets, and supporting business cases for targeted trade partners.
- Apply market insights to implement practical solutions that improve partner performance and sales outcomes.
Partner Engagement & Industry Presence- Represent Rocky Mountaineer at trade shows, conferences, marketplaces, familiarization tours, training programs, and industry events to increase product awareness and generate sales.
- Deliver presentations, training sessions, proposals, and sales materials that help partners effectively position and sell Rocky Mountaineer experiences.
- Build and maintain long-term client relationships that keep Rocky Mountaineer top of mind within partner sales and marketing efforts.
- Tailor communication approaches to the needs of different audiences, strengthening influence and commercial effectiveness.
- Promote awareness of Rocky Mountaineer rail routes in Canada and the USA through consistent partner engagement.
Forecasting, Insights & Sales Operations- Produce accurate and timely revenue forecasts, business outlooks, and territory performance assessments.
- Monitor business trends and sales activity to identify risks, opportunities, and emerging market developments.
- Analyze competitor activity and sources of competitive advantage to inform sales priorities and account strategies.
- Maintain accurate records of sales activities, account interactions, and pipeline progress within Salesforce.
- Ensure information generated through sales activities is processed accurately and supports effective business decision-making.
Collaboration & Brand Stewardship- Partner with Sales and Package Groups teams to share best practices and drive growth across FIT and Groups business channels.
- Provide feedback on programs, strategies, and marketing and sales initiatives to support continuous business improvement.
- Build productive working relationships with colleagues, customers, suppliers, and industry partners.
- Maintain current knowledge of company products, policies, procedures, and brand standards.
- Ensure all communications and materials consistently reflect Rocky Mountaineer's brand positioning and values.
What You Bring- Ability to build trusted business relationships that create long-term commercial value.
- Strong influencing, negotiation, and partnership development skills.
- Effective presentation and facilitation skills in both in-person and virtual environments.
- Sound business judgment with the ability to balance customer needs and commercial objectives.
- Strong analytical and critical thinking capabilities that support opportunity identification and decision-making.
- Ability to adapt communication styles for a variety of internal and external audiences.
- Resourcefulness, initiative, and a results-oriented approach to achieving objectives.
- Commitment to collaboration, professionalism, integrity, and accountability.
Experience & QualificationsRequired- Post-secondary education and experience in the Travel/Tourism industry.
- Experience building business relationships through a combination of in-person, virtual, and telephone interactions.
- Excellent verbal and written communication skills.
- Valid driver's license and access to a reliable personal vehicle.
Preferred- Bachelor Degree.
- 5-10 years of travel industry sales experience.
- Knowledge of Salesforce, Concur, and PowerBI.
- Demonstrated ability to assess business potential and use analytics to uncover sales opportunities.
Work Environment- Ability to travel within the USA and Canada.
- Ability to work evenings and weekends.
- Up to 50% travel is required for this role.
- A valid driver's license and access to use of a reliable personal vehicle is required.
Compensation• The base salary offered for this role is $95,000 - $105,000 per annum and can vary based on job-related expertise, qualifications, experience and internal equity.
• Eligible for Armstrong Collective's Bonus Program
Eligible Benefits - Medical care
- Dental care
- Short term disability insurance
- Long term disability insurance
- Life and A.D.&D. insurance
- Flexible Spending Account (Healthcare Only)
- 401(K) Eligibility
- Two complimentary annual train tickets after first year of employment
