Sales Manager
Mike Burton - Destination Sport Group
This is a hybrid role based in our Gloucester office; you must live within a commutable distance.
As part of Destination Sport Group (“DSG”), Mike Burton creates and delivers major brand, customer, and revenue-focused ticketing and travel programmes worldwide, working in direct partnership with organizations including the British & Irish Lions and England Rugby. https://mikeburton.com/
Reporting to the Director of Commercial for the Mike Burton Group, the Sales Manager oversees the daily operations of a small sales team, develops sales plans, motivates the team, and trains & mentors new and existing team members. The Sales Manager coordinates sales operations and implements techniques to ensure the business meets and exceeds its sales targets.
In this dynamic, sales-driven role, your typical responsibilities will include:
* Identifying sales prospects, developing customer interest, preparing quotes, managing pre-sale processes, and collaborating with the Tours operations team to close sales.
* Driving profit growth with existing and new clients.
* Ensuring internal stakeholders can deliver on promises at the right price and quality.
* Growing your sales pipeline, pitching, and presenting to secure new business, and managing the Sales Coordinators' pipeline.
* Regularly reviewing your sales funnel to maintain prospects for conversion throughout the year.
* Implementing business development plans to attract new clients.
Strategic Direction and Management
* Building and maintaining relationships with schools, clubs, groups, colleges, and universities.
* Collaborating with Marketing and Insight teams to develop data-driven, digital, and traditional sales strategies.
* Fostering a positive culture within the sales and wider Tours teams.
Sales Team Development
* Managing daily sales team operations.
* Setting and exceeding sales targets.
* Creating strategies to expand customer bases of joint ventures.
* Motivating the team through encouragement, recognition, and targeted bonus programs; addressing underperformance when necessary.
* Training, mentoring, and recruiting sales personnel.
* Monitoring team performance and taking corrective actions when needed.
* Building relationships with customers, prospects, suppliers, and key stakeholders outside the immediate team.
* Continuously improving sales processes and implementing best practices.
Group-Wide Development
* Collaborating with product, travel, accommodation, and customer service departments to develop market-leading, customer-focused itineraries.
* Monitoring sales and pipeline metrics regularly.
* Working closely with tours, product, insight, marketing, and customer service teams to incorporate customer feedback and improve offerings.
* Possessing a keen interest in the school travel market and regulations to deliver exceptional experiences.
Ideal Candidate Profile:
* Extensive sales experience, preferably within the sport travel industry.
* Passion and knowledge of sport, especially rugby.
* Interest in industry updates to identify new opportunities.
* Confidence in managing sales pipelines.
* Previous line management experience.
* Innovative mindset to develop impactful sales strategies.
* Knowledge of key destinations like Europe, South Africa, North America, Australia, New Zealand, and the Caribbean.
* Outstanding interpersonal skills for internal and external stakeholder communication.
* Proficiency in Microsoft Office, especially Excel and PowerPoint, and CRM systems.
* Strong organizational skills to meet deadlines and manage multiple projects.
* Ability to work under pressure and prioritize effectively.
If you're ready for your next challenge, we'd love to hear from you!
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