Business Development Manager
FCM Meetings and Events was born out of the evolution of the Flight Centre Travel Group (FCTG) family of brands. As one of the world’s largest travel agencies, Flight Centre’s footprint spans across 95+ countries and encompasses over 30 brands of corporate and leisure services. We’ve been in the event game since 1986, connecting people across the globe and bringing their visions to life.
We pride ourselves in being able to offer a level of flexibility and customization that is not common amongst our competitors. Our people are out of the box thinkers and problem solvers, helping create memories that will leave a lasting impact.
Our services include: Event Management (Live, Virtual & Hybrid Events), Event Travel, Event Technology, Venue Sourcing & Managed Meetings.
To learn more about FCM Meetings & Events please click HERE
About The Opportunity
To drive strategic business development from small to large enterprise client prospects and increase new business sales using multiple meetings and events service offerings. The role reports weekly to the Director of Sales on the status of the workflow across multiple accounts, monthly and annual sales targets and overall competency, growth, development and Brightness of Future. Travel can be expected as see fit for client meetings and tradeshow needs, and may vary depending on the portfolio of prospective clients.
Key Attributes:
Problem Solving
- Demonstrate constructive conflict resolution skills to ensure a positive outcome for all involved.
- Maintain objectivity and can see the big picture rather than reacting emotionally to the problem.
- Ability to see outside the square when overcoming problems.
- Remain calm under unique pressures.
- Know how to use available resources to solve problems.
Analytical
- Displays analytical skills.
- Think through all potential scenarios that could impact the integrity of the overall event program being managed by FCM Meetings & Events.
- Probe for further information or greater understanding of a problem.
- Use data effectively to improve your programs, including looking at lists and summaries, looking for patterns, analyzing results, and making presentations to others.
Collaborative
- Build partnerships and work collaboratively with others to meet shared objectives.
- Ability to build consensus and bring together cross-functional teams in a fast-paced collaborative environment.
- Ability to work efficiently and collaboratively with others, responsive and accountable to deadlines, adapts well to changing needs
Time Management/Multi-Tasking
- Service multiple clients concurrently, often meeting deadlines
- Sets goals/deadlines on a daily basis and works to exceed them.
- To be hard working, time efficient, show initiative and diligence.
- Ability to work in multiple tasks at the same time, completing within required time frame and quality standards.
- Calm and positive attitude during busy and sometimes stressful activities
Prospecting New Clients and Sales Opportunities
- Strong ability to manage a healthy pipeline of new business opportunities that fit within the FCM Meetings and Events service offering and expertise.
- Identify new business verticals that will drive the overall growth & health of the industry and FCM Meeting & Events
Strategic Thinking
- Have an intentional and rational thought process that focuses on the analysis of critical factors and variables that will influence the long-term success of a business, a team, or an individual.
Key Competencies:
Communication:
- Communicate effectively.
- Develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences - stakeholders, clients, team members.
- Gain the confidence and trust of others through honesty, integrity, and authenticity.
- Able to communicate effectively with all audiences using written, graphic and verbal expression.
- Sets clear expectations and consequences.
Presentation Skills
- Prepare and conduct new business presentations (typically 5-10 per week).
- Present new services, team members and strategy for accounts event programs.
- Delivering effective and engaging presentations to a variety of audiences both in person and virtual to small and large groups.
- Consideration of the content, structure and format of your presentation, the design of your slides, the tone of your voice and the body language you convey.
Project Management
- Manage projects within client relationships, working to carry out client goals while meeting company goals.
- Coordinate with event operations team working on the same account to ensure consistent service.
- Inspire, guide, and empower the team to complete tasks efficiently and surpass client expectations.
Reporting
- Forecasts and tracks client account metrics. Identify patterns, ability to review data and make strategic recommendations.
- Create cross event reports including event details, annual spend and savings.
- Be able to prepare and provide client with event specific reporting needs in conjunction with the Event Lead.
Record Keeping/Administrative
- To contribute to the development and maintenance of office systems and processes associated with accounts.
- Ensure sales systems and processes are carefully monitored and effectively maintained. e.g. Salesforce one best way.
- To ensure that all client account information is up to date so that a thorough knowledge and understanding of the account can be made by simply reading the client file.
- Follow client invoice / PO process and make sure all financial processes are closed out per event and quarterly.
Team Work
- Able to collaborate with sales and event operations teams to ensure all skills are harnessed for the most effective outcome.
- Share information with fellow FCTG Account Managers and M&E Team Leaders to ensure a united, consistent and professional approach to client account management.
- Prepared to empower others ensuring they are armed with the necessary tools for success.
- Collaborate with sales team to identify and grow opportunities.
- To be an active contributing member at meetings with Team Leaders and BDMs to keep them abreast of client accounts and any information which is likely to impact FCM Meetings & Events. e.g workflow, pricing changes.
Retention and Contracting
- Ensure client's retention with FCM Meetings & Events by exceeding client expectations in every interaction with the client.
- Prepare/ resign MSA documents for the legal teams.
- Maintain the Account Management Strategy to retain key clients & reach business goals for new from incumbent wins.
- Collaborate with operational teams and Business Leaders to identify opportunities and risks across accounts
Customer Relationship Management
Customer Relationship Development and Management
- Operates as the point of contact for newly acquired customers.
- Develop and maintain multi-level relationships in all prospective client organizations.
- Develops and maintains long-term relationships with accounts.
- Provide outstanding professional service by exceeding all client/delegates expectations.
- Have a friendly, professional, positive attitude when engaging with clients.
- Responds positively and promptly to all client complaints and ensures resolution to the client’s satisfaction.
- Leverage the customer’s happiness through such things as referrals, reviews, and testimonials.
Networking
- Strong interpersonal skills Able to develop relationships, trust & credibility with key suppliers and business leaders both internal and external to FCTG.
- Maintain membership in industry groups eg. MPI, Site ect.
Internal/External Sales
Growth
- Identifies new business opportunities for growth and cross-selling within incumbent clients both within M&E services and across other FCTG brands.
- Ability to articulate and effectively present services to a customer.
- Drive client compliance and growth with directly procured products and services from FCM Meetings & Events; event management, event travel, venue sourcing, strategic meetings management & event technology.
- Understand trends in the market and able to identify potential opportunities.
- Undertake sufficient activity to result in high conversion rates.
Event Proposals and Budget Development
- To accurately build the event budget from creation to point of sign off.
- Prepare Statement of Works per event and follow through to point of sign off.
- Provide thorough handover with event operations team ensure the client has a seamless transition and FCM Meetings & Events team members have enough information to plan successfully.
Additional Details:
- Bachelor’s Degree in marketing, communications, hospitality, business or related field preferred or an equivalent.
- A minimum of 2 years demonstrated event, conference and incentive management experience exceeding sales.
- Proficient in sales software (CRM): Salesforce or similar
- Travel can be expected as see fit for client meetings and tradeshow needs, and may vary depending on the portfolio of prospective clients.
- This is a full-time position and the typical work days and hours of work are Monday through Friday, 9 a.m. to 5:30 p.m.
Work Perks! - What’s in it for you:
FCTG is renowned internationally for having amazing perks and an even better culture. We understand that our people are our most valuable asset. It is the passion and dedication of our teams that keep the company on top of the industry ladder. It’s also why we offer some great employee benefits and perks outside of the norm.
- Have fun: At the heart of everything we do at Flight Centre is a desire to have fun.
- Reward & Recognition: Celebrate the success of yourself and others at our regular Buzz Nights and at the annual Global Gathering - You'll have to experience it to believe it!
- Use your smarts: Our people use their quick thinking, expertise, and tenacity to always figure things out.
- Love for travel: We were founded by people who wanted to travel and want others to do the same. That passion is something you can’t miss in our people or service.
- Personal connections: We are a big business founded on personal relationships.
- Diversity, Equity & Inclusion: Commitment to diversity, equity, and inclusion through initiatives like Diversity Day (paid leave to observe a holiday or cultural celebration of your choice) Employee Resource Groups (Racial Equity, Gender Equity, LGBTQ2IA+, Accessibility, Environmental Justice), DEI education initiatives, and equitable practices, including regular equity assessments and inclusive recruitment protocols.
- A career, not a job: We offer genuine opportunities for people to grow and evolve
- We back our people all the way: We are strongly committed to supporting every single employee in their professional and personal development.
- Giving Back: Our Corporate Social Responsibility program supports nominated charities through volunteering and fundraising, complemented by our Office Environmental Program, LEED® Gold-certified office spaces, and 1 paid Volunteer Day per calendar year.
Benefits Include:
- Paid Time Off: A comprehensive time off package, including up to 15 vacation days (prorated upon hire and increasing to 25 days after 2 years of employment), 5 sick days, 3 personal days, 1 Diversity Day, 1 Volunteer Day, and 8 recognized holidays annually.
- Travel perks/discounts
- Health & Wellness Programs and Employee Financial Wellness Services
- National/International Award Nights and Conferences
- Health benefits including, medical, dental, vision, gender affirming care, and fertility care
- Insurance including hospital indemnity, AD&D, critical illness, long-term and short-term disability
- Flexible Spending Accounts
- Employee Assistance Program
- 401k program with partial match
- Tuition Reimbursement Program
- Employee Share Plan – Ability to purchase company stock on Australian Stock Exchange with partial company match, subject to terms and conditions
- Global career opportunities in a network of brands and businesses
*Vacation, Personal, and Sick time accrual rates will vary based on full-time or part-time employee status. Recognized Holidays are either paid time off or, if required to work due to job requirements, holiday pay rate, and may vary depending on state.
#LI-KB1#MTEV#LI-Onsite
Location – New York, NY
If this sounds like the opportunity you have been waiting for then APPLY NOW.
For this position, we anticipate offering an annual salary of $75,000 plus commission/incentive earnings based on achievable targets. The salary is dependent on relevant factors, including experience, geographic location, and job requirements.
We thank all candidates for their interest; however, only those selected to continue in the process will be contacted.
Our number one philosophy? Our people. Flight Centre Travel Group USA’s promise is to provide an environment with equality of respect, dignity and opportunity for all our employees. We value an inclusive and supportive workplace which truly reflects the diversity of our society.
We are an affirmative action and equal opportunity employer committed to providing a barrier-free pathway throughout our recruitment process. We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at careers@us.flightcentre.com
🏆 Travel Weekly Magellan Awards: Silver Winner for Accessibility and Inclusivity (2023)
🌟 GBTA WINiT: DEI Leadership Pinnacle Award (2023)
✈️ CHHR: 5-Star DE&I Employer (2023, 2024)
🌍 Seramount, FCTG Mexico : Member of the Global Inclusion Index (2023, 2024)
🏅 Newsweek: America’s Greatest Workplaces for Diversity (2024)
