FCM - Director of Enterprise Sales - Chicago, IL

FCM – Director of Enterprise Sales – Chicago, IL

Job no: 529195-E
Brand: FCM
Work type: Full time
Location: Illinois
Categories: Sales and Customer Service

Director of Enterprise Sales

Ranked as one of the world’s top five travel management companies, FCM has a business network in over 97 countries and global headquarters in Brisbane, Australia and regional headquarters in New York, Mexico, London, Dubai, Cape Town and Singapore. Backed by the global strength of Flight Centre Travel Group (FCTG), FCM combines local and global expertise with cutting edge technology. We value agility, energy, determination, and initiative – that’s why we’re the alternative to legacy TMCs.

Established in June 2004, FCM has been named multiple times as the ‘World’s Best Travel Management Company’, three-time winner of Newsweek’s ‘America’s Best Customer Service’ award, accredited by Best Workplaces as a ‘Great Place to Work’.

We take great pride in our unique culture, results are recognized and rewarded, we support each employee’s learning and career path.

To learn more about FCM please click HERE

As Director of Enterprise Sales, you will manage a portfolio of multinational global prospects, defined by the complexity and scope of their business travel programs and alignment with FCM’s large market growth strategy and challenger mindset.

This is a senior role within the established US Enterprise Sales team and an exciting opportunity to help shape and deliver on a strategy that focuses on customer success by driving the use of FCM’s proprietary technology, and global expertise in the complex world of travel management.

The ideal candidate will have a proven track record in converting high value multinational accounts with strong consultative sales experience. The candidate will also have a mature understanding of segment‑specific challenges, strong relationships at Enterprise stakeholder level and influential presence within the travel industry and/or technology community. This role requires experience, personality, tenacity, and an individual who enjoys a high‑energy environment and is adaptable to the evolving needs associated with changes in the travel industry.

The candidate will be a self‑starter who is prepared to lead complex and high‑profile prospects through the sales cycle, cross‑functional.

• Lead and project manage complex sales cycle for Enterprise prospects, maintaining robust long‑term pipeline, active sales funnel and documenting accurate CRM records.
• Generate and qualify suitable Enterprise prospects across portfolio of industry sectors, building multi‑level relationships over 2‑5 year sales cycles.
• Well networked and strong communication skills. Ability to develop and cultivate multi‑level business relationships with senior stakeholders and key decision makers across organizations and global markets.
• Detailed capture planning and creative approach to account acquisition strategy based on understanding of client business, travel program strategy and objectives.
• Articulate FCM differentiators and create compelling value propositions to key stakeholders and C‑suite decision makers including customized solutions, service configuration and appropriate technology products.
• Partner and collaborate with regional sales counterparts and cross‑functions to formulate joint strategies to effectively communicate and win at global scale.
• Participate in sales and marketing initiatives, represent the FCM brand at major industry events, conferences and trade shows.
• Results driven, motivated to achieve and exceed results against set objectives and revenue targets. Achieve individual financial targets and KPI’s, active contribution to Enterprise team goals and FCM’s growth strategy and wider business plan.
• Manage multinational contract negotiations and seamless handover to onboarding, operational and business success teams.
• Represent FCM at major industry events, conferences and trade shows.

• 10 years professional B2B global sales, including a minimum of 2 years related to acquiring enterprise size multinational customers.
• An existing book of relevant contacts at flagship…