Careers at Phocuswright

Business Development Director

We're seeking an experienced and driven business development director to develop strategic sales programs for Phocuswright, the travel industry research authority on how travelers, suppliers and intermediaries connect.

This role will focus heavily on sales for events sponsorships but will integrate opportunities for research and digital media products. A successful business development director will leverage technology and work with the global sales team to share leads, information and best sales practices to meet or exceed sales revenue, expand our customer base.

This is primarily an inside sales role, although it will involve visiting clients as needed. Candidates from anywhere in the United States are welcome to apply. This role may be home-based or may be based in one of our offices throughout the country. Occasional travel to conferences is required.

Responsibilities »
Required Knowledge, Skills and Abilities »


  • Manage the full sales life-cycle for clients, including prospecting, lead qualifying, solution selling, proposal development and account conversion
  • Strong business acumen and professionalism, excellent customer focus, attention to detail and outstanding communication skills in all forms
  • Leverage opportunities to create integrated packages and strategies for developing on our existing business and driving new growth to achieve the company’s sales goals
  • Keep highly organized and updated records on client progress in Salesforce for global team visibility
  • Contribute to a culture of success and ongoing business and goal achievement
  • Travel for in-person meetings with customers and partners and to develop key relationships
  • Manage key customer relationships and participate in closing strategic opportunities as needed
  • Provide detailed and accurate sales forecasting
  • Manage customer expectations and contribute to a high level of customer satisfaction
  • Leverage infrastructure and established systems to generate leads, drive new business growth and accurately track sales
  • Compile information and data related to customer and prospect interactions
  • Monitor customer, market and competitor activity
  • Work closely with the marketing function to establish successful support, channel and partner programs
  • Maintain and utilize CRM database (Salesforce) for all client contact and scheduling

Required Knowledge, Skills and Abilities

Demonstrated high level of skills and knowledge are necessary in the following areas:

  • 5+ years of sales in the travel industry and/or technology/emerging trends
  • Managing a budget and a quota
  • Collaborating with teams
  • Self-starter
  • Organization and project management
  • Strong interpersonal skills
  • Execute and deliver results against tight deadline
  • Strong computer skills required:
    • Required: Microsoft Office Products, Salesforce, LinkedIn
    • Preferred: Sales Prospecting Tools (Owler, Hunter, Clearbit)

We offer a competitive compensation package, strong benefits and a dynamic and exciting culture. Check out what our employees have to say:

Phocuswright/Northstar Travel Group is an equal opportunity employer.