Sales Program Business Development Manager

The general purpose of the Sales Program Business Development Manager is to drive new business growth by identifying and qualifying sales opportunities, engaging with prospective and existing customers, and executing high-volume outreach. The BDM is responsible for generating leads, nurturing customer relationships, and increasing enrollments systematically and programmatically. By focusing on outbound sales efforts, monitoring customer engagement, and collaborating with industry associations, the BDM plays a key role in expanding the company's customer base and ensuring its long-term growth through data-driven strategies and consistent outreach.

Minimum Education and/or Experience: 

• A bachelor's degree in marketing, aviation management, or a related field is preferred—at least five to three years of documented sales success.

Additional knowledge and skills:

• Possess a high degree of tact, persuasion, negotiation ability, and professional etiquette.
• Must be energetic, enthusiastic, and self-motivated.
• Must develop innovative sales strategies and continually drive sales growth.
• Must demonstrate excellent interpersonal, written, and oral communication skills.
• Strong organizational skills.
• Proficient in Microsoft applications.
• Some travel is required. 

An Equal Opportunity Employer, including Disability/Vets

Lead Generation & Prospecting

• Identify and qualify new business opportunities through outbound sales efforts, including cold calls, emails, and social media outreach.
• Maintain and update a pipeline of prospects, ensuring continuous follow-up to nurture relationships and convert leads into enrollments.
• Generate leads through networking, cold calling, aviation group engagement, and other means to meet sales targets.
• Assist in the development and ongoing management of the small and medium-sized operator business pipeline.

Customer Engagement & Outreach

• Contact customers rotationally to ensure ongoing engagement:
  • New customers: Ensure smooth onboarding, addressing initial questions and helping them navigate the program.
  • Growing customers: Express appreciation for their loyalty, encouraging further participation.
  • Declining customers: Reactivate relationships by identifying issues, offering solutions, and motivating them to re-engage.
• Perform high-volume outreach (calls, texts, and emails) to maintain proactive relationships with customers.
• Serve as the main point of contact for new and existing members, ensuring high levels of client satisfaction.

Customer Monitoring & Programmatic Operations

• Continuously monitor the customer base to track growth, decline, and engagement levels.
• Implement consistent, programmatic operations to manage customer outreach efficiently and maintain a high-quality experience.
• Use CRM tools to automate processes where possible, ensuring seamless communication and optimal results.
• Ensure all interactions are documented with detailed tracking for future reference and follow-up.
• Manage the BRAVO sales inbox, ensuring timely responses to customer inquiries.

Liaison with Associations

• Collaborate with industry associations to drive increased enrollments from their membership bases.
• Maintain ongoing communication with association partners, fostering relationships that encourage mutual growth and program participation.

Sales Strategy & Reporting

• Work closely with commercial and operational teams, including revenue management, area directors, and general managers, to analyze and implement sales strategies that accelerate revenue growth.
• Track, define, and report on trends and attitudes, adjusting sales strategies as needed to meet changing market conditions.
• Provide regular reports on customer engagement, outreach results, and lead conversions, ensuring progress transparency.
• Achieve or exceed all assigned sales goals.

Collaboration & Feedback

• Coordinate sales efforts with other team members to ensure smooth execution of strategies.
• Provide quality feedback to the marketing team to ensure compelling content and campaigns that build awareness and generate qualified leads.
• Ensure correct customer information is captured and updated in the CRM, including for fuel management platforms.

Data-Driven Strategy & Adjustments

• Analyze customer data to identify trends and opportunities for targeted outreach.
• Use insights from data to optimize engagement strategies, improve enrollment rates, and refine the sales funnel.
• Ensure proactive and corrective actions are taken to guarantee the achievement of sales objectives.

Additional Responsibilities

• Manage other related activities as assigned to ensure overall success in business development efforts.