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Vice President of Sales, Travel Inventories

posted May 2, 2017

Active International
Pearl River, NY
At Active International, it’s about exceptional talent, personal growth and lots more...
587787 l

About This Job

Job overview

This position is responsible for: (i) marketing and selling Active’s travel inventories (“Travel Inventories”) to Active’s clients with a primary focus on Active’s media clients, to generate gross profits, to meet budget goals (sales must be compliant with Active’s term and conditions with travel providers);  (ii) prospecting, creating and maintaining strategic business relationships  with Active’s existing media and corporate clients, as well clients outside of Active’s client base, e.g. third party travel clubs and other opaque outlets,  to generate transient and groups/meetings business to use Active’s  Travel Inventories created by Active through its trading business; (iii)  creating and managing relationships with travel providers and travel vendors generating Travel Inventories and with whom Active has trading relationships, including providing quarterly reporting of bookings and activities, and managing the utilization and fulfillment of all travel inventories; (ii) account management, tracking account production and recommending/developing methods for maximizing revenue potential (i.e., expansion of business through vertical integration within the client’s scope of services); (iii) creating an annual budget based on sales of Travel Inventories, and (iv) managing a team of reservationists and meeting professionals to develop an annual strategy and goals to optimize bookings against Travel Inventories and maximize Trade Credit redemptions and gross profits.

What you will be doing

  • Prospect existing and  new corporate transient and group business (from within Active’s client base and without) with revenue generating potential.
  • Maintain and grow existing corporate transient and group business use of Travel Inventories.
  • Prospect and direct the prospecting for new wholesale distribution outlets for both transient and group business – Bulk Remarketing of Travel Inventories in compliance with Active’s agreements with travel suppliers.
  • Create and maintain distributions channels to expedite and promote sales of Active’s Travel Inventories to (i) media clients, (ii) corporate clients, and (iii) through ancillary channels such as Active’s employee, friends and family club, and other opaque channels.
  • Manage prospecting cycle to ensure results in sales. 
  • Work with Active’s internal Sales and Account Management teams and internal Media teams to identify, promote and sell to Active’s corporate and media clients Travel Inventory.
  • Manage all aspects of sales fulfillment to clients, including management of the meeting/group sales persons, planners and reservation center to maintain, promote and increase sales of Travel Inventory.
  • Create and manage Sales Presentations and Sales Decks; Active’s Travel Website, and promotional materials.  Conduct professional Sales Presentations.
  • Compile and maintain a database of existing clients and prospects for use in sales initiatives and forecasting.
  • Create and maintain relationships with our Hotel, Cruise Lines and other travel partners, vendors and providers that constitute our Travel Inventory to ensure that inventories are profitable and used timely, in accordance with contract terms.  Proactively address and resolve any potential non-compliance to contract terms.
  • Develop and/or maintain rapport with current key accounts on a regular and consistent basis via phone, email, site/in-person visits, etc.  Manage and assist staff in managing new and existing accounts. 
  • Initiate monthly off-property sales calls to key accounts.
  • Manage all department aspects of contract process, including overseeing the liaison with Active’s Legal department to finalize all contract, P&L and legal/finance established procedures in order to present a final agreement to client for signature.  Work closely with SVP of Operations to evaluate deal profitability and other P&L issues.
  • Manage the collection and preparation of data in order to provide reporting requested by client.  Recommend and implement process improvements, business partners, products and services as needed.  Manage the preparation of tracking production reports for all accounts as needed (monthly, quarterly, annually).  Generate budget and sales activity reports.
  • Create budget for Travel Inventory sales.
  • Provide recommendations for quarterly and/or annual business forecasting needs based on client activity and prospecting of new accounts.
  • Resolve customer problems, queries and complaints, and manage compliance by direct reports of Active Travel’s policies, including Customer Service criteria.  Implement best practices to avoid future problems.
  • Manage RFP process from clients pertaining to personal involvement as well as staff’s involvement in the process.
  • Attend industry events, as needed, and stay current/well-read on the industry through trade newspapers, magazines, and websites.
  • Create a plan for on-going outreach and marketing of Active’s Travel Inventories to Active’s clients and prospects.
Supervisory Responsibilities     
  • Manages two subordinate supervisors: (1) Manager of Reservations who manages two Reservation Specialists and; (2) Associate Director of Meetings and Events who manages an Assistant Meeting Planner. 
  • Is responsible for the overall direction, coordination, and evaluation of these employees. 


  • Four year Bachelor’s degree required or equivalent experience.
  • A minimum requirement of five years of related experience inclusive of three years of Corporate Hospitality Sales or Hospitality Revenue Management experience.  Pharma sales experience will be considered.
  • Proficiency in Microsoft Office, specifically Excel, Word and PowerPoint, required.
  • Affiliation with industry related organizations, preferred.
  • Ability to develop rapport with internal and external customers.
  • Well organized, detail-oriented.
  • Ability to think “out of the box” and link business strategies together.
  • Ability to thrive in a fast paced work environment while maintaining integrity.
  • Prior knowledge and experience of barter and corporate trading for travel industry, a plus.
  • Must be able to travel up to 40% of the time.



About This Employer

Active International

One Blue Hill Plaza

Pearl River, NY 10965

Telephone (845) 735-1700

Corporate Office

Active International is the global leader in corporate trade.

For more than 30 years, our trading model has helped hundreds of brands realize maximum value for their excess assets in exchange for a commitment to purchase a future planned operating expense through us.

Our 500+ business professionals are focused solely on trade and on delivering the best quality products, service, resources and solutions to help our clients achieve their business goals. While media is our most often purchased trading product, Active has the broadest range of categories in the industry to which our clients can apply trade value. At any given time, Active has thousands of contracts with partners across an array of categories that address our clients’ daily business operating needs – from media and social strategy/execution to retail marketing services, travel lodging and hospitality and freight/logistics.

Corporate trade has become an increasingly important tool in the client, agency and media marketplace. We see major brands becoming more interested in incorporating trade into their business strategies as they seek ways to avoid losses, generate savings, create funding and improve their balance sheets.

Annually, Active creates millions of dollars in cash savings for our clients by allowing them to apply the value they receive for their assets towards the purchase of valuable services. Isn’t it time to explore corporate trade?