Director, Sales Operations and Business Development

WHO WE ARE

Lindblad Expeditions is a true pioneer in Expedition Travel. From taking the first citizen explorers to Antarctica in 1966, opening the Galapagos and Easter Island to tourism in 1967, leading the first tourist expedition through the Northwest Passage in 1984, and launching our innovative partnership with National Geographic in 2004, we're now taking almost 30,000 guests a year to some of the world’s most remote and pristine locations on our fleet of 19 ships, and are committed to ensuring our guests experience the “Exhilaration of Discovery”.

Role Essentials

We are seeking a dynamic Director of Sales Operations and Business Development to support our sales efforts and help drive growth through effective strategy and execution. This role will be pivotal in shaping our market approach, expanding our client base, and optimizing revenue generation across various channels.

Embedded within our Sales & Travel Industry Marketing team and reporting to the SVP of Sales and Revenue, the ideal candidate will combine strategic vision with hands-on sales operations leadership to achieve ambitious targets and foster a high-performance sales culture. This role will allow an experienced, organized leader to collaborate with cross-functional teams across the company and with our Disney/National Geographic Expeditions (“NGE”) partners to define leads and key priorities, using those to drive program development, new itineraries, and technology-focused projects that result in lead acquisition.

Joining our team in this role will allow you to manage the Sales and Trade Marketing Annual Operating Plan and monthly forecasts, drive data-based reporting across teams and programs, and prepare clear executive-level presentations to keep leadership apprised of our status, plans, and accomplishments.

If you are a strategic thinker with a passion for sales support and business development, and you're looking for a role where you can make substantial impact, shape an organization's sales strategy, and drive business development initiatives that contribute to our success in this highly competitive marketplace, we invite you to apply and help us achieve our ambitious goals.

Primary Responsibilities

• Sales Support Team Leadership: Direct and motivate a team of sales operations support professionals, providing clear goals, guidance, and leadership to ensure individual and collective success. Foster a collaborative and results-driven environment.
• Sales Planning and Execution: Translate sales strategies into actionable support operations plans, outlining resource allocation, and sales tactics. Monitor performance metrics and support sales strategies as needed to optimize outcomes.
• Sales Process Optimization: Leverage Salesforce CRM and work in partnership with Lindblad’s technology team to develop sales and trade marketing reporting, KPIs, and scorecards to assess marketing performance and sales goals. Implement Salesforce across the team, driving training and ensuring effective adoption.
• Partner Relationship Management: Partner with Disney/ National Geographic Expeditions (“NGE”) to support the relationship with Lindblad Expeditions Travel Industry Sales and Marketing. Support the Lindblad Sales team in setting up new Sales accounts and servicing new Disney/NGE accounts and guide them in managing promotions and benefits with Disney / NGE affinity groups.
• Market Analysis and Insights: Conduct thorough market analysis, monitor industry trends, and gather competitive intelligence to identify opportunities for growth and differentiation. Utilize data-driven insights to inform strategic decision-making.
• Business Development: Identify and support new business opportunities, partnerships, and markets to expand our client base and enhance revenue streams. Build strategic relationships with key stakeholders and decision-makers.
• Performance Management Reporting: Establish reporting systems to track progress against sales targets, performance metrics, and KPIs.
• Cross-functional Collaboration: Collaborate closely with marketing, product development, and other departments to align sales strategies with overall business objectives. Drive synergy across functions to maximize customer acquisition and retention.
• International Sales Strategy Support: Support comprehensive sales strategies, as developed in partnership with the SVP of Sales and Revenue and VP of International Sales, that align with Lindblad’s revenue targets in selected markets. Support the Vice President of National and Strategic Accounts in continuously refining strategies based on market trends, customer insights, and competitive dynamics in each potential market, recommend cadence and timing for operations, create a business plan, and lead the project to distribute and assess RFPs (Request for Proposals) for local market representation. Support contract negotiations and the team’s marketing and public relations support and go-to-market strategy.

Minimum Qualifications

• Proven experience (10+ years) in a senior sales management or business development role, ideally within the hospitality sector.
• Experience developing and leveraging Salesforce or other streamlined CRM-based system to boost productivity and efficiency, developing reports, dashboards, forecasting tools and revenue management software to segment our customers and channels, and map specific actions to our sales process.
• Analytical mindset with proficiency in sales analytics and Salesforce (preferred) or CRM tools to drive data-driven decision-making.
• Demonstrated success in developing and implementing sales strategies that have consistently met or exceeded revenue targets.
• Strong leadership abilities with a track record of building and managing high-performing support sales teams.
• Excellent business acumen and strategic thinking skills, with the ability to translate market trends and customer needs into actionable plans.
• Effective communicator and influencer, capable of presenting ideas clearly and persuasively at all levels of the organization.
• Highly adept in the use of Microsoft Office products including Excel, Word, PowerPoint, SharePoint, Outlook, and Teams
• Bachelor’s degree in business administration, sales, marketing, or a related field, or equivalent industry experience.
• Ability to travel 20%-30%
• Ability to work in the Orlando-area office (onsite) 2-3 days p/week

Preferred Qualifications

• MBA or Master’s Degree in finance or related field
• Knowledge of Seaware
• Travel Industry experience
• International business experience

OUR BENEFITS

• Travel benefits for employees and their family 

• Voyage of Discovery trips for employees to travel as guests

• Health insurance including Medical, Dental, Vision

• 401(k) plan with employer match

• Long-Term Disability, Life & AD&D Insurance

• Flexible Spending Account (FSA) to be used for out-of-pocket medical and dependent care

• Pre-Tax Commuter Benefit

• 7-8 Paid Holidays

• 2-3 Floating Holiday Options (pro-rated per start date)

• Up to 15 days of vacation (pro-rated per anniversary year)

• Parental Leave

• Sick/personal days per city & state ordinance

• Pet Insurance discount

COMMUNICATION SKILLS

Using the English language, this person must have the ability to read, write, and comprehend policies, legal guidelines, correspondence, and memos. Must also possess the ability to effectively communicate--both in writing and orally--with a professional demeanor.

PHYSICAL DEMANDS

While performing the duties of this job, the employee is frequently required to sit, talk and hear. The employee will also be required to write and type. The employee is occasionally required to stand, walk, and reach with hands and arms.

COMPENSATION STATEMENT

Lindblad Expeditions determines the pay for positions using local, national, and industry-specific survey data. We evaluate external equity and the cost of labor/prevailing wage index in the relative marketplace for jobs directly comparable to jobs within our company. Our posted salary range is based on national data and may be refined for a candidate's region/town/cost of living.

For new hires, we strive to make competitive offers allowing the new employee room for future growth. Salaries will be based on the applicant’s location, level of experience, education, and specialized knowledge and skills. An employee/candidate with a stronger skill set will receive higher pay.

EQUAL OPPORTUNITY EMPLOYER STATEMENT

At Lindblad Expeditions, we simply could not do our work without the diverse kaleidoscope of humanity that creates and delivers our remarkable offerings across the planet. As a Company that respects and celebrates the inherent diversity in the places we explore, we recognize the need to mirror that same diversity and all the interconnected perspectives within our organization. We are committed to building a community of different genders, races, ages, sexual orientations, chosen identities, and countries of origin where every person brings their whole self to work and whose skills, talents, and abilities are valued. We believe we can explore further and in a more meaningful way by actively creating a more diverse and inclusive organization where everyone feels they belong.

Lindblad Expeditions is an equal opportunity employer. Individuals seeking employment at Lindblad Expeditions are considered without regard to race, sex, color, religion, national origin, age, disability, genetics, marital status, pregnancy, unemployment status, sexual orientation, citizenship status, or veteran status.