Business Development Manager
Scottsdale, AZ
About the Role
Spencer Corporate Travel North America is seeking a Business Development Manager to help build our next chapter of growth across North America by introducing companies to a more thoughtful, high-touch model of corporate travel management. This role is about more than selling travel services; it is about helping clients understand the value of having an experienced partner who can plan, manage, support, when the itinerary is easy, and especially when it is not.
The successful candidate will help position Spencer Corporate Travel North America as a trusted travel management partner for organizations whose travelers need thoughtful planning, responsive support, and experienced human guidance when travel becomes complex. From executive travel and leadership trips to multi-city itineraries, last-minute disruptions, supplier challenges, policy guidance, and traveler care, this role will help prospective clients understand the value of having a specialist travel partner on their side.
The Business Development Manager will work closely with LodgeLink’s commercial team, marketing, operations, travel advisors, and client-facing teams to build a strong sales pipeline, develop new relationships, and convert targeted prospects into long-term clients.
The ideal candidate is a confident, curious, and commercially minded relationship builder who knows how to open doors, ask thoughtful questions, and connect business needs to practical travel solutions. They are energized by building something new, comfortable with ambiguity, and motivated by the opportunity to help shape the growth of Spencer Corporate Travel North America.This in-office role reporting to the GM, Spencer Corporate Travel, North America.
Responsibilities
New Business Development
- Identify, qualify, and pursue new corporate travel prospects across targeted industries, geographies, and client segments.
- Build and manage a disciplined sales pipeline focused on companies with executive, leadership, corporate, project-based, or complex travel needs.
- Conduct outreach through calls, email, networking, referrals, industry groups, events, LinkedIn, and partner introductions.
- Lead discovery conversations to understand each prospect’s travel program, traveler profile, pain points, service expectations, current supplier model, travel policy needs, and decision-making process.
- Develop tailored value propositions that clearly communicate how Spencer Corporate Travel North America can improve traveler experience, reduce friction, strengthen duty of care, and support better travel-program visibility.
- Prepare and deliver polished presentations, proposals, sales materials, and business cases for prospective clients.
- Manage opportunities from initial contact through proposal, negotiation, close, onboarding handoff, and early-stage client success.
- Track all prospect, opportunity, activity, decision-maker, next-step, and forecast information in Salesforce.
Market Development and Commercial Strategy
- Help define and grow Spencer Corporate Travel North America’s presence in priority markets and client segments.
- Research industries, companies, networks, and commercial relationships where SCTNA’s high-touch travel-management model can provide meaningful value.
- Partner with LodgeLink commercial teams where appropriate to identify corporate travel opportunities that complement existing client relationships without distracting from LodgeLink’s core workforce travel focus.
- Monitor market conditions, competitor positioning, client buying behaviors, and corporate travel trends.
- Provide regular feedback to leadership on pipeline movement, prospect objections, pricing considerations, service expectations, and emerging opportunities.
- Support go-to-market planning, campaign development, event participation, and sales enablement activities, including product demonstrations.
Consultative Selling and Solution Design
- Take a consultative approach to selling by understanding the operational reality behind each client’s travel needs.
- Translate prospect pain points into practical solutions involving advisor support, policy guidance, traveler care, reporting, supplier coordination, escalation management, and duty-of-care considerations.
- Collaborate with operations and travel advisor teams to ensure proposed solutions are realistic, serviceable, and aligned with SCTNA’s service standards.
- Work with internal teams to shape client-specific onboarding plans, service models, communication protocols, reporting expectations, and escalation paths.
- Ensure each new client is set up for a strong first impression and a smooth transition from sales to service delivery.
- Travel to client sites and industry events as needed to deepen relationships and close opportunities.
Relationship Management and Account Growth
- Build trusted relationships with client decision-makers, travel arrangers, executive assistants, finance contacts, HR contacts, operations leaders, and other stakeholders involved in corporate travel.
- Maintain strong post-sale engagement during the early client lifecycle to ensure expectations are met and opportunities for improvement are captured.
- Identify growth opportunities within newly acquired accounts, including additional traveler groups, departments, divisions, regions, or service needs.
- Partner with Account Management, and Travel Operations to support client retention, satisfaction, and long-term growth.
- Conduct periodic business reviews with clients as appropriate, focused on service performance, traveler feedback, savings opportunities, policy alignment, and future needs.
Brand Visibility and Industry Engagement
- Represent Spencer Corporate Travel North America professionally at industry events, networking functions, conferences, trade associations, and client meetings.
- Build market awareness of SCTNA as a high-touch corporate travel management partner.
- Support marketing and communications efforts by sharing prospect insights, client themes, competitive intelligence, and success stories.
- Develop and maintain strong professional relationships with relevant partners, suppliers, associations, and referral sources.
Qualifications
- 3+ years of B2B sales, business development, account executive, account management, or corporate travel sales experience.
- Proven success identifying, pursuing, and closing new business opportunities.
- Experience selling services, solutions, programs, or consultative offerings to business decision-makers.
- Strong relationship-building skills with the ability to earn trust quickly and maintain long-term professional relationships.
- Excellent discovery, listening, presentation, negotiation, and written communication skills.
- Ability to clearly articulate a value proposition and tailor messaging to different audiences.
- Demonstrated success selling within SMB’s.
- Strong commercial judgment and comfort working with revenue targets, pipeline management, sales forecasting, and opportunity prioritization.
- Experience using Salesforce or another CRM to manage activities, opportunities, contacts, and forecasts.
- Comfortable working in a growing business environment where structure is developing and the role may evolve as the company scales.
- Willingness to travel for client meetings, industry events, conferences, and internal team meetings as needed.
Preferred Experience
- Experience in corporate travel, travel management, TMC sales, travel agency sales, hospitality, workforce travel or professional services.
- Existing relationships within corporate travel, executive travel, travel procurement, HR, finance, operations, or administrative leadership communities.
- Familiarity with corporate travel programs, travel policy, traveler profiles, duty of care, supplier relationships, online booking tools, GDS environments, reporting, and service-level expectations.
- Experience selling to companies with complex travel needs, distributed teams, remote operations, project-based workforces, executive travelers, or high-service expectations.
- Understanding of industries commonly served by LodgeLink and Spencer, including energy, construction, infrastructure, telecom, mining, transportation, emergency response, industrial services, and related sectors.
- Experience building a territory, launching a new market, or helping grow an emerging business unit.
About Spencer Corporate Travel
Spencer Corporate Travel, a LodgeLink company, was founded in 1998 and, in its more than 25 years of experience, has built a strong reputation for delivering exceptional and tailored corporate travel solutions across Australia and internationally.
We pride ourselves on providing high-quality, bespoke travel services backed by a dedicated team of experts who genuinely care about each client’s needs.
At Spencer Corporate Travel, we’re committed to excellence and consistently go above and beyond for our clients. We’re proud to have received numerous industry awards, including being the first corporate agency inducted into the National Travel Industry Awards Hall of Fame for our service to the corporate travel sector.
Transparency and honesty are core to who we are. You can trust that every journey will be handled with care, attention to detail, and a commitment to delivering an outstanding experience, every time.
Total Rewards | Caring for our team is a priority, and we’re pleased to provide these benefits:
- Building a diverse and inclusive team, supporting career growth and development.
- Competitive compensation package, including short and long-term incentives.
- Share Appreciation Rights program for salaried employees.
- Paid vacation days and sick days.
- An employee charitable donation program.
- Hotel and travel discounts.
- Comprehensive options for benefits, with cost-sharing between the company and the employee. 401K Matching program.
About LodgeLink
LodgeLink, a Black Diamond Group company headquartered in Calgary, Alberta, Canada is more than just a digital marketplace and ecosystem for crew travel; we’re a caring tech company on a mission to transform workforce travel. Our digital platform is the key to unlocking seamless solutions for finding, booking, and managing crew travel and accommodation needs. Powered by a growing network of hotel and lodge partners, we address the unique challenges of crew travel, applying technology to streamline the entire process from booking to management, payments, and cost reporting. At LodgeLink, we're not just saving our customers time and money; we're changing the future of workforce (crew) travel – for the better.
United by our vision to be THE ecosystem for workforce travel, our values reflect our commitment to collaboration, agility, dependability, inventiveness, and audacity. As a diverse and inclusive team, we come together, sharing ideas, building disruptive technology, and tackling complex problems. Our relentless pursuit to deliver value and superior customer experiences is inspired by a collective passion to ‘Create A Better Way’ for all.
At LodgeLink, we're seeking exceptional team players with an entrepreneurial spirit to contribute to our rapid growth. If you crave a career, not just a job, we could be the perfect fit.
LodgeLink is a Black Diamond Group company. Learn more: www.lodgelink.com
Black Diamond Group is a publicly traded company with 20 years of experience in modular space and workforce solutions, and operations across Canada, the United States, and Australia. Learn more: www.blackdiamondgroup.com
We are an Equal Opportunity Employer
Black Diamond Group is committed to diversity, equal opportunity and ensuring that our employees can thrive in an inclusive environment. We are pleased to consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, marital status, family status, veteran status, Indigenous status, national origin, age, disability, or any other legally protected factors. Accommodation for applicants with disabilities is available upon request during the recruitment process.
Company: LodgeLink
#INHP