Director, Sales & Strategic Account Management

Director, Sales & Strategic Account Management

At Pleasant Holidays, we empower people to be their best. The Director of Sales & Strategic Account Management leads a high-performing national sales team of Business Development Managers (BDMs). This leadership role is responsible for designing and executing comprehensive sales strategies to meet and exceed annual revenue goals. A key focus is on cultivating relationships with national travel consortia, host agencies, and strategic accounts to drive growth, expand market share, and enhance profitability.

The Director plays a pivotal role in managing large-scale agency partnerships and strengthening engagement with Independent Contractors (ICs) and home-based travel advisors, ensuring long-term business sustainability through strategic relationship management, sales enablement, and market responsiveness.

Primary Responsibilities:

• Strategic Sales Planning: Develop and implement strategic sales plans to meet annual revenue and profitability goals across all distribution channels.
• Sales Team Leadership: Lead, mentor, and motivate the national sales team, promoting a culture of high performance, accountability, and continuous development.
• Key Account Development: Cultivate and grow relationships with national travel consortia, host agencies, and key strategic partners to enhance production and engagement.
• Cross-Functional Collaboration: Collaborate closely with the VP of Trade Brands and key stakeholders to deliver customized solutions, joint marketing campaigns, and strategic account development.
• Relationship Management: Establish and maintain strong partnerships with top-producing travel agencies and advisors, prioritizing relationship depth and conversion performance.
• Contract Negotiation & Execution: Negotiate and execute sales agreements and preferred partnerships that align with brand strategy and financial targets.
• Market Intelligence & Competitive Strategy: Stay ahead of industry trends, competitor activity, and market shifts; proactively adjust strategies to maintain a competitive advantage.
• Performance Management & Goal Setting: Set, monitor, and report on monthly, quarterly, and annual performance metrics and budget objectives for the Business Development Manager (BDM) team.
• Business Alignment Meetings: Facilitate monthly business review meetings with designated consortia and strategic accounts to ensure alignment and progress.
• Strategic Reporting & Analysis: Provide analysis and reporting on factors influencing strategic account direction and budget allocations.
• Brand Alignment: Partner with the VP of Trade Brands to maintain consistent brand positioning and enhance market presence.
• Sales Reporting & Data Insights: Lead sales reporting initiatives to generate actionable insights, identify growth opportunities, and optimize overall performance.
• Sales Training & Education: Work in conjunction with the training team to deliver impactful sales training, product education, and advisor development programs across all channels.
• Industry Representation: Represent the company at major trade shows, consortia events, industry conferences, and educational FAM trips.
• Administrative Support: Manage administrative functions and other duties as assigned to support departmental and organizational goals.

Key Competencies & Qualifications:

• 57 years of progressive travel industry experience, with a strong background in managing relationships with retail travel agencies, consortia, and host agency networks.
• Proven success in strategic account management and national sales leadership roles.
• Bachelor's degree required; MBA preferred.
• Previous experience in tour wholesale, sales planning, and execution.
• Deep understanding of consortia structures, host agency ecosystems, and the independent advisor landscape.
• Demonstrated ability to lead and develop a sales team, set measurable goals, and drive performance.
• Excellent interpersonal, negotiation, and communication skills.
• Strong analytical mindset with experience in sales forecasting, budgeting, and performance tracking.
• Confident presenter and trainer, comfortable representing the brand at both internal and external events.
• Must be eligible for enrollment into the company AAA Safe Driving Program

Join a unique opportunity to shape a leading vacation travel brand, build meaningful connections, and help create unforgettable experiences.

Ready to elevate the world of travel? We would love to meet you.

Compensation: Range for this position is $100,000- $130,000 annually. This position is eligible to participate in our management incentive program based upon the achievement of certain corporate financial and personal business goals and objectives.

Benefits to working at Pleasant Holidays: Medical (with prescription) Vision Dental Flexible Spending Accounts Paid Time Off for Holidays, Vacation, and Illness Company paid Life Insurance Long Term Disability 401(k) Plan AFLAC Plans Travel Discounts on all Pleasant Holidays packages, Hotel Rooms, Car Rentals, Tours & Activities. Discounts apply to family members and friends too!

Pleasant Holidays is one of the largest travel wholesalers in the United States, specializing in vacation travel to the Hawaiian Islands, Caribbean, Central America, Europe, Mexico, Middle East, South Pacific (Australia, Cook Islands, Fiji, New Caledonia, New Zealand & Tahiti), Japan, the United States & Canada, and cruise vacations worldwide. Pleasant Holidays is a subsidiary of the Automobile Club of Southern California, a diversified insurance, roadside assistance, financial services and travel organization serving 17 million AAA Members across 21 states.

Pleasant Holidays is an Equal Opportunity Employer

Pleasant Holidays will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable federal, state and local laws