TITLE: Associate Manager, Channel Sales
COMPANY
Global Rescue is the world’s leading membership organization providing integrated medical, security, intelligence and crisis response services to consumers, enterprises and governments. Founded in 2004 Global Rescue’s unique operational model provides best-in-class services that identify, monitor, and respond to threats and emergencies. For more information, please see www.globalrescue.com.
CULTURE
Global Rescue isn’t your average place to work and that’s why we’re comfortable saying we’re not for everyone. Our team of passionate, mission-driven professionals are reinventing the travel risk and crisis management industry and helping save lives every day. We are a high-performance organization operating on a global scale. Our team is made up of driven, passionate, adventurous, team players that have a “get it done mentality”. The overall ethos is “no job too big or too small”; this is a place where one needs to be prepared to roll up your sleeves and get things done no matter your title. The culture of the office is fast-paced, collaborative and ever-changing so there is always a buzz, you’ll never get bored or too comfortable working in crisis response.
ROLE DESCRIPTION
Grow Global Rescue channel business revenue through a highly engaged affinity partner ecosystem of global travel agents, tour operators, TMC’s, and destination management companies. Lead the recruitment, onboarding, and go-to-market plans for a portfolio of existing and new partner accounts in your area of responsibility. Work across the Global Rescue organization to drive partnership growth and build pipeline. Build strong value-added relationships with partner organizations and their executive teams to drive mutual success.
RESPONSIBILITIES
- Drive net new revenue generation by onboarding new Affinity Partners
- Identification of new business opportunities, including securing new partners and account extensions
- Increase Global Rescue’s penetration and share within new and existing market verticals by negotiating new partnerships, sponsorships and strategic marketing opportunities
- Expand wallet share within existing partners
- Provide ongoing partner account and relationship management services, including:
- Develop working relationships at multiple levels, horizontally and vertically, within the partner and company
- Become an expert on partner programs and cultivate a trusted advisor relationship with the Affinity Partners
- Liaise on matters impacting the partner’s use of our services by acting as the primary point of contact between the partner and our operations teams
- Work directly with our functional teams to support partner needs and requests for medical, security, and intelligence support
- Collaborate closely with our marketing department to support partner growth
- Implement new partner protocols, to include:
- Create communications materials from end-user education through executive briefings
- Conduct onboarding forecasting and activation plans
- Ensure internal functional areas are apprised of new partner programs
- Oversee relevant process support for accounting (invoicing and A/R)
- Maintain membership and travel data across partners (if applicable)
- Define partner retention and growth plans, to include:
- Membership and revenue targets
- Go-to-market plans
- Build strong relationships with partners to ensure program renewals
- Lead business review discussions to meet partner’s goals and objectives
- Orchestrate internal resources to deliver timely contract deliverables to secure program renewals
- Identify partner needs to support the proposal of appropriate incremental services and solutions
- Domestic and international travel required
QUALIFICATIONS
- BA/BS degree plus 5 years of related experience
- Experience in a professional sales environment preferably in travel and tourism or insurance
- Demonstrated success in establishing relationships and networks
- Understand how to strategically and effectively navigate large, complex organizations
- Track record of growing revenue through incremental sales and net new business
- Ability to thrive and stand out in a fast-paced environment
- Excellent negotiation, sales and problem-solving skills
- Exceptional written and verbal communication