Global Sales Director

Portland, OR

POSITION PURPOSE

The Global Sales Director leads and manages the sales and promotion strategy to promote Oregon as a world-class leisure destination for domestic and international audiences. Overseeing the global sales team and managing global markets to heighten overall awareness and inspire overnight leisure travel throughout all parts of Oregon. This requires all phases of market development, including travel trade sales, leveraging key partnerships locally and abroad, and maintaining a consistent in-market presence at key trade shows and on sales trips and missions. A member of Travel Oregon’s management team, this role is responsible for developing and managing team staff, priorities, workload, and workflow.

ESSENTIAL FUNCTIONS/MAJOR DUTIES

People and Operations Management – 50%

· Manage and foster a high-performance team by setting and communicating expectations, providing onboarding and training, prioritizing and aligning work across team members, evaluating performance, providing feedback and coaching and supporting individualized career and professional development to sustain a high-performing team.

· Foster a culture of belonging by understanding the varying needs across a diverse team and leading with empathy and cultural awareness.

· Build accountability, engagement and alignment across the team through transparent and tailored communication, involvement of team members in addressing challenges, assignment of work that leverages the strengths of team members, and meaningful recognition.

· Recommend and make employment decisions in partnership with People and Culture, including recruitment and hiring, staffing levels, promotion, performance evaluation, and discipline to ensure the team effectively supports Travel Oregon’s mission, vision, values and priorities.

· Model Travel Oregon’s community agreements when communicating and collaborating with the workforce, partners, contractors, and the public.

· Own and understand key processes (e.g., compensation model and results, contracting and procurement, budgeting) to facilitate organizational alignment and implement operating best practices.

· Work closely with Brand Stewardship functions to create and implement consumer marketing programs and strategies for international markets.

· Lead Brand Stewardship team in the absence of Brand Stewardship VP as needed/requested.

· Perform all responsibilities in alignment with Travel Oregon’s stewardship lenses, community agreements, and commitment to fostering diversity, equity, and inclusion.

Market Awareness Strategy – 25%

· Develop strategy and plans for sales, promotions, and marketing for primary and emerging markets to leverage and grow Oregon’s visibility and market share.

· Oversee the execution of domestic and international business to business and consumer marketing opportunities, develop and implement trade strategy and international consumer strategy, including inbound familiarization tour programs as a tool for product development. Oversee ideation & deployment of business-to-business sales & marketing content.

· Liaise with the Port of Portland and global industry partners, such as international airlines, in matters related to international air service marketing and development including budget implementation, direction of all associated marketing and sales activities as well as attending and facilitating meetings, as needed.

· Prepare global sales budgets in alignment with agency strategy, develop methods for tracking, and prepare/analyze reports.

· Monitor/approve contractor performance.

· Plan and execute outbound travel, including sales trips, missions, and presence at major industry trade and consumer shows and conferences; solicit and manage tourism partner delegation participation when appropriate. Direct activities for constituents interested and involved in international and domestic trade marketing and international outreach.

· Collaborate closely with Brand USA to identify and pursue market opportunities across trade and consumer channels to increase inbound travel and awareness of Oregon.

· Work closely, and at times jointly, with the Communications team to identify and execute media opportunities and programs.

· Build and maintain strong relationships with Oregon-based, national, and international tourism professionals and industry partners.

Global Sales Administration – 25%

· Represent Travel Oregon at industry related meetings, engagements, conferences, and public speaking engagements.

· Recruit, hire, and onboard Travel Oregon in-market representatives and global sales contractors. Execute annual sales plans and direct vendors, contractors and staff to ensure coordination and successful outcomes. Maintain regular communication, manage performance, and ensure expectations are met.

· Maintain a strong working knowledge of cultural customs, industry trends, economic and political conditions, and other factors that impact travel to establish oneself as an expert in assigned markets. Monitor competitive landscapes and create points of differentiation for Oregon.

· Engage Travel Oregon partners and key international accounts to develop tour itineraries and packages. Manage communication with internal and external partners related to international and domestic travel trade programs.

Ensure department reporting guidelines are met, including the contractor’s quarterly report, and annual tour extract reports.

JOB SCOPE

This position operates independently with minimal supervision and encompasses a wide range of complex responsibilities. Work complexity stems from managing a multifaceted portfolio of markets, clients, media, vendors, and regional and local partners, each with unique needs and expectations, requiring a strategic and adaptable approach.

Decisions are made within Travel Oregon policy guidelines and typically include allocation of the Global Sales budget, approval and termination of international vendor contracts, deployment of staff resources, and approval of market-specific projects. The position holds full accountability for budget preparation and compliance for budgets exceeding $500,000 and contributes to long-range operational and strategic planning. Errors may result in revenue loss, vendor impacts, or damaged partner relationships.

Records maintained by this role include those related to the budget for assigned markets and confidential records such as staff performance reviews, personnel action forms, and one-on-one meeting notes.

SUPERVISORY RESPONSIBILITY

Supervise direct reports, including individual contributors across varying roles and job levels.

Actively participates as a member of the People Managers Community of Practice by sharing best practices, seeking new information and knowledge, aligning with shared expectations and processes, and contributing to the development of an effective management team at Travel Oregon.

INTERPERSONAL CONTACTS

Contact normally occurs with others both inside and outside of the organization, although a majority (95%) of communication is external. Internal contacts will range across all departments. External contacts will include industry partners such as Destination Management Organizations (DMOs), Port of Portland, business owners and suppliers, and Brand USA to name a few. Other contacts will include tour operators, airline sales and marketing staff, in-market contractors, vendors, and media. Communication mostly occurs face-to-face (40%) and via email (50%), and contact may occur by phone (10%). Confidential/sensitive matters are sometimes discussed.

COMPETENCIES

Exceptional competency is required in Travel Oregon foundational competencies:

· Active Listening: Full Attention | Sincere Interest | Appropriate Non-Verbal Cues | Suspension of Judgement | Seek First to Understand

· Change Agility: Adaptability | Resilience | Accepts Needed Change | Empathy | Fine with Ambiguity

· Drive / Energy: Enthusiasm for Role | Understands Personal Motivations | Balanced & Healthy Lifestyle| Grit

· Informal Communication: Good at Dialogue | Approachable & Accessible | Personable | Articulate

· Initiative: Proactive | Responsible | Accountable

· Learning Agility: Curious | Open | Learns Quickly | Rational

· Organizing and Planning: Makes Best Use of Time | Efficient | Thinks Ahead | Imagines/Plans for Contingencies | Follows Up

· Technology Savvy: Leverages Appropriate Hardware & Software | Stays Current with Relevant Technologies

EDUCATION, EXPERIENCE, KNOWLEDGE, SKILLS, AND ABILITIES

Qualifications

· A bachelor’s degree in business, marketing, communications or related field OR any combination of

education/coursework/training, and work experience necessary to meet position requirements.

· Five (5) years of relevant senior-level experience in destination marketing, advertising, public relations, or program management that included responsibility for managing a sales territory and large account base.

· A minimum of two (2) years of experience directly managing staff, including supporting staff to learn and grow and to develop dynamic work plans that contribute to departmental and agency objectives.

Success Attributes

· Experience in relationship building and networking with a diverse population of organizations, associations, and interest groups.

· Experience initiating and collaborating on the development of sales and marketing plans.

· Knowledge of the travel/hospitality industry and its importance to local economies.

· Skill in developing global sales strategy and working with internal and external partners to execute plans.

· Ability to identify business development and sales opportunities leading to increased revenue or economic impact.

· Ability to identify key insights from existing data and trends and apply them into functional sales and business development recommendations.

· Ability to translate business objectives into marketing goals and measurements.

· Ability to organize and manage external partners, workstreams, and

interdepartmental teams effectively to produce and deliver desired outcomes.

· Ability to develop social relationships and earn the confidence of a diverse population of individuals, organizations, associations, and interest groups both domestically and globally.

· Ability to confidently and effectively manage, coach and develop people.

JOB EFFORT AND CONDITIONS

This position is designated as hybrid. Most essential functions are performed at an alternate workplace, as well as the central or temporary workplace. Business needs may require the employee to come into a designated workplace on a periodic basis.

While performing the duties of this job, the employee is regularly required to maintain a stationary position for long periods of time (sitting or standing); communicate with employees, partners, and partners; and use electronic devices to communicate, develop work products, and carry out responsibilities. When working at the physical office, the employee is required to move inside the office to attend meetings, access items, and use equipment, and occasionally move or transport items up to 40 pounds.

Work outside of normal business hours, including evening and/or weekend meetings and long hours during peak periods, is expected.

Substantial domestic and international overnight travel, as much as 40% of work time or more is required for this position. Travel working conditions vary based on business reasons but typically include long periods of maintaining stationary positions (sitting or standing) and attending meetings and social situations. While traveling, the employee is required to move inside buildings, offices, and a variety of establishments to conduct business travel and meetings and move or transport items up to 15 pounds. Rarely, the employee is required to move or transport items up to 40 pounds.

Equal Employment Opportunity

Travel Oregon is an Equal Opportunity Employer and does not discriminate in employment opportunities or practices based on race, ethnicity, national origin, ancestry, color, sex, gender identity or expression, sexual orientation, marital or parental status, pregnancy or childbirth, disability, age, religion, creed, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law. We encourage and respect different viewpoints and experiences as being essential to the process of innovation. We strive to acquire, grow, and maintain a diverse and inclusive workplace that applies principles and standards equitably while supporting the needs and accommodations of the individual employee.

Consistent with the Americans with Disabilities Act (ADA) and federal and state laws, it is the policy of Travel Oregon to provide reasonable accommodation when requested by a qualified applicant or employee with a disability, unless such accommodation would cause an undue hardship. If you require reasonable accommodation in completing the employment application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please contact pchr@traveloregon.com. Travel Oregon provides qualifying veterans and disabled veterans with preference in employment. Please review the following webpage on veterans' preference in state employment and indicate your status and submit documentation accordingly: https://www.oregon.gov/jobs/pages/veterans.aspx.

Global Sales Director

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