Company Description Brightspark is a travel company specializing in the K-12 market with a focus on education and performance products. Our educational travel experiences bring the traveler to destinations like Washington D.C., Springfield, IL and New York. Our education products introduce the world of travel to students by extending their educational learning beyond the classroom. Brightspark is one of the leading North American student travel companies servicing over 125,000 students each year. We’re based out of Chicago, Illinois, and have regional offices throughout the country. We have over 50 years of collective experience within the travel industry and have gained close and meaningful relationships with our suppliers, which in turn provides a safe, rewarding and fun travel experience for teachers and students. Our team is committed to giving our customers the best possible travel experience from the planning stage through their return home. Brightspark is part of one of the world’s largest exponential travel companies, Travelopia, with over 225 brands and 25,000 employees worldwide. Position Summary Reporting to the Managing Director (President), the Commercial Director is responsible for the overall leadership, direction and strategy of the Education Sales Department of the business. This includes (but is not limited to) Sales, Marketing, Yield Management and Financial Acumen. This is a hands-on role with responsibility of managing a team and the overall operation of this business unit. This role will also work closely with key stakeholders from Operations and Finance to ensure product delivery is met and that financial targets are delivered. Key Objectives Commercial Management - Set departmental strategy to align and support delivery of the 5-year plan. - Plan and prioritize new product development opportunities to achieve 5-year plan objectives. - Initiate and drive tactical sales promotions (as required), ensuring collaboration between Sales and Marketing teams to achieve desired results. - Evaluate and define pricing strategies to optimize revenue and margin delivery. - Monitor KPIs (margin, revenue, passenger numbers, etc.) in support of achieving EBIT targets. - Lead weekly sales meetings with the Sales and Marketing teams to ensure there is a collaborative approach to selling, meeting established targets and reducing trading gaps. - Monitor passenger numbers, margin and revenue to ensure budgeted goals are achieved. Marketing - Ensure a relevant and integrated marketing strategy is in place based upon the target markets, customer acquisition and customer retention. - Create a detailed marketing plan that supports the 5-year plan objectives and revenue/margin targets. - Monitor annual marketing spend to ensure adherence to marketing budget. - Optimize the online marketing investment between SEO/PPC to grow site traffic. Operational - Proven ability to analyse financial statements, operating reports, budget variance reports and other adhoc reports. - Work with the Operations team to ensure product costs are maximized to improve margins. - Ability to negotiate contracts and build relationships with both internal and external clients/partners. - Ability to ensure flawless delivery of all tours. Leadership - Proven track record of building teams and creating succession. - Ability to influence and implement change through clear and positive guidance and direction. - Ability to work with internal stakeholders and partners to achieve performance objectives and goals as well as providing the necessary support for achievement. - Ability to take personal initiative and lead a team by example (ie: be hands-on with a can-do attitude). *All other duties as assigned Key Measureables - Budgeted Revenue and Margin Targets - Passenger Volume - Delivery of EBIT Targets - Marketing KPIs - Product Development - Delivery and Growth of Existing Products Skills, Education and Experience - Bachelors degree in business or related field. - 3 to 7 years’ experience with focus on sales and/or operations. - Ability to travel approximately 25% of the time both domestically and internationally. - Proven track record of delivering successful business growth. - Strong business, commercial and financial acumen & maturity. Preferred Skills, Education and Experience - 7+ years experience in managing Sales and Marketing teams. - Experience managing, selling and/or developing products and programs. - Travel industry experience.
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