Executive Vice President, Business Development

Summary of Position

The Executive Vice President, Sales Strategy and Growth is responsible for leading CTM North America's commercial growth strategy and driving sustainable revenue expansion across enterprise markets. As a key member of the executive leadership team, this position develops and executes forward-thinking sales strategies that align with evolving customer expectations, industry trends, and business objectives.

This role serves as a strategic commercial leader focused on revenue growth, market share expansion, enterprise client acquisition, and executive-level relationship management. The EVP will champion a modern go-to-market approach by leveraging market intelligence, consultative selling methodologies, and data-driven sales practices to position CTM as a strategic partner for managed travel solutions.

The EVP, Sales Strategy and Growth is responsible for building and developing high-performing sales teams, fostering cross-functional collaboration, and ensuring the organization remains competitive within the rapidly evolving corporate travel industry.

Responsibilities and Duties

- Develop and execute short- and long-term sales strategies aligned with CTM's growth objectives, revenue targets, and overall business strategy.

- Drive profitable revenue growth through new client acquisition, market expansion, strategic partnerships, and enterprise account development.

- Lead enterprise-level sales efforts and personally manage high-value, complex business opportunities through successful negotiation and contract execution.

- Establish forecasting methodologies, reporting standards, and pipeline management practices to improve visibility, accountability, and forecast accuracy.

- Provide executive leadership with market intelligence, customer insights, competitive analysis, and strategic recommendations that support business planning and decision-making.

- Identify emerging growth opportunities, industry trends, procurement priorities, and evolving client expectations that impact commercial strategy.

- Advance CTM's go-to-market approach by fostering proactive business development, opportunity creation, and consultative selling practices.

- Champion solution-based sales methodologies and support the development of differentiated value propositions that address client objectives, including cost optimization, traveler experience, duty of care, sustainability, and data visibility.

- Drive adoption of modern sales processes, tools, enablement programs, and best practices to improve organizational effectiveness and commercial performance.

- Ensure sales teams effectively leverage data, analytics, market intelligence, and customer insights throughout the sales cycle.

- Develop and maintain executive relationships with C-suite leaders, procurement stakeholders, travel managers, and other key decision-makers within target and existing client organizations.

- Position CTM as a trusted strategic advisor through industry expertise, thought leadership, and consultative client engagement.

- Lead complex sales negotiations, enterprise contract discussions, and global RFP processes to secure new business and drive long-term client value.

- Collaborate with Operations, Account Management, Marketing, Finance, Technology, and other functional leaders to support successful client acquisition, onboarding, retention, and growth.

- Monitor competitive activity, buyer behavior, and industry developments to strengthen CTM's market position and commercial strategy.

- Represent CTM at industry conferences, client events, advisory boards, and professional forums to enhance brand visibility and industry influence.

- Lead, mentor, and develop a high-performing sales organization through effective coaching, succession planning, talent development, and performance management.

- Establish clear performance expectations, accountability measures, and key performance indicators that drive business results and organizational success.

- Foster a culture of collaboration, innovation, customer focus, and continuous improvement across the commercial organization.

- Contribute to annual business planning, budgeting, forecasting, and strategic growth initiatives while ensuring resources are aligned with organizational objectives

*Domestic and global travel is a requirement for this position. An accommodation may be considered under the American with Disabilities Act but a bona fide reason must exist. The company will engage in the interactive process as necessary.

Leadership Responsibilities

- Serve as a member of the North America executive leadership team, contributing to overall business strategy and growth initiatives.

- Provide leadership and direction for the sales organization, ensuring alignment with company objectives and revenue goals.

- Lead, develop, and retain a high-performing team through effective coaching, succession planning, and talent development.

- Foster a culture of accountability, collaboration, innovation, and continuous improvement.

- Establish clear performance expectations, metrics, and development plans to drive organizational success.

- Partner with cross-functional leaders to support execution of strategic priorities and business transformation initiatives.

Required of all CTM Positions

- Embrace CTM’s core values of Connect, Deliver and Evolve.

- Professional, collaborative and supportive interaction with employees, clients, suppliers and vendors.

- Ability to work independently as well as part of a team.

- Appropriate and professional written and verbal communication.

- Demonstrated ability to meet deadlines, handle and prioritize simultaneous requests.

- Creative and analytical thinking with strong problem-solving and consultative skills.

- Demonstrates calm under pressure – is a proactive contributor and eager to learn.

- Proficiency in Microsoft Office Suite.

- Ability to do basic math.

- Ability to read and interpret information.

- Attention to detail.

- Regular and reliable attendance.

Education and Experience

- Bachelor's degree in Business Administration, Sales, Marketing, Hospitality Management, Travel Management, or a related field or equivalent experience

- Master's degree in Business Administration (MBA) or related discipline preferred.

- Minimum 15 years of progressive commercial leadership experience with significant responsibility for revenue growth, sales strategy, and organizational leadership.

- Significant experience within a Travel Management Company (TMC), corporate travel services organization, travel technology provider, or related B2B service environment. Global experience preferred.

- Proven track record of developing and executing successful sales strategies that deliver sustained revenue growth and market share expansion.

- Demonstrated success acquiring and managing complex multinational enterprise accounts and negotiating high-value commercial agreements.

- Experience leading geographically distributed sales teams and senior sales leaders.

- History of successfully leading high-performing organizations through periods of growth and change.

Knowledge, Skills, and Abilities

- Exceptional strategic thinking and commercial acumen with the ability to translate market opportunities into business results.

- Deep understanding of enterprise sales, business development, account acquisition, and revenue growth strategies.

- Strong executive presence with the ability to influence and build credibility with C-suite executives, procurement leaders, and strategic stakeholders.

- Advanced negotiation, contract management, and business development skills.

- Demonstrated ability to influence executive stakeholders and senior client decision-makers

- Proven ability to lead, inspire, and develop high-performing teams.

- Strong financial acumen, including budgeting, forecasting, pipeline management, and revenue planning.

- Ability to analyze market trends, buyer behavior, and competitive intelligence to inform strategic decision-making.

- Expertise in consultative selling methodologies and client-centered solution development.

- Strong understanding of managed travel programs, procurement processes, and corporate travel operations.

- Excellent verbal, written, presentation, and interpersonal communication skills.

- Strong business judgment, problem-solving, and decision-making capabilities.

- Ability to successfully lead organizational change and drive adoption of new strategies and processes.

- Proven ability to build collaborative partnerships across functions.

- Advanced proficiency in CRM platforms, sales analytics, forecasting tools, and Microsoft Office Suite.

- Ability to travel domestically and internationally as business needs require.

EEO Statement

CTM NA is an equal opportunity employer and is committed to fostering a diverse, equitable, and inclusive workforce. All qualified applicants applying for job openings posted in the U.S. will receive consideration for employment without regard to, and will not be discriminated against on the basis of, race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, marital status, or any other characteristic or status protected by applicable law.

If you are a qualified individual with a disability or a disabled veteran and would like to request an accommodation in order to apply for a position, you may contact us at [email protected]. We will make every effort to respond to your request for assistance as soon as possible. Please provide a preferred contact method for response via email or phone.

Flexible work arrangements are available. Depending on role, location, and business needs, colleagues may work onsite, hybrid (combination of in-office and virtual) or fully virtual.

Click here to view EEO and Other Legal Notices.

BENEFITS PROGRAM

We provide competitive and comprehensive benefits programs, tailored to each part of the globe our people work in. From walking and fitness challenges to volunteer experiences, flexible work environments, generous leave programs and retirement plan options, we offer ways to support you in every stage of living your best life.

♥ Company Paid Basic Life & AD&D Insurance

⏳ Company Paid Short-Term Disability

⌛Voluntary Long-Term Disability Insurance

🏅 Robust Wellness Program with incentives available to save money on your medical insurance premiums.

⛑ Supplemental Life; Accident; Cancer; Critical Illness; Identity Theft Protection and Legal Coverage

🩺Three medical plan offerings including a High Deductible Health Plan, HMO plan (available in select states) and a Co-Pay medical plan.

💲 Health Savings Account (HSA) with company core contribution and match, on a per pay period basis if enrolled in the HDHP medical plan.

💰 Flexible Spending Accounts

🐣 Dependent Care Savings Account.

🦷 Dental Insurance Plan

👓 Vision Insurance Plan

🎊 9 Company Paid Holidays including the day after Thanksgiving.

📅 Generous paid time off programs for vacation and sick days

🤝 Employee Assistance Plan with access to Talk Space Therapy

👨‍👩‍👧‍👦 Family Medical Leave

👶 Paid Parental Leave (4 weeks)

🤱 Maternity benefits utilizing company paid STD, plus Parental Leave (4 weeks) to provide time for recovery, baby bonding, and enjoying your family time.

💕 Bereavement Leave

💵 401(k) Retirement Plan with a generous match per pay period

🎓 Student Loan Payment Match

#LI-MD1

Compensation for this position is determined based on a variety of factors, including the responsibilities and requirements of the role, relevant skills, experience and qualifications, internal equity, market data and business needs.

For positions that are funded through a specific client engagement or other designated funding source, compensation may be reviewed if the employee subsequently transfers to a different role within the company.

## Pay Range
USD $230,000.00 - USD $290,000.00 /Yr.