Business Development Manager

Business Development Manager Scottsdale, AZ

About the Role
Spencer Corporate Travel North America is seeking a Business Development Manager to help build our next chapter of growth across North America by introducing companies to a more thoughtful, high-touch model of corporate travel management. This role is about more than selling travel services; it is about helping clients understand the value of having an experienced partner who can plan, manage, support, when the itinerary is easy, and especially when it is not. The successful candidate will help position Spencer Corporate Travel North America as a trusted travel management partner for organizations whose travelers need thoughtful planning, responsive support, and experienced human guidance when travel becomes complex. From executive travel and leadership trips to multi-city itineraries, last-minute disruptions, supplier challenges, policy guidance, and traveler care, this role will help prospective clients understand the value of having a specialist travel partner on their side. The Business Development Manager will work closely with LodgeLink’s commercial team, marketing, operations, travel advisors, and client-facing teams to build a strong sales pipeline, develop new relationships, and convert targeted prospects into long-term clients.
The ideal candidate is a confident, curious, and commercially minded relationship builder who knows how to open doors, ask thoughtful questions, and connect business needs to practical travel solutions. They are energized by building something new, comfortable with ambiguity, and motivated by the opportunity to help shape the growth of Spencer Corporate Travel North America.
This in-office role reporting to the GM, Spencer Corporate Travel, North America. Responsibilities New Business Development Identify, qualify, and pursue new corporate travel prospects across targeted industries, geographies, and client segments. Build and manage a disciplined sales pipeline focused on companies with executive, leadership, corporate, project-based, or complex travel needs. Conduct outreach through calls, email, networking, referrals, industry groups, events, LinkedIn, and partner introductions. Lead discovery conversations to understand each prospect’s travel program, traveler profile, pain points, service expectations, current supplier model, travel policy needs, and decision-making process. Develop tailored value propositions that clearly communicate how Spencer Corporate Travel North America can improve traveler experience, reduce friction, strengthen duty of care, and support better travel-program visibility. Prepare and deliver polished presentations, proposals, sales materials, and business cases for prospective clients. Manage opportunities from initial contact through proposal, negotiation, close, onboarding handoff, and early-stage client success. Track all prospect, opportunity, activity, decision-maker, next-step, and forecast information in Salesforce. Market Development and Commercial Strategy Help define and grow Spencer Corporate Travel North America’s presence in priority markets and client segments. Research industries, companies, networks, and commercial relationships where SCTNA’s high-touch travel-management model can provide meaningful value. Partner with LodgeLink commercial teams where appropriate to identify corporate travel opportunities that complement existing client relationships without distracting from LodgeLink’s core workforce travel focus. Monitor market conditions, competitor positioning, client buying behaviors, and corporate travel trends. Provide regular feedback to leadership on pipeline movement, prospect objections, pricing considerations, service expectations, and emerging opportunities. Support go-to-market planning, campaign development, event participation, and sales enablement activities, including product demonstrations. Consultative Selling and Solution Design Take a consultative approach to selling by understanding the operational reality behind each client’s travel needs. Translate prospect pain points into practical solutions involving advisor support, policy guidance, traveler care, reporting, supplier coordination, escalation management, and duty-of-care considerations. Collaborate with operations and travel advisor teams to ensure proposed solutions are realistic, serviceable, and aligned with SCTNA’s service standards. Work with internal teams to shape client-specific onboarding plans, service models, communication protocols, reporting expectations, and escalation paths. Ensure each new client is set up for a strong first impression and a smooth transition from sales to service delivery. Travel to client sites and industry events as needed to deepen relationships and close opportunities. Relationship Management and