Director of Sales - International Performing

Company Introduction

WorldStrides is the global leader in educational travel and experiential learning. The company was founded in 1967 to provide middle school travel programs to Washington, D.C. and has grown to provide a wide range of programs for more than half a million students annually to over 100 countries around the world. WorldStrides offers experiential learning programs in educational travel, performing arts, language immersion, career exploration, service-learning, study abroad, and sports. Each of these experiences helps students to see beyond the classroom and to see the world – and themselves – in new ways.

Job Description

The Director of Sales – International Performing will lead a team of inside sales professionals in a high-performing, results-driven environment and oversee the planning and sale of international performance travel programs to ensemble directors, performers, and parents. The Director of Sales – International Performing will help to shape a motivating, collaborative team culture to drive collective success while serving as a resource, coach, and trainer to the staff. This leader will also ensure a high-touch customer experience and drive growth within our custom international performing programs. 

Job Responsibilities

Sales Leadership – Account Management – Customer Relationships:

• Partner with the SVP of Performance & Strategic Partnerships to develop and execute an overall sales strategy aligned to an entrepreneurial and rapidly growing division. 
• Identify, adopt, and implement best practices across divisions to strengthen sales execution 
• Remain collaborative in developing and tweaking sales approach, acknowledging unique product and client differences. 
• Set sales goals for the team. 
• Help develop, monitor, and manage compensation structure. 
• Study trends in the industry to avoid risks and capitalize on opportunities. 
• Work with the Marketing department to align campaigns, messaging, and lead-generation strategies. 
• Develop competitive positioning strategies and ensure the team is equipped through targeted training. 
• Responsible for hiring, training, and mentoring team members. Training function includes overseeing: sales skills, computer and technical skills, pricing, commission structure, sales goals/expectations.
• Ongoing feedback and training on telephone and face-to-face sales skills 
• Monitor individual performance of sales team members and provide ongoing feedback. 
• Distribute accounts among Sales Representatives and Account Management. 
• Provide continuous feedback and training on core and advanced sales techniques. 
• Serve as a resource for all International Performing Arts team members and others throughout the organization. 
• Serve as a conduit for business communication. 

Team Management:

• Create a culture of success and ongoing achievement of business goals. 
• Manage the sales teams, operations, and resources to deliver profitable growth.
• Conduct weekly update meetings with team members to provide feedback and support, to set goals and review progress utilizing pacing reports, weekly call activity reports, daily snapshots, and other tools.  

Tour Planning & Execution:

• Work with other departments on the coordination of group tours through the operations team, DMCs, Program Management and Group Events. 
• Be the key point of contact in handling escalations from Program Leaders as needed before, during, and after tours.   

Feedback & Improvement of Product & Collaboration with Senior Leadership: 

• Resource for members of the team and staff in other departments
• Work collaboratively with the other sales directors to set goals for the team, monitor and manage compensation structures, set and monitor key performance indicator (KPI) contest targets.
• Provide status reports as requested by management.
• Maintain accurate and up-to-date documentation of processes and personal progress.
• Maintain knowledge of company policies and procedures, support company policies, and management decisions with a sense of urgency and professionalism.
• Seek out and participate in internal and external programs that facilitate personal and professional growth.
• Identify and discuss personal and professional growth goals with the Director of Custom Programs.
• Work with Pricing and Program Management Departments to ensure pricing is appropriate for the industry while meeting required profit margins, and that itineraries are designed for needs of clients and the organization 

Minimum Qualifications

• 7+ years of experience in sales or account management with a proven track record of increasing revenue.
• 1 year or more in a sales leadership role managing direct reports.
• Working knowledge of sales strategies and processes.
• Knowledge of international travel, ideally in a sales context.
• Must be accessible to the organization outside normal business hours as needed. 
• Some travel required.
• 4-year degree (or equivalent work experience)

Preferred Qualifications

• 3+ years of experience in sales leadership managing direct reports.
• Sense of urgency and commitment; demonstrated ability to meet individual and sales team goals. 
• Strong verbal and written communication, decision making, leadership, problem solving, and people skills. 
• Strong attention to detail, documentation, time management, and organizational skills 
• Ability to learn from current team members and incorporate their skill sets. 

Location
Remote (U.S.)

Work Perks

At WorldStrides, we’re proud to offer a workplace that’s both high-performing and purpose-driven -- where talented people can grow their careers, make an impact, and enjoy meaningful benefits and experiences along the way.

Our benefits include:

• Comprehensive health coverage including medical, dental, vision, life, and disability insurance options
• Healthcare and dependent care FSAs, an HSA with company contribution, and a generous 401(k) match
• 11 paid company holidays, 1 volunteer day, and up to 25 PTO days to start — increasing to 28 with tenure
• 4 dedicated mental health days and 5 bereavement days
• Tuition reimbursement up to $5,250 annually and $1,000 toward professional certifications each year
• Opportunities for paid and discounted travel experiences
• Flexible work options including on-site, remote, and hybrid arrangements
• Access to on-site fitness centers and cafés (select locations)
• Paid parental, caregiver, and disability leave
• Employee Assistance Program (EAP) and team member discount program
• Inclusive community through our Employee Resource Groups