The Manager of Sales Transformation is responsible for reinvigorating the MBTA's relationship with its corporate partners and customers. Reporting to the Deputy Director of Fare Products and Strategy, this role will is responsible for growing the MBTA's customer and revenue base and strengthening the organization's ties to the business, nonprofit, and educational community that underpins its success. Currently, institutional sales account for one third of the MBTA's revenue, encompassing pre-tax commuter programs, passes for students, and group sales of all types. The Manager of Sales Transformation will work with senior leadership to develop and execute on a new institutional sales strategy for enrolling customers in the MBTA's Corporate Pass program for employers. In addition to executing on this foundational strategy, the Manager will lead initiatives to engage corporate customers in strategic partnerships to develop new revenue sources and offer innovative benefits to MBTA riders.
This role will be responsible for managing all corporate customer sales outreach and enablement, motivated by the overall goal of expanding institutional sales while improving the customer and rider experience for hundreds of thousands of customers each day. This role will be engaged with the MBTA Customer Experience and Customer Technology teams to develop a robust, data-rich sales outreach and enablement plan, along with a best-in-class Customer Relationship Management (CRM) system.
A successful candidate will demonstrate an entrepreneurial spirit and an ability to think strategically. This position requires a dedication to increasing the profile of the MBTA among its institutional partners and customers, as well as a passion for delivering value to individual riders. Experience with data-driven customer enablement and sales is key to success in this position.
Duties & Responsibilities
Develops and executes upon an Institutional Sales Strategy across Corporate Program (employer), University, K-12 School, Social/Community Services, and Group/Bulk sales channels.
Continually track outreach, improve, and enrich MBTA sales tools.
Develop and maintain deep relationships with contacts at major MBTA customers and Boston Metro Area employers.
Proactively contact and develop qualified leads generated by marketing campaigns.
Develop partner strategy to identify new, high value leads such as expanding companies.
Engage existing customers in person or by phone to solicit needs, feature requests, and assist with internal promotion of MBTA services.
Develop and circulate reports to measure the impact of sales activities
Perform other duties that may be assigned.
Available to work all shifts and locations as assigned or directed.
Adhere to the rules, regulations, collective bargaining agreements (if applicable) and policies of the MBTA including the EEO, anti-discrimination, anti-harassment, and anti-retaliation policies.
Bachelor's degree from an accredited institution Business, Finance, Economics, Marketing or related field.
Two (2) years of experience in Customer Outreach/Acquisition/Retention/Satisfaction, quantitative analysis, data analytics, and reporting.
One (1) year of experience engaging diverse stakeholders in sales or marketing initiatives.
Proficient in Microsoft Office Suite required.
The ability to pass the MBTA Excel and PowerPoint test.
Four years of relevant work experience for Bachelor's Degree