Business Development Director

Your mission

We are seeking a dynamic Sales Director adept at both acquiring new clients and nurturing existing ones. This hybrid role involves selling over the phone and in-person, presenting our solutions online, and representing us at industry events. You'll drive sales to hotels, management companies, ownership groups, and other accommodation providers in your assigned region. 

You will:  

• Develop and execute a comprehensive territory sales plan for selling company’s cloud-based software and services platform within assigned territory 
• Achieve assigned sales quota by developing and maintaining a robust, diversified sales pipeline for potential new customers and upselling to existing customers 
  • Review and analyze market data 
  • Identify potential hotel, management company, brand and ownership company targets 
  • Cold calling and lead generation 
  • Proactive inbound lead response time 
  • Analyze business needs of prospects and develop solutions that meet their needs 
• Tasked with building strong and long-lasting relationships with customers through the creation of long-term planning and understanding of customer’s needs. 
  • Establish solid understanding of the competitive market in order to realize how best to grow and retain high-value customers. 
  • Develop industry leading relationships with external key account contacts in order to ensure that the business identifies growth opportunities. 
  • Develop and maintain healthy relationships with senior leadership at all key accounts in order to guarantee their smooth execution. 
  • Conduct time lined account business reviews with customers that enables you to proactively lead a joint company-key account planning process that develops mutual performance objectives, financial targets, and critical milestones 
  • Maintain high customer satisfaction ratings with assigned accounts 
• Responsible for renewals of existing customers 
• Utilize consultative sales approach—ask relevant questions to uncover needs, identify barriers and overcome objections 
• Develop and maintain rapport with key stakeholders for prospects and customers to build strong long-term partnerships 
• Prepare and deliver compelling sales presentations and sales proposals 
• Identify additional product opportunities and upsell existing customers 
• Negotiate and prepare contracts with potential customers, understand the legal ramifications of contracts. 
• Represent the company during trade shows and other official occasions/events 
• Establish thorough knowledge of company’s product and service offerings, pricing structure, contract management parameters, policies and procedures 
• Follow internal processes to assist Project Management and Customer Success teams successfully onboard new customers 
• Participate in regular structured sales and business training programs to improve sales performance 

Your profile

About you:

• Minimum of 5 years sales experience in hotel, travel or hospitality suppliers in a sales environment 
• Proven experience in successfully selling cloud-based software, SaaS solutions 
• Strong presentation and interpersonal/communication skills 
• Successful track record of building, managing and closing sales pipeline 
• Strong sales, analytical, pragmatic, organization, communication and people skills required 
• Working knowledge of hotel sales management 
• Ability to adapt quickly to new technologies, products and procedures 
• Ability to work and thrive in a multi-tasked and fast-paced environment 
• Ability to innovate, overcome obstacles and implement best practices including sales methodologies 
• Ability to travel as required to support regional and corporate business objectives 
• Proficiency with Microsoft Office Suite required (Word, Excel, PowerPoint, Outlook) and computer savvy to learn other applications as needed