Regional Business Development Director - North America, Travel

Company Description

Technology is our how. And people are our why. For over two decades, we have been harnessing technology to drive meaningful change.
 
By combining world-class engineering, industry expertise and a people-centric mindset, we consult and partner with leading brands from various industries to create dynamic platforms and intelligent digital experiences that drive innovation and transform businesses.
 
From prototype to real-world impact - be part of a global shift by doing work that matters.

Job Description

The Commercial discipline is responsible for driving business growth, managing partnerships, and providing industry subject matter expertise and advisory to both clients and internal teams. This strategic and consultative team creates meaningful relationships with clients through their combined knowledge of IT services and industry trends and pain points. Members include business development staff of all levels, client partners, alliances and partnerships managers, industry advisors, and operational leads. 

The Regional Business Development Director is a senior leader responsible for guiding the Business Development team within the Travel industry in North America. The role is ultimately responsible for orderbook and pipeline creation, ensuring sustainable revenue and margin growth. This involves driving the achievement of personal and industry targets, developing sales talent, and executing Travel industry vision and strategy in close partnership with the Managing Director. The Regional Business Development Director ensures that the team aligns with Endava's core values and fosters a culture of diversity and excellence.

The Regional Business Development Director is responsible for creating and evolving the global go-to-market strategy for the Travel industry, managing the industry pipeline of new opportunities, and driving sales cadences to ensure progress on pursuits. They work closely with the Global Client Director and, where applicable, the Industry Advisor Team to build the regional strategy for the Travel industry and to support existing accounts and drive growth. Additionally, they build Travel industry connections and establish Endava as a key participant in the Travel industry. This role also involves ensuring accurate reporting, effective risk management, and compliance with governance and business rules.

Responsibilities:

Leadership

• Lead the Business Development team to achieve personal and Travel industry targets.
• Develop Business Development talent, guiding skill mastery and career progression with clear success plans for each direct report.
• Support the definition and execution of industry vision and strategy in close partnership with the Managing Director.
• Drive adherence to Endava processes across the team, with a particular focus on embedding the Business Winning Model (BWM) and Client Growth Model (CGM) frameworks consistently.
• Foster a culture and work environment within the team that aligns with Endava's core values and includes a focus on diversity.

Industry Growth

• Create and evolve the global go-to-market strategy for the Travel industry, identifying industry challenges and relevant Endava solutions.
• Manage the Travel industry pipeline of new opportunities, driving sales cadences to ensure progress on pursuits.
• Drive orderbook and pipeline creation, ensuring sustainable revenue and margin growth.
• Actively manage and develop the pipeline within accounts to achieve business growth targets.
• Collaborate with the Global Client Director and Industry Advisor Team to build and refine the North America strategy for the Travel industry.
• Work with the Client Partner Director to support existing accounts and drive growth within those accounts.
• Create and foster industry connections to establish Endava as a key participant in the Travel industry.
• Enhance personal expertise in Travel industry trends, developments, and challenges to become an industry SME.
• Engage and leverage the wider Endava capability within the Travel industry to build credibility with clients and within the region.
• Serve as the senior adviser for all net new business development, within both new logos and existing clients.

Negotiation and Commercial Decisions

• Lead high-stakes negotiations with clients, ensuring favorable terms and conditions.
• Make informed commercial decisions to drive business growth and profitability.
• Manage and resolve complex client and contract issues, ensuring alignment with Endava’s strategic objectives.

Financial Management

• Ensure accurate forecasts, budgets, projections, and adjustments as needed.
• Own and manage risks effectively at the team and client levels.
• Own P&L and meet agreed