Senior Director of Management and Ownership Groups

US-NY-New York
Job ID
2017-1670
Category
Sales & Business Development

Overview

Senior Director of Management and Owner Groups

TravelClick is seeking a seasoned sales professional that will serve a critical growth segment for TravelClick – Hotel Management and Ownership Groups (M&O).  The Senior Director of Management and Owner Groups will own new sales and retention of TravelClick’s full solution suite for a strategic portfolio of existing M&O clients.

 

The Senior Director of Management and Owner Groups will develop a deep understanding of the M&O client base, their marketing/media needs and data/business intelligence needs – all of which drive M&O hotel performance.  Using that information, you will develop a comprehensive sales and relationship plan to deliver value-add solutions for your clients. The Sr Director will be skilled in consultative and value selling methodologies and be capable of matching and communicating client's needs and TravelClick’s capabilities. You will be required to engage TravelClick’s subject matter experts and Product executives to support the sales and delivery of solutions to the client.

 

The role is a senior sales position and will require engagement and selling at the C-Suite level (group level) while also influencing key executives at the properties.  You will need to go deep on the account and be responsible for building strong advisory relationships for your clients which includes building trust by ensuring TravelClick’s solutions have a demonstrated ROI/Value.

Responsibilities

  • Serve as the primary member of the M&O senior sales team, responsible for setting account strategy, execution and driving M&O sales revenue
  • Interact with key customer contacts and executives across business units / functions as listed above, establishing yourself as a trusted advisor
  • Using consultative techniques and often producing written consultative, value based deliverables, help customer understand how business processes and performance can be optimized
  • Conduct business requirement definition sessions. Author and lead customer-facing presentations. Responding to RFI, RFP, etc.
  • Using BI product expertise, build demonstrations, proof of concepts, prototypes, and other pre-sales assets that win the trust and confidence of the customer
  • Identify repeatable solutions, specific to the hotel industry, and help establish a highly repeatable sales methodology for driving revenue across Media, Web, Distribution, CRM and BI
  • Participate in and contribute to TravelClick’s BI demand generating activities such as trade shows, industry seminars, and M&O) Conferences

 

Qualifications

 

 

We are looking for a strong performer with an appreciable understanding of typical business processes found in large corporations, ideally through prior consulting, and software sales experience and knowledge of hospitality industry.

 

Required:

  • Bachelor’s degree
  • Knowledge and relationships within the Hospitality Industry, strongly desired 
  • Skilled in consultative and value selling methodology
  • Readiness to travel 50% annually
  • Strong sense of ethics and values
  • Self-starter, well organized, Team player
  • Possess strong written and oral communication skills, fluent in English
  • Capacity to grasp technical details and learn new technologies
  • Act with a sense of urgency
  • Passion for sales and a proven track record

Preferred:

  • Experience in Hospitality and knowledge of M&O Segment
  • 1-2 years experience in Business Intelligence (Business Analytics) software
  • 5 years experience in enterprise software sales to Fortune 1000 accounts
  • 5 years of working in a quota carrying environment
  • Experience with SAAS model a plus
  • Multi-lingual a plus

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