Director, Account Management (Inside Sales)

Director, Account Management (Inside Sales Team)

Hotel Solutions

Why this job is excellent:

TripAdvisor is seeking an experienced, team-oriented Functional Lead to horizontally drive Optimization in Inside Sales across three regions and multiple countries. Working closely with the Regional Heads of Inside Sales, you will have the opportunity to develop winning strategies and a world-class programmatic Inside sales team to significantly grow revenue in the region and continuously improve customer optimization.

The Optimization team works to make TripAdvisor the partner of choice for the hospitality industry by focusing on relationship building through nurturing, educating, and supporting our existing customers to drive adoption of our solutions.

 

What You’ll do:

  • Grow our business by having the best Optimization methods in place to win business continuity with our existing customers, plus expand the markets served
  • Collaborate on and carry out the Go-To-Market Plan to beat financial and non-financial targets, making TripAdvisor the preferred marketing channel for hotels
  • Create a cadence to ensure coverage across all customers and regions
  • Create a global/regional governance model for Optimization to drive and review forecasts, pipeline and related KPIs
  • Create and refine the Customer Engagement Motion along with Training and Sales engagement and support delivery and ongoing coaching
  • Support and coach the Inside Sales teams to help retain & build talent across multiple cultures and languages
  • Encourage continuous improvement by identifying and prioritizing changes that will make a difference, then managing their effective global rollout
  • Drive global consistency in practices across Optimization
  • Work together with Marketing to ensure effective engagement in Optimization with digital marketing and contact by telephone
  • Design a plan for low touch segments to increase Optimization
  • Streamline the process and touchpoints between Optimization and other Business Areas such as Business Development Sales, Continuity Sales and Customer Service
  • Coordinate promotional plans for customer Optimization in challenging areas
  • Recommend new approaches in Optimization in new products, promotions, offers, discounting and pricing
  • Success will be measured by achievement against Optimization targets and other key performance indicators and goals

 

 

What We Seek:

  • Bachelor’s degree, with post-grad studies such as MBA a plus
  • At least 10 years’ commercial experience in sales at leading travel/hospitality companies, directory/listings, e-commerce, social networking, subscription or media/publishing company where digital sales and inside sales is an essential part of the value proposition
  • Ability to travel globally to the Inside Sales centers in APAC, EMEA and Americas
  • Proven ability to develop a business globally into a significant revenue-generating one
  • A leader and motivational coach with a track record of achievement through others and working within a matrix environment
  • Experience with inside sales teams
  • Demonstrable sales ability with a proven track record of success in high volume, lower value sales with a focus on coverage
  • Comfortable in setting and achieving significant sales targets in a functional role, motivating achievement through influence rather than reporting lines
  • Excellent and inspiring collaborator
  • Confident presenter with excellent verbal and written presentation skills
  • Target-driven self-starter with ability to deliver on targets
  • Ability to ensure achievement is driven in the regions while maintaining a strategic vision and upholding TripAdvisor’s value proposition
  • Ability to think creatively – particularly about consumer needs and potential solutions
  • Ability to lead by example in a fast-paced environment with a hands-on approach and demonstrated ability to multi-task
  • Strong organization and analytic skills
  • Excellent customer service skills, both direct and through digital systems
  • Second language is an advantage

 

 


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