SVP of Revenue Generation
Company: Hotels / Resorts / Casinos / Hospitality, Reston,
Posted on: December 9, 2018
Company is the first technology platform built specifically for business travel. With properties in more than 22,600 cities in over 130 countries and growing, Company is the travel technology leader in the Extended-Stay sector. Company’s innovative product line, Six Ways to Stay, connects a global marketplace of millions of extended stay hotels, serviced apartments, brand hotels, furnished homes, vacation rentals, and design-led hostels. In addition to providing built-in demand for operators from Company’s 5000+ client portfolio and 100+ global sales team, Company is globally recognized for unparalleled, award-winning, quality service, compliance and security bringing together a seamless, trusted, business travel technology solution.
Position overview: Act as a sales leader to ensure revenue growth in their region. Mentor, develop, manage and motivate local Sales Managers to perform to their highest level by using the solutions sales process and techniques set forth by Company. Responsible for helping the regional sales team to identify prospective clients, develop client relationships, close sales, and maintain client relations at the highest levels. Manage the National Sales Team to aid in establishing local clients that could become National clients and National clients that could generate local business. Be in constant communication with Company markets and corporate-leadership to ensure productivity, sales pipeline, and sales goals are on targets. Responsibilities: Generating Business (Market leaders and local Sales Managers) Responsible for all revenue in each market including B to B and B to C Follow and ensure their team adheres to Company’s sales process and procedure Work closely with Sales Managers to achieve the highest levels of success and goal achievement Implementation and monitoring of ‘Micro Strategies’ Work with Sales Managers to develop strategies to take advantage of current vertical markets and recognise new and upcoming vertical markets Liaise with Global Sales to enhance our ‘Global goes Local and Local goes Global sales process’ Training and development of local Sales Managers in their region Ensure Sales Managers achieve sales metric requirements Work with Sales Managers to clearly identify additional business opportunities in current and potential clients Network and participate in local professional organizations within key industries specific to the assigned territory. Recognize and implement cross-selling opportunities between local offices and regions Generate Cross-sell business outside local markets to support the Company system and function as a total resource for the local client base Work with the Marketing Departments to help create and develop appropriate sales presentation collateral Coordinate and assist markets in your region with general sales activities including: trade shows, advertising, public relations and others as directed Reporting Develop weekly and quarterly sales plans and action steps for you and your Sales Team Present weekly updates in an organized report Review weekly Landslide (migrating to Microsoft Dynamics 365) reports with Sales Managers in one on one meetings Review monthly Sales Manager productivity goals and revenue goals with Sales Managers to ensure success Work with the Sales Operations Analyst to ensure Landslide (migrating to Microsoft Dynamics 365) is updated on-time Work with the Business Analyst to design regional reports for presentation to Company leadership Administration Assist the General Manager to work within, and develop, the Sales Department annual budget Ensure that each Sales Manager is adhering to their monthly scorecard requirements Take part in weekly sales meeting, following sales meeting agenda guidelines Responsible for running all sales meeting and corporate sales initiatives for local markets Actively participate in the following: Hiring and Interview process for all new Sales Manager Candidates Sales Account Plans Coaching, Counseling, Training, and Developing Sales Managers Termination of any Sales Manager Annual Reviews- recommendations to the market leaders Forecasting, metrics, numbers and pipeline Make recommendations on apartments on apartment inventory for existing and pending sales Maintain area map complete with inventory and client locations noted for making recommendations on apartment locations and new markets Work designated territory for the local sales team Participate in apartment pricing issues and decisions Specific Job Knowledge, Skills and Ability Requirements Bachelor’s Degree from an accredited college or university equivalent experience preferred Formal sales management and/or negotiation training is preferred 10 years of exceptional sale experience preferably in a solution based sales organization with a minimum of 5 years of leading a sales team. Corporate housing, hotel, or other service related industry experience preferred. Previous experience training, managing, and developing a sales force in multiple locations is required. Confidence, enthusiasm and a strong dedication to the job and company Customer focused approach to problem solving and resolution skills Strong innovation and experimentation skills Knowledge of travel and or relocation industry The ability understand current market trends and economic factors Extensive skill in development and delivery of sales presentations Ability to access, understand and accurately input information using Microsoft WORD, Outlook, Access, PowerPoint and Tasks manager systems Ability to read, listen and communicate effectively in English, both verbally and written Previous experience using Sales Automation Software for tracking sales and account activity Proven success in a Customer focused and solutions based sales environment Previous experience calling on upper management level clients through phone and in – person sales presentations Exceptional sales management skills Exceptional negotiation and closing skills Prefer experience selling up the value chain to Human Resources, travel, C-level and multi-channel decision makers Prefer experience managing and directing REF’s Prefer experience selling business to business and business to consumer Prefer experience leading and managing a sales team accomplishing personal sales goals Ability to manage multiple markets and projects simultaneously Travel (approx.) 30%
Keywords: Hotels / Resorts / Casinos / Hospitality, Reston, , Reston , SVP of Revenue Generation, Executive , Reston, Virginia
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