TheFork, LaFourchette, ElTenedor and the TripAdvisor® Company are the leading online restaurants reservation platforms in Europe with a network of more than 50,000 restaurants worldwide, more than 15 million monthly visits and more than 8 million reviews. The platform operates as "LaFourchette "in France and Switzerland, as "ElTenedor" in Spain, and as "TheFork" in Italy, Belgium, Portugal, Brazil, Sweden and Denmark . It also operates in English as "TheFork.com“, as “Dimmi” in Australia and as IENS in the Netherlands.
TheFork, LaFourchette, ElTenedor, connects restaurants and diners via their website and applications, as well as through TripAdvisor. Users can easily select a restaurant according to their own criteria (such as the localization, type of cuisine, restaurant type and average price), consult the reviews, check real-time availability and instantly book online. For restaurants, TheFork, LaFourchette, ElTenedor, provides a software solution called, TheFork Manager, which enables restaurants to optimize reservation management, streamline operations and ultimately improve service and revenues, following Yield Management principles of price variability relative to time, a practice used successfully in the travel and hotel industries.
TheFork is looking to hire a new Sales Manager to coach, train and manage a team of 6/10 Business Developers. At TheFork, Business Developers are responsible for new business and in charge of prospecting new restaurants.
What You Will Do?
1. Identify and develop with the field hunters new opportunities in their geographical territories and portfolio to achieve their sales targets.
Bring your expertise, dynamism, charism and leadership to achieve your targets.
Monitor the team’s performance on a daily basis the achievements versus targets for the field hunters to ensure the team is on track versus target and put in place corrective measures when needed.
Communicate all necessary information to the team to enable them fulfil effectively their missions.
Participate to HR process (recruitment, annual interview…
2. Coach, train, stimulate field hunters individually and as a team onsales attitudes and speeches.
Go on the field to train and coach during appointments and tap tap (3 days/ week as a min).
Animate Coaching on specific matters: selling special offers.
Enroll them in the Value Selling approach and coach them to empower their sales method to ensure that our hunters ensure the provision of solutions adapted to the needs and objectives of their customers.
Help the team optimize the revenue / restaurant : maintain a high level of exigence on the sales pitch to increase our sales conversion rate (Special offer, ERB etc).
3. Committed to the respect of processes.
Collaborate and interact regularly with other local teams (trainers, marketers, hunters, managers ...) to ensure methods alignment, good practices sharing and respect of processes.
Coach the team on rigor on respect on processes.
Be proactive in organizing and monitoring the administrative management of teams (Salesforce.com campaigns, tasks, boxes).
4. Be proactive to propose initiatives that can increase productivity and achievements of the team.
Help your manager define clear and measurable objectives and deduce concrete action plans.
Participate in requests for changes (product, organization ...).
Understand and share market trends and conditions that the field hunters see on the field.
5. Interact efficiently internally to help the team in their daily activity.
Transparent and regular communication with your manager to give a clear Etat des lieux of the team activity: risks, opportunities etc…
Weekly routine with the trainer’s team (backlog) and the AM teams.
Weekly touchpoint with SalesOp to optimize the daily activity.
Who are you?
You have a strong track record in sales (acquisition).
You have relevant professional experience (min 5 years) in hiring and managing a team of 5 + salespeople (field sales rep).
You have experience preferably in the area of digital solutions / SaaS, short sales cycle or restaurant/hotel/leisure industry.
Successful experience hiring and onboarding sales representatives.
You can easily use CRM tools to manage team sales tasks, pipeline, and closing data (e.g : Salesforce).
Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations.
You are passionate about the restaurant industry.
Knowledge about the restaurant industry in Emilia-Romagna would be a plus.