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Associate Director – SMB Sales – Hotels EMEA

We are looking for an experienced, results-driven, execution-focused Sales Leader to head up the Hotel Solutions Sales organization for the Region. Reporting to the Regional Director of SMB Sales, the successful candidate will drive execution building a world-class programmatic inside sales team to significantly grow revenue in the region and maximize customer engagement and success.

About this role:

They will have the skills and experience to make Tripadvisor the partner of choice for the hospitality industry, driving and leading an inside sales team and engaging closely with our customer base of hotels. This will include the ability to flawlessly execute on a Go-to-Market Business Plan that will achieve the revenue target and associated Key Performance Indicators.

The role will involve evangelizing the business internally and externally, leading the execution of the inside sales team in the region, working closely with the Global Functional Leads and other internal teams such as Marketing, Customer Services, Training and Development, Finance, Analytics, Product and Engineering teams. The individual will have a proven track record of process-driven, programmatic execution in a high-volume, low-value inside sale organization.

This role will head up a growing team of Business Development and Customer Success Executives.

Responsibilities:

  • Significantly grow the Tripadvisor footprint by developing new business in the EMEA Region, optimizing and ensuring continuity with existing customers, plus expanding the markets served.
  • Consistently works with abstract ideas or situations across functional areas of the business. Through assessment of intangible variables, identifies and evaluates fundamental issues, providing strategy and direction for major functional areas. Requires in-depth knowledge of the functional area, business strategies, and the company’s goals
  • Develops corporate and/or organizational policies and authorizes their implementation. Detailed knowledge of company allows for innovative concepts and promoting new ideas. Provides direction to senior managers in various areas, groups, and/or operations. Recognized as an influential leader.
  • Achieve and exceed agreed monthly, quarterly and yearly targets.
  • Collaborate on and execute the business plan to exceed agreed financial and non-financial targets ensuring Tripadvisor becomes the preferred marketing channel for hotels
  • Attract, Hire, retain & build talent across multiple cultures and languages and manage performance effectively
  • Lead, coach and inspire the inside sales organization and create an environment and culture with a sense of urgency and accomplishment to exceed targets
  • Work collaboratively with Global Functional Leads globally for continuous improvement and roll out changes required in our Go-to-Market in an effective and timely manner
  • Identify, assess, and prioritize target segments and priority leads in order to build revenues quickly.
  • Sponsor selected strategic properties to ensure closure working closely with the customer and the inside sales executive/consultant
  • Leverage business insights to drive business targets and follow a weekly/monthly governance model to review and drive forecasts, pipeline and related KPIs
  • Communicate customer needs to Global Functional Leads, in order to refine how we generate necessary customer interest, sales motions, including new product development, launches, promotions
  • The success of this role will be measured by achievement against revenue targets and other key performance indicators on business development, optimization and continuity and subsequent goals to be defined.

Requirements:

  • At least 10 years’ commercial experience in sales ideally at a leading travel/hospitality company. However, we will consider candidates with experience in directory/listings, e-commerce, subscription, social networking, or media/publishing company where digital and inside sales is an essential part of the value proposition.
  • Proven ability to grow a business regionally 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 leading inside sales teams
  • Demonstrable sales ability with a proven track record of success in process-driven, programmatic, high volume, lower value sales with a focus on coverage
  • Results-driven and inspiring in executing on and achieving significant sales targets.
  • Confident presenter with excellent verbal and written presentation skills, and ability to work with relevant industry trade organizations in the region.
  • Ability to execute whilst at the same time maintain a strategic vision and define/defend Tripadvisor’s value proposition.
  • 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, in order to both lead by example and recognize and meet customer support needs.
  • Bachelor’s degree is a must and post-grad studies such as MBA desirable.
  • A second language appropriate to the region an advantage.

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