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Senior Manager New Business Development

60,289 P.A. ?
Location: UK
Company: Travelport
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Purpose Statement

The role of Business Development Director is to win strategically important new customers in the EMEA region to grow revenue and obtain market share. The role will focus on identifying, qualifying, driving and ultimately closing opportunities with large Agency prospects who have significant business operations or regional reach. This role demands the ability to develop high value C-level relationships both with customers and internally , identifying and defining customer needs, articulating our value proposition, differentiating from the competition and ultimately positioning Travelport as a strategic technology partner.

Main Accountabilities:
  • Pro-actively research, identify and target prospective business and new revenue opportunities through an existing and growing network of relevant contacts in order to develop and maintain a new business sales pipeline of large/strategic business prospects.
  • Develop and implement sales strategies, methodologies, consultancy and processes to drive new business growth.
  • Pull together and co-ordinate "Win" teams in order to execute on sales opportunities. Creating and developing appropriate sales strategies and plans to win new business in target markets.
  • Track competitor activity and initiate necessary actions where appropriate.
  • Represent the company externally in an effective manner. Determine appropriate trade show and other sales development event participation that affect assigned markets.
  • Work with Sales Engineers' and Solution Consultants' as necessary to support the business development process to maximize expertise and knowledge sharing, through the provision of accurate and up to date information relating to the generation of leads, management of prospects, generation of proposals and the raising of orders.
  • Work with Account Management and Customer Success Managers ensuring that the handover of new accounts is carried out in a professional and effective manner.
  • Build strong internal relationships with leaders in Finance, Legal, Propositions, Product, Marketing, Commercial Operations, Consultancy and Technology so as to ensure appropriate support and cross-functional cooperation.
  • Develop a lead/referral channel utilizing industry relationships, strategic and regional sales contacts, customers and Travelport functional groups.
  • Maintain a pipeline of business development opportunities and provide regular reporting on their development.
  • Act as a communication conduit between the industry and product marketing to define new product enhancement opportunities that benefit not only conversion accounts but existing customers as well.
  • Actively prospect/call target accounts to qualify timing of actual sales opportunities. Initiate sales process at the appropriate time relative to contract expiration or opportunity for multi-GDS.
  • Determine unique Travelport value proposition for each prospect opportunity establishing a compelling reason to buy, through careful analysis of prospect´s current business, challenges, goals and operations.
  • Develop and maintain strong business relationships with key decision makers and influencers.
  • Attain the quarterly and annual segment and revenue target set by Travelport.
  • Perform regular territory analysis to qualify target accounts and quantify the new business opportunity keeping pipeline via CRM for forecasting.
  • Design and implement value and product demonstrations that address customer´s expectations and needs in tandem with Travelport resources.
  • Build commercial models for approval, develop proposals and contracts within regional guidelines and internal processes.
  • Move prospects through the sales cycle and close deals that align with the Region´s budget.
  • Oversee the execution of conversion team implementation activities.
  • Strategic utilization of resources - both human and financial, to win new business.
  • Serve as a consultant and liaise between various subject experts, both internal and external.
  • Prepare financial and business analysis.
  • Requires constant vigilance and awareness of competitive threats along with the need to constantly define and demonstrate the value proposition offered by Travelport.

Knowledge, Skills, Experience, Training, Education:
  • Senior sales/new business experience
  • Working cross-functionally across multi-cultural teams.
  • Executive engagement and exposure to working with c-level leaders.
  • Strong achievement against sales quota/targets.
  • Ability to value sell through identifying customer requirements.
  • Proven track record in a solution selling within high-tech and/or travel industry.
  • A high degree of commercial acumen and highly developed, proven business development skills.
  • Excellent customer management, having developed and & cultivated lasting relationships.
  • Proven customer engagement skills.
  • Self-starter with ability to apply initiative and make decisions around opportunity qualification.
  • Proven ability to engage influence and persuade the customer.
    • Ability to leverage cross functional resources.
  • Excellent and credible presentation skills.
    • Ability to take decisive action / make judgments even when the stakes are high for the individual/team and company.
    • Experience of working in a global matrixed organization ideally of similar size and revenue to Travelport or bigger.

Travelport is a worldwide travel retail platform. Our next-generation virtual marketplace connects travel buyers and travel sellers, that share our passion for delivering exceptional travel experiences.

Unconflicted and independent, we are re-inventing a simpler future for travel's complex ecosystem.

Our platform gives the industry the power to help people see the world. We make it simple for businesses like airlines, hotels, and car rental companies to connect to agencies and travelers, through personalized and engaging content.

We are a diverse and inclusive workforce, representative of the communities and customers we serve. We are socially responsible, and we give back to our communities.

We encourage our people to think differently and have the courage, confidence, and ambition to challenge what has been done before.

Travelport is on a mission to make Travel easier and more rewarding for everyone.

Our Agency Sales team work with travel agencies, travel management companies and major corporations. Their role is to help those businesses serve their customers as well as they can - offering the best content and the best experience for travelers. The more satisfied agency customers we have, the more attractive we will be to content providers such as airlines, railways, hotels, and car rental companies.

*Please note that if your application is progressed, you may be asked to complete a self-recorded video interview, at a time that works best for you. This is your chance to bring your skills & experience to life in your own words and style. Ensure you keep an eye on your junk folder just in case our invitation finds its way there.*

We are an equal opportunities employer and will consider all qualified applicants purely on their skills and abilities. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if needed.
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