The role of Business Development Manager is to obtain new business with customers with an overall objective of growing revenues. The role will focus on identifying, qualifying, driving and ultimately closing opportunities. This will demand the ability to develop high value 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: (Outline a list of the main accountabilities for the role)Pro-actively research, identify and target prospective business and new revenues opportunities through the use of an existing and growing network of relevant contacts in order to develop and maintain a new business sales plan within a market or account portfolio.Create and maintain a sales pipeline of qualified opportunities within the designated market or portfolio of account Convey the message that Travelport is a technology solutions provider, offering customer focused and cost effective value add solutions, mapping customer requirements to Travelport's products and servicesProactively engage with prospects or customers in order to fully understand their business needs and identify and create new business opportunities, developing a strong business relationships with key decision makers and influencersWork with the Sales Engineers and Solution Consultants as necessary to support the business development process to maximise 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 ordersWork with Account Management and Customer Success Managers ensuring that the handover of new accounts is carried out in an organised and effective mannerLiaise with other internal departments as required (e.g. Product, Sales Operations, Legal, Finance and Marketing) to ensure smooth running of all customer interactionsProvide accurate forecasts and reports on activity and sales performance as and when required by management Able to devise creative opportunities which will open the door for Travelport products and services i.e. utilising new/non-GDS products to create non-traditional revenues.Additional Responsibilities: Adherence to agreed profitability guidelines Escalation of exceptional discount requestsContribute competitor intelligence to the Marketing teamDevelop & participate in sales campaigns that identify and address customer business issues Ensure full compliance with all internal processes Any other duties that may reasonably be required
Knowledge, Skills, Experience, Training, Education:Professional Strong achievement against quotaAbility to value sell through identifying customer requirement and mapping to Travelport solutionsA high degree of commercial acumen and highly developed, proven business development skillsDemonstrates excellent account/relationship management, having developed and cultivated lasting customer relationshipsAbility to liaise with customers and prospects at all levelsProven customer engagement skillsProven track record in a solutions selling capacity within high-tech and/or travel industrySelf-starter with ability to apply initiative and make objective decisions around opportunity qualification Proven ability to engage influence and persuade the customerAbility to engage, influence, persuade, and leverage internal resources cross functionally and successfullyExcellent and credible presentation skillsCan demonstrate ability to plan 90-120 daysAbility to take decisive action / make judgments even when the stakes are high for the individual/team and companyExperience of working in an technology and /or travel related businessExperience of working in a global matrixed organization ideally of similar size and revenue to Travelport or biggerTechnical understanding of GDS functionality and Industry related work experience would be advantageous Operational Proficient in ensuring Oracle CRM is up to date at all timesConversant with Travelport's order submission process and pricing structuresSolid understanding of Travelport's Products, and services, continually developingknowledgeUnderstanding of and compliance with Legal terms & conditionsTakes ownership of understanding the Sales Incentive Plan (SIP)Develops and maintains knowledge of customer buying process
PersonalIs self-confident and self-aware with presence and credibility Approaches task with dynamism, drive and focusHolds self-accountable Excellent verbal and written communicationSelf-confident and self-aware with gravitas, presence and credibilityPredilection for continual self-developmentExcellent time managementPrior GDS knowledge would be advantageous
Context/Environment: Travelport has a matrix organisation structure. The individual has to be comfortable in and capable of working in such an environment.
The effective commercial management of distribution through the travel agency channels and the winning of new business are critical to success.
Key Measures (e.g., financial scope, budget and staff management responsibilities): Achievement of business results and personal targetsActivity levels (No. new accounts prospected/week/month)Win:Loss ratio of X:XCustomer Satisfaction (ie; Net-Promoter)Maintains current sales data in Oracle CRM, including progress/completion of sales stagesNumber of cold calls made Number of new customers signedStrong pipeline of qualified prospects
Working Relationship (e.g., external customers, suppliers; internal customers, staff managed):
Work comfortably at a senior level in prospective and existing customers
The prime working relations will be with the local market as well as EMEA headquarters in UK. Additional working relationships include effectively building relationships and liaising with key internal stakeholders within the Commercial Development and Operations, Product, Marketing, Finance and Legal organisations. Additionally the individual must be able to:
Effectively influence and work the internal structure to relay customer requirements and get assistance where appropriate in creating potential solutionsCollaborate with colleagues at all levels across Travelport and with third party organizations to contribute to growth and profitability of Travelport.
Interested? We'd love for you to get in touch!**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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