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: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 services.Proactively engage with prospects or customers in order to fully understand their business needs and identify and create new business opportunities, developing strong business relationships with key decision makers and influencers.Work 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 orders.Work with Account Management and Customer Success Managers ensuring that the handover of new accounts is carried out in an organised and effective manner.Liaise with other internal departments as required (e.g. Product, Sales Operations, Legal, Finance and Marketing) to ensure smooth running of all customer interactions.Provide 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 requests.Contribute competitor intelligence to the Marketing team.Develop & 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 quota.Ability to value sell through identifying customer requirement and mapping to Travelport solutions.A high degree of commercial acumen and highly developed, proven business development skills.Demonstrates excellent account/relationship management, having developed and cultivated lasting customer relationships.Ability to liaise with customers and prospects at all levels.Proven customer engagement skills.Proven track record in a solutions selling capacity within high-tech and/or travel industry.Self-starter with ability to apply initiative and make objective decisions around opportunity qualification.Proven ability to engage influence and persuade the customer.Ability to engage, influence, persuade, and leverage internal resources cross functionally and successfully.Excellent and credible presentation skills.Can demonstrate ability to plan 90-120 days.Ability to take decisive action / make judgments even when the stakes are high for the individual/team and company.Experience of working in an technology and/or travel related business.Experience of working in a global matrixed organization ideally of similar size and revenue to Travelport or bigger.Technical understanding of GDS functionality and Industry related work experience would be advantageous.Operational Proficient in ensuring Oracle CRM is up to date at all times.Conversant with Travelport's order submission process and pricing structures.Solid understanding of Travelport's Products, and services, continually developing knowledge.Understanding of and compliance with Legal terms & conditions.Takes ownership of understanding the Sales Incentive Plan (SIP).Develops and maintains knowledge of customer buying process.Personal Is self-confident and self-aware with presence and credibility.Approaches task with dynamism, drive and focus.Holds self-accountable.Excellent verbal and written communication.Predilection for continual self-development.Excellent time management.Prior 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: Achievement of business results and personal targets.Activity levels (No. new accounts prospected/week/month).Win:Loss ratio of X:X.Customer Satisfaction (ie; Net-Promoter).Maintains current sales data in Oracle CRM, including progress/completion of sales stages.Number of cold calls made.Number of new customers signed.Strong pipeline of qualified prospects.Working Relationship: 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.
Effectively influence and work the internal structure to relay customer requirements and get assistance where appropriate in creating potential solutions.Collaborate 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.
#J-18808-Ljbffr
