At OTA Insight, we're helping the hospitality industry with our BI solution to visualise and leverage its data in the most simple way so that they can optimise their revenue, distribution and marketing decisions. Last year was our 10 year anniversary and it was a big one! We raised a series B funding and have welcomed two companies to our organisation. With 470+ people, representing 36 nationalities living in 30 different countries, we are a fun, collaborative and committed team that works hard to achieve amazing results. Ready to take off and join this rocketship in revolutionising the hotel sector?
Introduction We are expanding internationally and are looking for a Regional Manager of Sales - EMEA . This individual will be based preferably out of our Ghent/Madrid/London office, or remote. This individual will report to the EMEA Commercial Director. You'll play an important role in the expansion of OTA Insight in the EMEA region. You will be involved in developing the strategy for the region and execute on this plan. As this is an experienced position with high visibility, you will be given a great deal of autonomy to organise your own diary.
Commercial Responsibilities Manage a team to 100% quota attainment for the assigned territory.
Develop a best in class sales organisation and get the team of reps to maximise sales revenue by working closely with them on demand creation activities, increase amount of funnel necessary to sustain success, deal execution and closing of key opportunities.
Assist the team by demonstrating own market knowledge and product expertise on demos with partners or prospects and join various calls with external parties.
Measure and manage key business KPIs (OKRs) and ensure that reps are able to clearly understand the definition of success.
Run various team calls (for example weekly forecast call) and other internal calls to ensure team alignment and clear expectations.
Identify missing or out-dated processes that need to be developed or redesigned, and create best practices to improve sales process by working closely with Sales Operations to make it easier for reps to sell.
Work closely with field marketing and corporate marketing to ensure a strong communication and collaboration between the two teams to maximise the performance of the lead funnel.
Work in other lines of business (marketing, product, sales operations, customer success, service delivery) to ensure the smooth sales processes, long term success of our customers, maintaining a high retention rate.
Strategic alignment on annual planning cycle and develop plans to ensure sales growth.
People Management Responsibilities Work with our in-house talent acquisition members to recruit, hire and train new team members.
Foster your team's growth through development planning, performance management, collaborative work, real-time feedback and coaching that promotes individual success and long term retention.
Be able to effectively and objectively implement performance improvement plans and ensure that reps have a clear understanding of their performance.
Focus on weekly one-on-ones that help sales reps develop in all areas of sales success and personal growth.
Work closely with Sales Operations and Sales Enablement Manager to identify slow ramping or low performing reps and develop individual plans to improve performance.
Be a culture carrier, understand and promote the values that have made OTA Insight a long term success and ensure that they exhibit them as they work with prospects and customers.
Be a motivator, making sure your attitude reflects positivity and perseverance so you can lead by example.
Requirements 2+ years as a manager of sales of 5+ sales reps (setting targets and helping your team attain quota).
You've been a sales rep yourself in the past (selling to the hospitality and SaaS industry is a great plus!) and have therefore a proven track record of achieving sales quota.
Proven experience with SalesForce, or other CRM systems and related sales tools.
Excellent analytical, problem solving and troubleshooting skills.
Strong overall business skills including planning, presentation skills.
Excellent communication skills, including the ability to teach, coach, mentor and motivate individual reps to go the extra mile.
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