Business Development Manager

Contenu de l'offre Business Development Manager chez Travelport

Travelport (NYSE: TVPT) is the world’s only true Travel Commerce Platform providing distribution,
technology, payment and other solutions for the $7 trillion global travel and tourism industry.
We are redefining travel commerce and impact the day to day lifestyles of people and organization’s globally enabling the world to search, share, buy and sell travel. Come join us on our journey!

Travelport currently have a fantastic opportunity for a Business Development Manager to join our Agency Commerce business based in Paris, France.

Summary:
The role of Business Development Manager is to obtain new business with customers with an overall objective of growing revenues across France.
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 accounts
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 a strong business relationships with key decision makers and influencers
Work with the Account Manager 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 Sales Service, Account Management and Service Provisioning ensuring that the handover of new accounts is carried out in an organized 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. utilizing new/non-GDS products to create non-traditional revenues
Ensure that the expert support provided by the Technical Sales team is utilized effectively
Contribute competitor intelligence to the Marketing team
Develop & participate in sales campaigns that identify and address customer business issues
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

Knowledge, Skills, Experience & Training:
Professional :
Strong achievement against quota and targets
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; with contacts within industry
Ability to liaise with customers and prospects at all levels
Proven customer engagement skills
Proven track record in a solution selling within high-tech, technology and/or the 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 a 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
The individual must be comfortable in and capable of working in a matrix organization structure

Personal attributes:
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
Self-confident and self-aware with gravitas, presence and credibility
Predilection for continual self-development
Excellent time management
Prior GDS knowledge would be advantageous
Educated to degree level or equivalent work experience
Professional relevant qualifications desirable

Key Measures include:
Achievement of business results and personal targets
Activity levels (No. new accounts prospected/week/month)
Win: Loss ratio of X: X
Customer Satisfaction (i.e.; Net-Promoter)
Maintains current sales data in Oracle CRM, including progress/completion of sales stages
Strong pipeline of qualified prospects
What we are offering in addition to this exciting role, is a competitive salary and the opportunity to join an award winning, dynamic travel industry commerce leader.