UpsellGuru
Business Development Manager
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UpsellGuru is a leading hospitality tech company specializing in innovative hotel upselling software. We are on a mission to transform the hotel industry by providing cutting-edge solutions that enhance guest experiences and boost hotel revenues.
If you are passionate about technology, hospitality, and driving meaningful change, we invite you to join our dynamic team. As we expand our global reach, we are currently seeking a talented individual to fill the position of Business Development Manager.
Job Summary:
In this B2B commercial role your skills as a "hunter" will have you motivated to uncover and win new business opportunities. Within a defined geography, you will create and continuously grow a sales pipeline. Moving through the sales cycle effectively and efficiently to meet and exceed your sales goals.
Outside of business generated leads, you will leverage your market relationships and business networks to drive growth. Working effectively within industry bodies, as either a member or attendee, and actively participating in events that lift UpsellGuru and your profile to further support sales growth, brand awareness and positioning.
Regular travel within your geography is considered essential to achieve success.
A consultative sales approach, multi level and multi discipline relationships, a solid understanding of financial metrics linking investment principals, ROI and profit flow through combined with self motivation, a strong capacity to work independently and drive to be successful will be essential.
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Key Responsibilities:
- Own your markets and aggressively grow the number of Partners
- Proactively seek new opportunities to sell all UpsellGuru products, including Pre, On and In Stay solutions and any future products
- Prospecting to identify potential targets using a variety of prospecting efforts, including, but not limited to: internet research, LinkedIn, in market hotel site visits, target lists from STR and the like, attending and presenting at networking events and tradeshows, etc
- Cold call targets and engage qualified prospects, by developing relationships with the Decision Making Stakeholders
- Manage the sale to conversion, aligning multiple stakeholders on the value of UpsellGuru
- Build relationships with hotel chain, management company and ownership group regional stakeholders to support market development
- Analyze and qualify hotel performance data to develop a compelling business case, and present the revenue potential & return on investment to Hotel and Corporate stakeholders
- Assess Sales Probability and develop accurate revenue forecasts
- Develop and implement annual territory sales plan to support company sales planning and budgeting process
- Build strong relationships within the hospitality industry, build and enhance the UpsellGuru brand and position UpsellGuru as a leader in the industry through active participation in industry tradeshows and networking events
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Required Skills:
- At least 5 years of experience carrying a quota in a direct sales capacity, preferably in a SaaS hospitality technology vendor capacity, with experience of managing a complex multi-level sale
- Experience of developing a strong sales funnel through targeted prospecting, comfortable in developing and establishing new business relationships and in generating own pipeline
- Strong analytical and numeracy skills, and ability to develop and present a business case
- Strong presentation, influencing and negotiation skills
- Proven track record of successful sales achievements in new sales acquisition, pipeline building and self-prospecting
- Strong relationships in the industry and ability to secure meetings with key decision makers
- Self-motivated and able to work remotely
- Fluency in spoken and written English. Other languages a plus.
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