Director of Business Development, Business Intelligence and GDS

Director of Field Marketing, Business Intelligence and Travel Agent Media

This individual is responsible for strengthening and reinforcing Business Intelligence and Travel Agent Media (GDS) expertise across TravelClick’s Americas sales force, and working closely with sellers to close new customer opportunities.  This employee will be part of the product management team but interact heavily with the sales organization, sales leadership and executive leadership.

Employee will be measured by total sales and revenue generated for Business Intelligence and Travel Agent Media (GDS) products versus goal, as well as by the percentage of sales people hitting their targets, and will be eligible for variable compensation and bonus based on performance. 

Primary Responsibilities:

·         Act as both a megaphone and a filter to ensure communication between product and the sales force.  Consistently and concisely distribute information to the sales force relating to pricing, administration, value proposition changes and modifications, and competitive analysis.  Capture and elevate feedback from the field, such as new competitive threats, specialized market needs, client response to value proposition, etc. to the product team.

·         Build confidence and expertise amongst our sales force in Business Intelligence and Travel Agent Media (GDS) products by becoming the “product expert” they can turn to for questions and advice.  Spend time in field with prospects and sale people.  Demonstrate successful selling techniques, identify, define and share best practices, help to develop and conduct best practice & web education training, and work one-on-one with Seller to ensure confidence & expertise.

·         Track individual and regional performance against goal, and actively engage sellers to meet and exceed targets.  Actively engage sales leadership and work to support identified needs such as pipeline building and target list creation.

·         Participate in large customer engagements to win and retain Business Intelligence and Travel Agent Media (GDS) business by acting as expert and pulling together products into a cohesive strategy.

Primary Requirements:

·         Demonstrated success driving sales of a product through a business-to-business sales force organization is required.   Ideally in a product marketing role.

·         7-12 years experience required.

·         Hospitality Experience, notably in a sales/marketing or revenue management functions, ideally at the corporate or management company level or at a Travel technology company, is greatly preferred.

·         Strong communication and client skills required, especially understanding how to identify client needs and present compelling solutions and how to teach a sales force to simplify and position products to close sales. 

·         Strong project management and organizational skills also required and high personally accountability, resilience and drive.

·         Experience supporting clients and sales people across North America strongly preferred.

·         Fluency in Spanish is a strong plus.