1. Main Accountabilities: (Outline a list of the main accountabilities for the role)
2. 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.
3. Create and maintain a sales pipeline of qualified opportunities within the designated market or portfolio of account
4. 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
5. 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
6. 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
7. Work with Account Management and Customer Success Managers ensuring that the handover of new accounts is carried out in an organised and effective manner
8. Liaise with other internal departments as required (. Product, Sales Operations, Legal, Finance and Marketing) to ensure smooth running of all customer interactions
9. Provide accurate forecasts and reports on activity and sales performance as and when required by management
10. Able to devise creative opportunities which will open the door for Travelport products and services. utilising new/non-GDS products to create non-traditional revenues.
Additional Responsibilities:
11. Adherence to agreed profitability guidelines
12. Escalation of exceptional discount requests
13. Contribute competitor intelligence to the Marketing team
14. Develop & participate in sales campaigns that identify and address customer business issues
15. Ensure full compliance with all internal processes
16. Any other duties that may reasonably be required
17. Knowledge, Skills, Experience, Training, Education:
Professional
18. Strong achievement against quota
19. Ability to value sell through identifying customer requirement and mapping to Travelport solutions
20. A high degree of commercial acumen and highly developed, proven business development skills
21. Demonstrates excellent account/relationship management, having developed and cultivated lasting customer relationships
22. Ability to liaise with customers and prospects at all levels
23. Proven customer engagement skills
24. Proven track record in a solutions selling capacity within high-tech and/or travel industry
25. Self-starter with ability to apply initiative and make objective decisions around opportunity qualification
26. Proven ability to engage influence and persuade the customer
27. Ability to engage, influence, persuade, and leverage internal resources cross functionally and successfully
28. Excellent and credible presentation skills
29. Can demonstrate ability to plan 90-120 days
30. Ability to take decisive action / make judgments even when the stakes are high for the individual/team and company
31. Experience of working in an technology and /or travel related business
32. Experience of working in a global matrixed organization ideally of similar size and revenue to Travelport or bigger
33. Technical understanding of GDS functionality and Industry related work experience would be advantageous
Operational
34. Proficient in ensuring Oracle CRM is up to date at all times
35. Conversant with Travelport’s order submission process and pricing structures
36. Solid understanding of Travelport’s Products, and services, continually developingknowledge
37. Understanding of and compliance with Legal terms & conditions
38. Takes ownership of understanding the Sales Incentive Plan (SIP)
39. Develops and maintains knowledge of customer buying process
Personal
40. Is self-confident and self-aware with presence and credibility
41. Approaches task with dynamism, drive and focus
42. Holds self-accountable
43. Excellent verbal and written communication
44. Self-confident and self-aware with gravitas, presence and credibility
45. Predilection for continual self-development
46. Excellent time management
47. 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 (., financial scope, budget and staff management responsibilities) :
48. Achievement of business results and personal targets
49. Activity levels (No. new accounts prospected/week/month)
50. Win:Loss ratio of X:X
51. Customer Satisfaction (ie; Net-Promoter)
52. Maintains current sales data in Oracle CRM, including progress/completion of sales stages
53. Number of cold calls made
54. Number of new customers signed
55. Strong pipeline of qualified prospects
Working Relationship (., external customers, suppliers; internal customers, staff managed) :
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. Additionally the individual must be able to:
56. Effectively influence and work the internal structure to relay customer requirements and get assistance where appropriate in creating potential solutions
57. Collaborate with colleagues at all levels across Travelport and with third party organizations to contribute to growth and profitability of Travelport.