Global Sales Manager
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POST DATE 9/7/2016
END DATE 11/15/2016
Bridgestreet Global Hospitality
JOB DESCRIPTIONRequisition Number
Global Sales Manager
BridgeStreet is a leading global hospitality company, providing an alternative to standard hotel accommodations with more than 50,000 apartments in over 60 countries. BridgeStreet's furnished residences, serviced apartments and suites are strategically situated in key metropolitan locales ideal for business and pleasure, combining the luxuries of spacious apartment living with the benefits of hotel amenities.
With nightly and extended stay options, BridgeStreet offers accommodation solutions for temporary assignments, relocation, and training, as well as leisure travel. Widely recognized for uncompromising standards of quality, comfort and service, BridgeStreet is a renowned award winner in both the Americas and EMEA.
Experience Requirements: A minimum of 5 years of exceptional sales/marketing experience and/or sales management success of a product or service. Corporate housing, hotel, or other service related industry experience preferred and a solutions based approach selling is required. Previous experience selling to the C-Suite in fortune 500/1000 companies and focusing on the Insurance Market is key!
The Global Sales Manager position will oversee all business development activities within the various named global accounts. They will head business development and will be responsible for creating and implementing a strategy aligned with current global sales initiatives based on current and future growth plans. This is a senior sales position and will manage and perform to their highest level by using the techniques and guidelines set forth in the BridgeStreet global sales process.
1. Achieve target percentage of new revenue growth year over year within the global business segment.
2. Generating Business
Core Markets and Global Locations
Identify key decision makers for extended-stay travel
Generate leads through cold calling on the telephone, person-to-person meetings and networking with prospective and actual clients
Work with prospective and current clients selling vertically within each industry and business segment to identify additional business opportunities within their companies
Network and participate in local professional organizations within key industries specific to the assigned region and verticals. Familiarity with organizations such as ERC and SHRM is a plus.
In-person follow up on leads received through general referrals, cross-selling, advertisements and inquiries
Tour prospective key decision makers through apartment communities as necessary
Coordinate and assist in general sales activities, including trade shows, advertising, public relations and others as directed
Generate cross-sold business outside the local market to support the BridgeStreet system and function as a total resource
Attend a minimum of required appointments and generate a minimum number of prospecting phone calls as required by sales leadership
Provide details on their weekly activities using CRM
Ability to develop and leverage internal resources and relationships to close business.
Develop monthly and quarterly account plans and action steps for Top 25 accounts
Review monthly sales goals, revenue numbers and work with VP of Global Sales to achieve their established target
Ensure sales system/ CRM ( Landslide ) is updated in a real-time fashion with client information
4. Additional responsibilities and expectations
Work within their budget
Responsible for all client meeting initiatives
Lead all global sales initiatives for their named accounts
Develop annual sales plans and reviews
Participate in apartment pricing issues and decisions
Develop and implement plans to achieve those goals
Develop and implement a strategy to develop sales for US and offshore sites
Develop strong personal relationships with global customers
Establish and maintain routine weekly contact with target customers
Establish new contacts and new opportunities with a list of global prospects
Contact Global target customers, make initial contact and secure RFP s
Compile, distribute and implement best selling practices based on vertical opportunities
Prepare business presentations as needed and tailored to target companies
Collaborate Regional Director, Sales to design and present custom presentations and reports
Communicate trends on intelligence and formulate marketing strategies based on that analysis
Work to establish strategic business development plans, location needs, and sales strategies.
Specific Job Knowledge, Skills and Ability Requirements:
1.Successful new business development history ( hunter ) across multiple market segments, preferably in the hospitality, finance, insurance, relocation, consulting, energy or telecommunications.
2.The ability to call on upper management level clients through phone and in-person sales presentations
3.The ability meeting sales goals and action plans and success achieving those goals.
4.The ability to manage major accounts and global business.
5.The ability to sell contracted services and global business.
6.The ability to demonstrate a customer focused approach to problem solving and resolution skills.
7.Strong innovation and experimentation skills.
8.Current knowledge of travel and or relocation industry, current market trends and economic factors
9.Extensive skill in development and delivery of sales presentations (Power Point)
10.Ability to access, understand and accurately input information using Microsoft WORD, Outlook, Access. PowerPoint, CRM (Landslide) and tasks manager systems
11.The ability to read, listen and communicate effectively in English, both verbally and written
12.The ability to use Sales Automation Software for tracking sales and account activity
13.Proven success in a customer focused sales environment
14.Solution based sales approach to a longer sales cycle.
15.Selling vertical markets
16.Confidence, enthusiasm and a strong dedication to the job and company
1. Bachelors of Science or Bachelors of Arts is highly preferred.
2. Formal negotiation or presentation training is ideal
Travel (approx.): Local and Regional travel required as needed 50%
Number of Employees supervised (approx): 0
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