VP Sales - US

BridgeStreet Global Hospitality
Reston, VA
Sep 14, 2018
Sep 17, 2018
Full Time
With more than 120,000 accommodations in over 91 countries, BridgeStreet Global Hospitality is the leading hospitality solution. Powered by OTA technology, BridgeStreet.com is built for business travellers and gives serviced apartment and home operators access to extensive global reach bookable in real-time along with built-in demand from BridgeStreet's 5000+ client portfolio and 100+ global sales team. Widely recognized for uncompromising standards of quality, comfort and service, BridgeStreet Global Hospitality is a renowned award winner in both the Americas and EMEA (Europe, the Middle East and Africa). Reports to: Senior Vice President of Revenue generation (who's management style is extremely supportive and transparent, he does not wish to micro manage this role but would like the successful candidate to"own the role and region". He likes to identify barriers to success and knock them down together quickly. Experience requirements: 10 years of exceptional sale experience preferably in a solution based sales organization with a minimum of 5 years of leading a sales team. Corporate housing, hotel, or other service related industry experience preferred. Previous experience training, managing, and developing a sales force in multiple locations is required Position overview: The VP of Sales of Sales will act as a sales leader to ensure revenue growth in their region. The VP of Sales will mentor, develop, manage and motivate local Sales Managers to perform to their highest level by using the solutions sales process and techniques set forth by BridgeStreet. The VP of Sales is responsible for helping the regional sales team to identify prospective clients, develop client relationships, close sales, and maintain client relations at the highest levels. The VP of Sales will manage the Global Sales Team to aid in establishing local clients that could become Global clients and Global clients that could generate local business. The VP of Sales will be in constant communication with BridgeStreet markets and corporate-leadership to ensure productivity, sales pipeline, and sales goals are on targets. The position requires an individual who can convey an image of confidence in themselves, value in our company, and leadership to others. Responsibilities: Generating Business (Market leaders and local Sales Managers) Responsible for all revenue in each market including B to B and B to C Follow and ensure their team adheres to BridgeStreet's sales process and procedure Work closely with Sales Managers to achieve the highest levels of success and goal achievement Implementation and monitoring of'Micro Strategies' Work with Sales Managers to develop strategies to take advantage of current vertical markets and recognise new and upcoming vertical markets Liaise with Global Sales to enhance our'Global goes Local and Local goes Global sales process' Training and development of local Sales Managers in their region Ensure Sales Managers achieve sales metric requirements Work with Sales Managers to clearly identify additional business opportunities in current and potential clients Network and participate in local professional organizations within key industries specific to the assigned territory. Recognize and implement cross-selling opportunities between local offices and regions Generate Cross-sell business outside local markets to support the BridgeStreet system and function as a total resource for the local client base Work with the Marketing Departments to help create and develop appropriate sales presentation collateral Coordinate and assist markets in your region with general sales activities including: trade shows, advertising, public relations and others as directed Reporting Develop weekly and quarterly sales plans and action steps for you and your Sales Team Present weekly updates to SVP Revenue in an organized report Review weekly Landslide (migrating to Microsoft Dynamics 365) reports with Sales Managers in one on one meetings Review monthly Sales Manager productivity goals and revenue goals with Sales Managers to ensure success Work with the Sales Operations Analyst to ensure Landslide (migrating to Microsoft Dynamics 365) is updated on-time Work with the Business Analyst to design regional reports for presentation to BridgeStreet leadership Administration Assist the General Manager to work within, and develop, the Sales Department annual budget Ensure that each Sales Manager is adhering to their monthly scorecard requirements Take part in weekly sales meeting, following sales meeting agenda guidelines Responsible for running all sales meeting and corporate sales initiatives for local markets Actively participate in the following: Hiring and Interview process for all new Sales Manager Candidates Sales Account Plans Coaching, Counseling, Training, and Developing Sales Managers Termination of any Sales Manager Annual Reviews- recommendations to the market leaders Forecasting, metrics, numbers and pipeline Make recommendations on apartments on apartment inventory for existing and pending sales Maintain area map complete with inventory and client locations noted for making recommendations on apartment locations and new markets Work designated territory for the local sales team Participate in apartment pricing issues and decisions Specific Job Knowledge, Skills and Ability Requirements Confidence, enthusiasm and a strong dedication to the job and company Customer focused approach to problem solving and resolution skills Strong innovation and experimentation skills Knowledge of travel and or relocation industry The ability understand current market trends and economic factors Extensive skill in development and delivery of sales presentations Ability to access, understand and accurately input information using Microsoft WORD, Outlook, Access, PowerPoint and Tasks manager systems Ability to read, listen and communicate effectively in English, both verbally and written Previous experience using Sales Automation Software for tracking sales and account activity Proven success in a Customer focused and solutions based sales environment Previous experience calling on upper management level clients through phone and in- person sales presentations Exceptional sales management skills Exceptional negotiation and closing skills Prefer experience selling up the value chain to Human Resources, travel, C-level and multi-channel decision makers Prefer experience managing and directing REF's Prefer experience selling business to business and business to consumer Prefer experience leading and managing a sales team accomplishing personal sales goals Ability to manage multiple markets and projects simultaneously Education Bachelor's Degree from an accredited college or university equivalent experience preferred Formal sales management and/or negotiation training is preferred Travel (approx.) 30% Number of Employees supervised (approx.) 12 - 15 Location: The candidate should live within an easy commutable distance to the Home Office in Reston, VA

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