Inside Sales ManagerInside Sales Manager
Job ID #: 23563
Company: Egencia
Location: AUSTRALIA - Sydney
Functional Area: Sales
Employment Type: Full-Time Regular
Education Required: Bachelors
Experience Required: 3-5 Years
Relocation Provided: No
Position Description
Position Overview:
Job Mission:
To manage the Inside Sales Executive team and identify new business opportunities with potential SME and Corporate clients within the AUSTRALIAN market. To generate interest and secure a meeting with a member of the prospect Senior management team responsible for travel budget/program related matters.
To drive pre-implementation process and support Implementation, Account Management and Customer Service teams following new customer acquisition.
Key Areas Of Responsibility:
Manage the sales team to ensure that targets are achieved.
Review, create, and implement incentives to drive behaviours of team members.
Report on sales activity compared to targets.
Manage online tools used for acquisition, retention, and marketing.
Development and implement processes.
Provide new user and follow-up training including creation of new user guides.
Instill best practice in lead sourcing and generation, and business development tools.
Source new client opportunities either via a sales database, incoming lead, or other self generated methods and then successfully sell the value proposition of the Egencia suite of products and services
Maintain an updated sales pipeline through automated sales management tools as provided by Egencia.
Work closely with field sales representatives to ensure high closure rates
To book new prospect meetings and demonstrations for field sales team
Build relationships with corporate associations and business groups in on-selling Egencia corporate travel management services
Build internal relationships with Egencia and Expedia business operations throughout the globe to leverage existing client introductions locally.
Participate in Egencia tradeshow and event campaigns
Collaborate with Marketing, Business Development and IT throughout the Egencia network to identify new prospect leads.
Additional responsibilities may include delivering initial solution demonstrations and account manage small clients until the size or profile of the account can be moved to another area of responsibility
Success Criteria:
Can start and build a client relationship culminating in a new prospect sales meeting
Can search client opportunities through a variety of media sources
Can navigate a prospective client''s organisation to build contacts with the right decision makers and influencers
Is driven by a strong desire to earn more money from winning
Consistently meet and exceed quarterly quota''s for assigned KPI’s
Assist in implementation of new client wins
Profile:
Must have experience with managing and motivating Inside Sales teams.
Instill best practice in lead sourcing and generation and business development tools
Proven experience of meetings booking and business development for a solution based product
Ability to ‘cold call’ on the telephone
Excellent telephone communication skills
Ability to sell via webex demonstrations and over the telephone.
Experience of working in a pressurised environment
Ability to demonstrate excellent selling and strong negotiation skills
Good listening skills with the ability to interpret the customers’ needs
Able to work autonomously
Attention to detail
Tenacious and persistent
A strong desire to win
Attention to detail
Have proven knowledge of Salesforce CRM, Excel, Word, PowerPoint and databases
A good knowledge of the corporate travel industry (desired but not essential)
Strong commitment to the service of Egencia customers
Flexible to adapt working style and hours to the changes in work volume
Tech-savvy with ability to communicate technical product features effectively.
Knowledge of travel industry preferred but not required, previous experience with travel technology products desired.
2+ years of experience in corporate sales.
Previous experience selling software packages or technical services to the small sized business market.
Critical Competencies:
Relationship building: Builds effective relationships through positive communication that motivates and influences others. Is an honest, trustworthy, valued team member and actively involved in achieving team objectives. Strong verbal communication skills. Strong written communication skills, able to succinctly create documents in Word, Excel and Powerpoint that are customer, partner and internal stakeholder ready
Innovation: Embraces creativity, innovation and is open to new ideas Innovates to improve current working practices / products / technologies to provide business opportunities and results
Customer Focus: Passionately meets or exceeds customer expectations. Enters the customer’s world through listening and understanding. Nurtures relationships by recognizing and delivering on customer needs and opinions.
Business Management: Produces outstanding results both professionally and personally by effective management of business processes. Effectively plans, budgets, tracks and evaluates performance of his/her business area.
Goal setting / short term planning: Achieves results by setting goals using quality planning, analysis and decision making. Adapts and copes successfully with changing circumstances. Outstanding time-management skills
Problem solving: Takes initiative to identify current and potential problems and determines the best solution. Involves and/or manages the people and resources required. Ability to engage in joint problem solving. The successful candidate will be able to lead problem solving themselves and engage in constructive and rich joint problem solving sessions with the rest of the Asia Pacific Team and sales teams across Egencia
Managing Complexity: Is able to work effectively in a highly complex, diverse, changing environment. Adapts well to and is energized by change whilst maintaining focus on key business goals and personal objectives. Adaptable to changes in business operations and accommodating changes
Personal Effectiveness: Produces outstanding results both professionally and personally by being proactive and committed. Continually focuses on achieving positive results contributing to Egencia’s business success. The successful candidate will be open to feedback
About Expedia, Inc.
Expedia, Inc. is the world’s leading online travel company, empowering business and leisure travellers with the tools and information they need to easily research, plan, book and experience travel. Expedia, Inc. also provides in-destination concierge service and activity desks for travellers. The Expedia, Inc. portfolio of brands includes: ®, ®, Hotwire®, Egencia™, TripAdvisor®, Expedia Local Expert™, Classic Vacations® and eLong™. Expedia, Inc.’s companies operate more than 50 global points of sale with sites in North America, South America, Latin America, Europe, Middle East, Africa and Asia Pacific. Expedia, Inc. is a component of the S&P 500 index. For more information, visit (NASDAQ: EXPE).
|
