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9 months ago
Location: UK
Job type: Permanent
Category: Sales Executive Jobs
Reporting to the Director of Sales, EMEA, the ​Head of Sales - BENLUX, PL and ES - Getaways, will lead the sales teams in Benelux, Poland and Spain with responsibility for driving a culture of target overachievement through the implementation of innovative supply strategies and tactics the Head of Sales will be responsible for delivering regional supply targets based on geographic and category coverage goals established by the Head of Revenue Management. Their primary KPI will be the Gross Profit goals for supply, sold across Groupon’s EMEA points of Sale. They will evangelize our booking solution, driving the migration from ‘voucher’ deals and be ruthless in the drive for quality and customer experience.

What the role entails:

Executing team management strategies aimed at exceeding financial targets and KPIs at an overall ROE (Rest of Europe) and individual point of supply level

Setting clear ROE goals and alongside the Revenue Management function, providing direction to the broader team how to achieve their regional targets

Establish new business acquisition strategies to support coverage targets for supply, managing the allocation of regions to the sales teams and the accounts within those regions

Ownership and accountability for the maintenance and optimisation of quality merchants across EMEA, driving though process optimization and relationship management our merchant satisfaction scores

Ensuring we ruthlessly prioritize team efforts on our top merchants, based on Gross Profit performance per opportunity and Gross Profit per visit.

Presenting Groupon as the unique distribution channel for hotel rooms, overnight stays and packaged travel driving the adoption of booking deals across relevant merchants

Being a Groupon Getaways brand ambassador, working with the Director of Sales, EMEA to decide a cadence of trade shows and other merchant marketing initiatives to drive the positive perception of Groupon Getaways across EMEA

Managing quarterly and annual reviews of the travel business and identifying strategies for improvements across Groupon’s hotel portfolio

Work with Category Management teams to optimise revenues, coverage and quality of features on a weekly basis

Work with the Director of Sales to manage ROE based strategic accounts including existing hotel chain partners and airlines as well as developing new relationships directly

Via the revenue management function engage with marketing and merchandising to ensure the sales team delivers a pipeline of relevant inventory to support campaigns and initiatives

Analyse and benchmark team and deal performance, establishing clear KPI’s and monitoring through the Sales Operations function to optimise and increase quality of product

Roll out company processes, team initiatives and incentives, providing positive leadership through periods of change

Engage in face to face sales meetings with high value partners and to provide training for team members

Ensure that clear career progression and succession planning is in place, and with the support of HR/training develop internal training programs to drive excellence

Maintain close working relationships with regional counterparts sharing best practice and globally standardizing pitches, supply operational processes where possible.

What we need from you:

Proven track record in leadership within an OTA, wholesaler or Flash deal background

A minimum of 5 years’ experience as a Sales Manager is required

Proven experience in consistently over exceeding set targets is essential

Experience in winning and managing key regional travel accounts is essential

Strong working knowledge of hotel distribution technologies (direct connectivity, CRS, GDS, Channel Managers)

Strong commercial awareness and high attention to detail

Ability to coach, inspire and motivate

Organised and solution orientated

Drive for excellence, strong influencer and customer focused

Strategically and creatively think in a fast-paced changing environment

Strong problem solver and ability to analyse KPIs and trends

Ability to make effective decisions and cope with pressure

Ability to prioritise and work productively to meet deadlines

Excellent communication skills; written, spoken (over the phone and in person)

Business level English language competancy

Impeccable interpersonal and social skills, positive attitude, energetic approach and self-motivation

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