Sales Manager Large Market (m/w)
Full Time
Deutschland
Posted
Job description
Key Responsibilities
Leading and Managing the Sales Process
- Identify and qualify prospective clients in the targeted segment
- Build and manage a robust sales pipeline covering short, medium and long-term opportunities
- Develop multi-level business relationships with each prospect to understand travel objectives and strategy, adjusting style to engage with all levels of decision makers and influencers
- Develop and document an in-depth understanding of prospect needs and pain-points in advance of formal Request for Proposal
- Create and articulate innovative and creative solutions that address needs for each respective sales opportunity
- Engage GBT SME’s and Executives as appropriate to support sales success
- Lead the end to end sales process through to deal closure including development of win strategy, pricing and gaining executive approval per GBT policy
- Negotiate pricing, contracts and service level agreements for each opportunity
Driving Sales Performance
- Achieve volume, revenue and contribution targets in line with GBT goals and policies in addition to achieving other sales objectives that may change from time to time
- Meet non-financial objectives: e.g. communication, CRM updates, Client Due Diligence, SOW completion, team-working and sharing best practice
- Contribute to the improvement of GBT profitability through selling additional revenue making opportunities in addition to core transactional deal e.g. Consulting
- Facilitate successful handover to implementation team following won deal closure
Networking and Relationships
- Able to motivate self and others
- Actively network across own and prospective client industries
- Act as a positive role model for GBT in all forums, internally and externally
- Build effective and long term relationships across all areas of GBT
- Meet all deadlines and deliverables (self and stakeholders) in line with expectations
Key Qualifications:
Sales Behaviours
- A solution architect with commerciality; a creative problem solver able to see patterns, needs and solutions not obvious to others, always seeing ways through; Able to gain a deep understanding of prospective client’s business/industry drivers and gain a practical understanding of what is important to the prospect and create solutions accordingly. Excellent business acumen for aligning the right prospects to the GBT Value Proposition
- A team orchestrator; A skilled project & stakeholder manager, aligns the business around the goal/prospective client’s needs, removes obstacles achieving their objectives, ‘gets it done’. The Ability to identify and mobilise the resources required within GBT and the prospective client’s organisation to put together a solution or make a project a success and close the deal. Manages internal relations successfully.
- Driven to win. Eager to take on new challenges and energised by winning; always striving towards taking the next hurdle and achieving the next goal with a strong drive to closure; Positive can do attitude; constantly looking for ways to overcome challenges on the way; Perseveres in achieving targets even in the face of adversity. Ability to lead self and others.
- Trusted Advisor; Strong relationship builder with personal insight – Establishes and maintains relationships to the level of trusted advisor. Expert communicator & influencer – emotionally intelligent, adapts to different situations
- An engaging optimist; Charismatic, tenacious, resilient, passionate, engaging & ambitious both for yourself and the Company
Skills and Competencies
- Sales Skills - Being a leading seller; highly persuasive; influential; constantly striving to add value for prospects. Experienced in strategic B2B sales, selling to Blue Chip companies and a proven track-record in sales environment
- Customer Focus - Driving & leading sales initiatives: approaching sales form a strategic perspective. Effective communicator
- Business Knowledge - Having an in-depth knowledge and understanding of how all aspects of the business work; a strong knowledge of key issues and their impact on the strategic direction of prospects. Experience of selling to Blue Chip companies
- Interpersonal Skills - Building relationships at senior levels: possessing dynamic qualities; projecting passion and inspiring confidence throughout the business.
- Planning & Organising - Comprehensive planning skills; identifying potential difficulties and drawing up appropriate contingency plans;
- Problem Solving & Decision Making - Having the confidence to make business decisions and see them through; approaching difficult issues as a challenge; confidently initiating solutions
- Team working - Developing and promoting relationships across business streams; engendering an environment in which GBT executives contribute to strategic activity and support strong results
- Presenting Skills- Presenting confidently to senior teams inside and outside the organisation; using a range of presentation styles to engage a senior audience
- Negotiation Skills - Supporting negotiation situations; developing and deploying the required key interpersonal skills; good planning and preparation.
- International thinker - Embraces a global mindset. Adapts behaviour and decision making to the realities of the global marketplace and doesn’t expect each market to fit within their home market experience of how things are done.
Location
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