Regional Sales Manager, Lighthouse
Business Intelligence EMEA, Team Lead
Hotel revenue management solution
Open for applications
Hotel revenue management solution
501-1000 employees
Open for applications
501-1000 employees
Company mission
To help the hospitality industry visualise and leverage data for business success.
Role
Who you are
- 5+ years as a sales manager of at least 6 reps (AE/BDM)
- Leadership skills that motivate reps to go the extra mile for you
- Proven experience in working in international environment
- Successful track record of achieving quota as a sales rep
- Successful track record of target setting and helping a team of reps attain quota
- Proven experience with SalesForce, or other CRM systems and related sales tools
- Excellent analytical, problem solving and troubleshooting skills
- Strong overall business and people skills, including planning, presentation skills, sales skills
- Excellent communication skills, including the ability to teach, coach, mentor and motivate individual reps and with others in the company
- Selling to the hospitality and SaaS industry is a strong plus
- You are fluent in English
What the job involves
- At Lighthouse, the Regional Sales Manager - Business Intelligence takes action to build and inspire a team of Business Development Managers (Account Executives)
- They will partner closely with Sales Leadership to develop and execute winning sales strategies, set team wide goals, and work towards team and individual quota attainment
- As we continue to grow our team, we are looking for a leader available for a hybrid in-office presence in our Madrid or Barcelona office
- As a Regional Sales Manager, you are primarily responsible for managing a team of about 7 reps who are able to consistently achieve quota
- You'll develop a best in class sales organisation and get the team of reps to maximize sales revenue and meet or exceed set target
- Develop specific plans with the reps to ensure sales growth both long and short-term
- Work closely with reps on deal execution and assist with the closing of key opportunities
- Assist the team by demonstrating own market knowledge and product expertise on demos with partners or prospects and join various calls with external parties
- Ensure that reps clearly understand the amount of funnel necessary to sustain success and work closely with reps on demand creation activities
- Measure and manage key business KPIs and ensure that reps are able to clearly understand the definition of success
- Run various team calls and other internal calls to ensure team alignment and clear expectations
- Run weekly forecast calls that allow for an accurate monthly and quarterly sales forecast
- In absence of Head of Sales for the region, liaise with the sales reps on specific pricing of customised deals by market
- Identify missing or out-dated processes that need to be developed or redesigned, and create best best practices to improve sales process by working closely with Sales Operations to make it easier for reps to sell
- Work closely with field marketing and corporate marketing to ensure a strong communication and collaboration between the two teams to maximize the performance of the lead funnel
- Work in other lines of business (marketing, product, sales operations, customer success, service delivery) to ensure the smooth sales processes, long term success of our customers, maintaining a high retention rate
- Work with our in-house talent acquisition manager to recruit, hire, and train new team members
- Foster your team’s growth through development planning, performance management, collaborative work, and real-time feedback and coaching that promotes individual success and long term retention
- Focus on weekly one-on-ones that help sales reps develop in all areas of sales success and personal growth
- Work closely with Sales Operations and Sales Enablement Manager to identify slow ramping or low performing reps and develop individual plans to improve performance
- Be a culture carrier and understand and promote the values that have made Lighthouse a long term success
- Be a motivator, ensure that reps have a clear understanding of our vision, mission and values and that they exhibit them as they work with prospects and customers
- Be able to effectively and objectively implement performance improvement plans and ensure that reps have a clear understanding of their performance
- As a large department with various roles, our team offers many opportunities for growth and career development
- Our team works closely with customers, (including hotels, chains, STR and more) to help them achieve their revenue goals
- As a member of our team, you'll have the opportunity to work with a dynamic group of professionals, learn from experienced leaders, and contribute to the success of our organization
- With a mission to expand our market share in EMEA, we focus on both mature and growth markets, constantly seeking out new opportunities to expand our territory
- Our team of 36 people is made up of talented and driven individuals from diverse backgrounds, all working together to drive revenue growth and achieve our goals
Our take
Lighthouse, formerly OTA Insight, is a cloud-based data intelligence platform for the hospitality industry. It provides hoteliers with a suite of revenue management solutions that empower them to make smarter revenue and distribution decisions. With live updates, 24/7 support from its customer success team, and a highly intuitive and customisable dashboard, the Lighthouse platform integrates with other industry tools including hotel property management systems, leading revenue management systems and data benchmarking providers.
Lighthouse's team of international experts are based all over the world, including the UK, US, France, Germany, Belgium, Spain, Italy, Brazil, Mexico, Singapore, Australia, India and Greece. The company supports more than 70,000 properties in 185 countries.
The company has focused on accelerating its expansion across all regions, with a particular focus on the Americas, where it has seen an incredible recovery. OTA has also expanded its suite of products with the release of Insight+ and by launching its Business Intelligence products in EMEA.
Steph
Company Specialist at Welcome to the Jungle
Insights
38% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Nov 2024
$370m
SERIES C
Nov 2021
$80m
SERIES B
Total funding: $470m
Company benefits
- Vision & dental Insurance
- Work from home opportunities
- Health insurance
Company HQ
Waterloo, London, UK
Leadership
Gino Engels
(Chief Customer Officer & Co-Founder)Previously worked at AB Inbev UK for 3 years, holding various positions such as National Account Executive and National Account Manager.
Matthias Geeroms
(CFO & Co-Founder)Previously Transfer Pricing Specialist at FOD Financien for 6 years.
Salary benchmarks
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