Area Sales Manager, Expedia Group

• Bachelor’s degree in a related field; or equivalent related professional experience
• Proficient in English, with a strong preference for fluency in German, French, Spanish, or Italian
• 6+ years of Customer Success, Account Management, Client Services or B2B sales experience
• 3+ years of managing Account Management or Customer Success teams, with eCommerce or B2B products
• Proficient in Microsoft Office, SalesForce, and Tableau
• You are open to feedback and enjoy teaching, coaching and helping team members with Professional development
• You provide guidance to team on communications skills and adjust communications style based on team sentiment; you act as a champion for your team in front of internal stakeholders
• You craft and implement strategies for HA to improve relationships with partners and actively provide feedback and coaching to teams on relationship management skills
• You drive initiatives that create “win-win” situations and mentor team on how to improve partner interactions and encourage Partner Advocacy
• You set clear objectives, provide strategic guidance and leverage the strengths of each team member and motivate and inspire them
• You use data to track KPIs and goals and identify risks and opportunities to team performance based on data analysis
• You demonstrate the ability to develop in-depth expertise; leverage previous experience and expertise as a leader in a similar role by sharing best practices with the team; work with training & development and HR to develop relevant training for team
• You translate changes and improvement opportunities into clear tasks; you are familiar with and can quickly learn agile principles and encourages innovation; refine strategies and tactics based on results and feedback
• You proactively identify, propose, and lead cross-functional improvement projects and build coalitions and support for business cases
• Actively provide guidance to ensure the team listens effectively and can deliver strong messaging that resonates well with partners
• Lead with experience and exemplify how to positively manage all internal and external relationships
• Drive strategic, forward-looking initiatives that create positive outcomes for all by gathering and relaying valuable information between partners and internal teams
• Set clear objectives, provide strategic guidance, present with excellence, and motivate and inspire team members to do the same
• Understand data well enough to challenge it when monitoring team and portfolio performance; identify risks and marketplace opportunities for the team based on data analysis
• Successfully demonstrate and develop in-depth customer success expertise across the entire organization
• Translate changes and improvement opportunities into clear tasks; encourage innovation, use results and feedback to refine strategies and improve outcomes
• Proactively identify, propose, and lead cross-team improvement programs and establish coalitions of support using strong business cases
• Offer guidance and coaching where needed; actively support professional development; exemplify openness, transparency, and advocacy

Desirable

• Hold regular 1:1s with team members, assess performance, and provide feedback
• Forecast business projections based on documented pipeline, opportunity and trends
• Create and manage pipeline and territory coverage plan
• Manage team KPIs
• Facilitate training needed to continually enhance communication, persuasion, objection handling, and shared accountability with our partners
• Evaluate each team member's monthly/quarterly business plans to build pipeline in order to achieve quarterly sales targets
• Ensure that all team members meet or exceed all activity standards
• Directly manage partner concerns and feedback, and help to resolve all issues with a strong sense of ownership and care
• Help prioritize and triage partner and traveler issues with the appropriate Support, Development, and Product teams necessary for resolution
• Provide timely feedback to senior management regarding partner performance, product feedback and insights, and any system or tool issues from our partners
• Partner with operational, administrative, and learning and development teams to improve day-to-day practices, strategic outreach, operational tools, and marketplace reporting for the account management team
• Demonstrate business acumen, strong knowledge of products, e-commerce pipelining, monetization and optimization, process improvement and a solutions-based approach to challenging problems
• Organize and attend team participation in industry-related events
• Manage special projects as needed
• Develop high-potential team members into future HomeAway leaders