Regional Sales Manager, Lighthouse
Independent Hotels
$100-110k
Hotel revenue management solution
Be an early applicant
Hotel revenue management solution
501-1000 employees
Be an early applicant
$100-110k
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
- Selling to the hospitality and SaaS industry is a strong plus
- 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
What the job involves
- We are rapidly expanding our global reach and are seeking a full-time Regional Sales Manager, Independent Hotels to lead our sales efforts reporting into the Vice President, Sales AMER
- In this pivotal role, you will be instrumental in driving the growth of our indie platform sales by empowering and guiding a high-performing team of full-cycle sales executives
- As an Independent Hotel Sales Manager, you will primarily be responsible for managing a team of approximately 7 to 10 full-cycle sales representatives, ensuring they consistently achieve and exceed their sales quotas
- Building a World-Class Sales Organization: Develop and nurture a best-in-class sales team, enabling each representative to maximize sales revenue and consistently meet or exceed established targets for our indie platform
- Strategic Sales Planning: Collaborate with representatives to develop and implement specific, data-driven plans that ensure both long-term and short-term sales growth
- Deal Execution and Closure: Provide hands-on support to your team on deal execution, offering guidance and assistance in closing key opportunities with independent hotel partners
- Market and Product Expertise: Leverage your deep market knowledge of the independent hotel sector and our platform's product expertise to assist the team during demonstrations with partners or prospects, and actively participate in crucial calls with external stakeholders
- Funnel Management: Ensure representatives clearly understand the necessary sales funnel volume to sustain success, and work closely with them on demand generation activities to build a robust pipeline
- Performance Monitoring and Management: Measure and manage key business KPIs, ensuring that representatives have a clear and consistent understanding of performance metrics and what defines success
- Team Alignment and Communication: Lead various team calls and internal meetings to ensure clear communication, consistent expectations, and strong team alignment across all sales initiatives
- Accurate Sales Forecasting: Conduct weekly forecast calls to ensure accurate monthly and quarterly sales projections, providing reliable insights into future revenue for our indie platform
- Custom Deal Pricing (as needed): Liaise directly with sales representatives on specific pricing strategies for customized deals tailored to different markets
- Process Optimization: Identify and address any missing or outdated sales processes. Collaborate closely with Sales Operations to develop or redesign best practices that streamline workflows and make it easier for representatives to sell our indie platform
- Cross-Functional Collaboration: Partner effectively with field marketing and corporate marketing teams to ensure seamless communication and collaboration, maximizing the performance of the lead funnel
- Holistic Business Integration: Work across various lines of business, including marketing, product, sales operations, customer success, and service delivery, to ensure smooth sales processes, long-term customer success, and high retention rates for our indie platform users
- Your leadership will directly influence the growth and success of our independent hotel platform sales through:
- Talent Acquisition and Development: Collaborate with our in-house talent acquisition manager to recruit, hire, and thoroughly train new team members, building a strong foundation for future success
- Team Growth and Empowerment: Foster your team’s professional growth through personalized development planning, effective performance management, collaborative work environments, and real-time feedback and coaching that promotes individual success and long-term retention
- Individualized Coaching: Conduct weekly one-on-one sessions that focus on helping sales representatives develop in all areas crucial for sales success and personal growth
- Performance Improvement: Work closely with Sales Operations and the Sales Enablement Manager to identify slow-ramping or low-performing representatives, developing targeted individual plans to improve their performance
- Culture and Motivation: Act as a key culture carrier, understanding and promoting the values that have driven our long-term success. Be a motivator, ensuring representatives have a clear understanding of our vision, mission, and values, and consistently embody them when engaging with prospects and customers
- Objective Performance Management: Be able to effectively and objectively implement performance improvement plans, ensuring that representatives have a clear and transparent understanding of their performance
- Join our dynamic Revenue team of over 130 sales professionals globally, represented in 24 countries, who are passionate about driving revenue and expanding our market share in the hospitality industry
- 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 AMER, 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.
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