Business Development Manager, Bob W
+ Quarterly bonus structure tied to performance + Employee stock option plan
Alternative to hotels & short-stay apartments
Open for applications
Alternative to hotels & short-stay apartments
201-500 employees
Open for applications
+ Quarterly bonus structure tied to performance + Employee stock option plan
201-500 employees
Company mission
To build a slicker alternative to hotels & short-stay apartments.
Role
Who you are
- Has at least 2 years of experience in Hospitality Sales or B2B Business Development, with a strong track record of meeting or exceeding targets and applying effective sales techniques
- Is a self-starter, ambitious and results-driven, with a proven ability to identify prospects, generate opportunities and close deals from cold leads
- Has strong account management skills and experience onboarding, managing and growing corporate accounts through a Total Account Management approach
- Is a strategic and effective problem solver, able to identify root causes, assess trade-offs and business impact, prioritise opportunities and turn insights into practical solutions
- Builds strong, long-term relationships and communicates clearly and respectfully with different audiences, proactively keeping stakeholders informed and resolving challenges constructively
- Is organised and process-driven, able to prioritise effectively, manage multiple projects and deliver on commitments in a timely manner
- Takes ownership of their role and development, actively seeking feedback, identifying opportunities to grow and supporting others in achieving their goals
- Understands and can articulate Bob W’s strategy, product and business processes, while sharing knowledge and collaborating effectively across the Sales Team and wider Commercial Organisation
- Contributes positively to Bob W’s culture, living our values, supporting an inclusive environment, inspiring others and contributing to team morale and engagement
- Has experience using CRM tools and is confident working with sales processes and systems
- Is fluent in German and English and comfortable working with both local and international stakeholders
What the job involves
- The role of the Business Development Manager is to launch Bob W Berlin Alexander Platz in the Berlin B2B market and elevate Bob W’s performance in Berlin by identifying, prospecting, securing, managing and growing corporate accounts in the market
- Reporting to the Sales Lead, West Europe, this pivotal position is an integral member of our growing B2B Sales Team. You are an experienced hospitality sales professional who can leverage your existing network of accommodation buyers in Germany, including both global and smaller local companies, and who has the experience and understanding to establish Bob W as the preferred accommodation provider in the area
- As a self-starter, you possess the initiative to independently cultivate and foster relationships, as well as the ability to prioritise opportunities. Your approach is strategic, leading to profitable revenue growth and fostering strong brand loyalty
- As a vital member of our Commercial Organisation, you are part of an international team of exceptional individuals focused on customer acquisition, retention, growth and revenue optimisation
- This position requires candidates to be based in Berlin
- Identify, prospect and secure contracts with local corporate clients across diversified sectors to drive revenue growth
- Sign local SME clients to the direct SME Corporate Programme to increase direct B2B volume and contribute to growth targets
- Generate demand for group business and work closely with Reservations to secure group bookings
- Fully penetrate and develop the existing client portfolio through proactive, end-to-end account management
- Build and maintain long-term partnerships with local corporate clients to support sustained revenue growth and business expansion
- Track and report sales activities and performance to the Regional Sales Lead and other key stakeholders to ensure alignment and monitor progress against targets
- Represent Bob W at trade shows, networking events and other industry events to enhance visibility and generate new B2B opportunities
- Organise and host FAM trips, site visits, show rounds and client events before and after the property opening to showcase Bob W’s value proposition and build client relationships
- Leverage Bob W’s unique selling points creatively and strategically, tailoring the value proposition to each target client to successfully enter and grow within the corporate market
Our take
Bob W is a tech-first hospitality company that operates in very much the same space as AirBnB - offering short- to medium-term stays in serviced accommodation as an alternative to staying in a hotel or a short-term rental. Where it differs is in its attention to quality - its accommodations are carefully screened for the amenities on offer, and unlike AirBnB its user experience is standardised for both hosts and guests with an app that allows for contactless check-in and chat-based customer service.
The AirBnB model has experienced difficulties lately, with decreasing occupancy and returns to hosts as the novelty has worn off and costs have increased to match those of the traditional hotel sector. However, Bob W's focus on the longer stays and higher expectations of business travellers seems to have paid off, as demand for its city stay services are only growing despite the woes of the overall sector.
In 2024, Bob W closed a Series B funding round led by Flashpoint Ventures. It will use this to continue its expansion across Europe and the wider UK market. It already has a foothold in Helsinki, Tallinn, Madrid and London.
Freddie
Company Specialist at Welcome to the Jungle
Insights
114% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Feb 2024
$45.9m
SERIES B
Oct 2022
$24.1m
SERIES A
Total funding: $81.5m
Company benefits
- Quarterly bonus structure tied to performance
- The opportunity to re-invent the world’s largest industry by shaping a young and dynamic tech company with huge growth ambitions
- Unlimited holidays
- Voluntary Health Insurance
- Sports Compensation
- Smart and highly motivated colleagues
- Multicultural, diverse, and highly rewarding work environment
- Free nights at any Bob W location and plenty of opportunities to travel, mixing business with pleasure
- Employee Share Option Plan
Company HQ
Telliskivi, Tallinn, Harju County
Leadership
Niko Karstikko
(Co-Founder & Group CEO)Serial investor and entrepreneur. Was Transition CEO at POLKU, and Co-founder & CEO of SportSettter. Before that was Rapid Repsonse Manager at Barclays.
Sebastian Emberger
(Co-Founder & CSO)Was previously Head of Business Development for KIND Hörgeräte & Co. Before that was COO at Emberger Optik + Hörakustik.
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