Job Post

Senior Director, Global OTA Sales

TripAdvisor
400 1st Avenue
Needham, MA 02494

Based at the companys HQ in Needham, MA, the Sr. Director, Global OTA (Online Travel Agencies) Sales is responsible for driving the sales and account management of TripAdvisors metasearch and media advertising solutions to current and future global OTA partners. This role will be responsible for setting the sales strategy, driving execution and generating revenue through a world class sales and account management organization. The Sr. Director, Global OTA Sales plays a key role in driving the future growth of the Hotels Business Unit, the core TripAdvisor business representing approximately two-thirds of the companys current revenues.

What you'll do:

  • Build a detailed understanding of the hotel and accommodations market and online travel industry globally
  • Drive team performance to exceed targets for sales and revenue growth consistent with margin expectations
  • Work with the Global head of Sales and Operations to devise and execute a global sales strategy to optimize revenues across the full suite of advertising products
  • Personally engage with key executives of global Enterprise-level accounts that support the long-term growth of the business
  • Maintain and share knowledge of global market conditions, competition, and opportunities
  • Lead sales organization change initiatives by championing change initiatives, and overcoming challenges that are impeding revenue growth
  • Recruit top caliber sales professionals at all levels of sales organization and scale the organization
  • Collaborate with our marketing organization to maximize benefit from demand generation and account-based marketing investment and execution
  • Collaborate with implementation and professional services organizations to ensure efficient transition from prospect to customer and accelerate revenue generation
  • Manage ongoing forecasting process to provide predictable results
  • Partner with other senior leaders to gather and provide valuable process and product improvements
  • Provide leadership to the sales and technical organization within Hotels, while fostering a culture of accountability, professional development, high-performance, and ethical behavior
  • Ensure best practices sales processes are in place and monitor execution to constantly optimize results

What you'll bring to the team

  • 12+ years of sales experience; with at least 7 years successfully managing and mentoring a sales team
  • Experience leading multi-solution sales teams to enterprise accounts.
  • Confident presenter with excellent verbal and written presentation skills
  • Experience in a digital advertising, fast growth business strongly preferred
  • A proven track record leading a widely geographically distributed sales team selling digital advertising products
  • A history of success recruiting and retaining top tier sales professionals with proven ability to exceed performance targets
  • Proven ability to implement and drive a disciplined, systematic sales process across sales teams
  • Ability to be a collaborative manager and strong influencer with superior interpersonal skills and strong business acumen
  • A track record of success as a sales leader who can successfully negotiate contracts with six and seven figure annual recurring revenue with large corporate customers
  • Bachelors degree required

*LI-DB2

Category: Sales & Business Development
Full-time

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