Regional Sales Manager - APAC

Job description

OTA Insight is a Revenue Management Intelligence Provider for the hospitality business (our clients are individual hotels and major chains like Hilton, Accor, … ). OTA Insight is an online dashboard solution (SaaS) providing rate intelligence for the hotels to increase their revenue by optimizing their pricing. We combine cutting edge technology and data analytics to provide smarter business intelligence to maximize occupancy and revenue.

Today OTA Insight is present in more than 185 countries around the world and has more than 50,000 partners. When you start here, you’ll find yourself in an environment that's exciting, motivating, challenging, and fun.

We are expanding internationally and are looking for a full-time Regional Sales Manager - APAC. This individual will be based out of our office in Singapore. This individual will report to the APAC Head of Sales.

Commercial Responsibilities:

  • Develop a best in class sales organization 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

People Management Responsibilities
    • 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, understand and promote that values that have made OTA Insight 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

Requirements

  • 3+ years as a sales manager of at least 6 reps

  • 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