With more than 120,000 accommodations in over 91 countries, BridgeStreet Global Hospitality is the leading hospitality solution. Powered by OTA technology, BridgeStreet.com is built for business travellers and gives serviced apartment and home operators access to extensive global reach bookable in real-time along with built-in demand from BridgeStreet’s 5000+ client portfolio and 100+ global sales team. Widely recognized for uncompromising standards of quality, comfort and service, BridgeStreet Global Hospitality is a renowned award winner in both the Americas and EMEA (Europe, the Middle East and Africa).
Reports to: Senior Vice President of Revenue generation (who’s management style is extremely supportive and transparent, he does not wish to micro manage this role but would like the successful candidate to “own the role and region”. He likes to identify barriers to success and knock them down together quickly.
Experience requirements: 10 years of exceptional sale experience preferably in a solution based sales organization with a minimum of 5 years of leading a sales team. Corporate housing, hotel, or other service related industry experience preferred. Previous experience training, managing, and developing a sales force in multiple locations is required
The VP of Sales of Sales will act as a sales leader to ensure revenue growth in their region.
The VP of Sales will mentor, develop, manage and motivate local Sales Managers to perform to their highest level by using the solutions sales process and techniques set forth by BridgeStreet.
The VP of Sales is responsible for helping the regional sales team to identify prospective clients, develop client relationships, close sales, and maintain client relations at the highest levels.
The VP of Sales will manage the Global Sales Team to aid in establishing local clients that could become Global clients and Global clients that could generate local business.
The VP of Sales will be in constant communication with BridgeStreet markets and corporate-leadership to ensure productivity, sales pipeline, and sales goals are on targets.
The position requires an individual who can convey an image of confidence in themselves, value in our company, and leadership to others.
Generating Business (Market leaders and local Sales Managers)
Responsible for all revenue in each market including B to B and B to C
Follow and ensure their team adheres to BridgeStreet’s sales process and procedure
Work closely with Sales Managers to achieve the highest levels of success and goal achievement
Implementation and monitoring of ‘Micro Strategies’
Work with Sales Managers to develop strategies to take advantage of current vertical markets and recognise new and upcoming vertical markets
Liaise with Global Sales to enhance our ‘Global goes Local and Local goes Global sales process’
Training and development of local Sales Managers in their region
Ensure Sales Managers achieve sales metric requirements
Work with Sales Managers to clearly identify additional business opportunities in current and potential clients
Network and participate in local professional organizations within key industries specific to the assigned territory.
Recognize and implement cross-selling opportunities between local offices and regions
Generate Cross-sell business outside local markets to support the BridgeStreet system and function as a total resource for the local client base
Work with the Marketing Departments to help create and develop appropriate sales presentation collateral
Coordinate and assist markets in your region with general sales activities including: trade shows, advertising, public relations and others as directed
Develop weekly and quarterly sales plans and action steps for you and your Sales Team
Present weekly updates to SVP Revenue in an organized report
Review weekly Landslide (migrating to Microsoft Dynamics 365) reports with Sales Managers in one on one meetings
Review monthly Sales Manager productivity goals and revenue goals with Sales Managers to ensure success
Work with the Sales Operations Analyst to ensure Landslide (migrating to Microsoft Dynamics 365) is updated on-time
Work with the Business Analyst to design regional reports for presentation to BridgeStreet leadership
Assist the General Manager to work within, and develop, the Sales Department annual budget
Ensure that each Sales Manager is adhering to their monthly scorecard requirements
Take part in weekly sales meeting, following sales meeting agenda guidelines
Responsible for running all sales meeting and corporate sales initiatives for local markets
Actively participate in the following:
Hiring and Interview process for all new Sales Manager Candidates
Sales Account Plans
Coaching, Counseling, Training, and Developing Sales Managers
Termination of any Sales Manager
Annual Reviews- recommendations to the market leaders
Forecasting, metrics, numbers and pipeline
Make recommendations on apartments on apartment inventory for existing and pending sales
Maintain area map complete with inventory and client locations noted for making recommendations on apartment locations and new markets
Work designated territory for the local sales team
Participate in apartment pricing issues and decisions
Specific Job Knowledge, Skills and Ability Requirements
Confidence, enthusiasm and a strong dedication to the job and company
Customer focused approach to problem solving and resolution skills
Strong innovation and experimentation skills
Knowledge of travel and or relocation industry
The ability understand current market trends and economic factors
Extensive skill in development and delivery of sales presentations
Ability to access, understand and accurately input information using Microsoft WORD, Outlook, Access, PowerPoint and Tasks manager systems
Ability to read, listen and communicate effectively in English, both verbally and written
Previous experience using Sales Automation Software for tracking sales and account activity
Proven success in a Customer focused and solutions based sales environment
Previous experience calling on upper management level clients through phone and in – person sales presentations
Exceptional sales management skills
Exceptional negotiation and closing skills
Prefer experience selling up the value chain to Human Resources, travel, C-level and multi-channel decision makers
Prefer experience managing and directing REF’s
Prefer experience selling business to business and business to consumer
Prefer experience leading and managing a sales team accomplishing personal sales goals
Ability to manage multiple markets and projects simultaneously
Bachelor’s Degree from an accredited college or university equivalent experience preferred
Formal sales management and/or negotiation training is preferred
Travel (approx.) 30%
Number of Employees supervised (approx.) 12 - 15
Location: The candidate should live within an easy commutable distance to the Home Office in Reston, VA
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.