Business Development Manager/Director

Since 2014, Ireckonu has raised the bar in the hospitality tech industry, with many of our solutions becoming industry standard. Led by its vision to accelerate the digital transformation in hospitality industry, we have continuously perfected our state-of-the-art product and put a powerful, yet easy-to-use CORE middleware solutions with wrap-around applications. This means we can provide solutions ranging from big international brands to small regional chains so everyone can undergo true digital transformation. We are proud to have become partners with some of hospitality's best brands such as citizenM Hotels, Loews Hotels & Co., and Mandarin Oriental Hotel Group. 

All of these are achieved thanks to the passion, talent, and knowledge of our team. At Ireckonu, we pride ourselves on our diverse range of nationalities and backgrounds and every employee plays an important role in building an environment where you can reap the rewards of your hard work. We also pride ourselves on our values; such as family, partnership, universal principles, and a passion for technology which are deeply embedded in our core. If you want to contribute to a growing business, be challenged, and see the impact of your work, then you have come to the right place.  

You Will: 

We are seeking a dynamic Sales Manager adept at both acquiring new clients and nurturing existing ones. This hybrid role involves selling over the phone and in-person, presenting our solutions online, and representing us at industry events. You'll drive sales to hotels, management companies, ownership groups, and other accommodation providers in your assigned region. 

Your main responsibilities will be:  

• Develop and execute a comprehensive territory sales plan for selling company’s cloud-based software and services platform within assigned territory 

• Achieve assigned sales quota by developing and maintaining a robust, diversified sales pipeline for potential new customers and upselling to existing customers 

• Review and analyze market data 

• Identify potential hotel, management company, brand and ownership company targets 

• Cold calling and lead generation 

• Proactive inbound lead response time 

• Analyze business needs of prospects and develop solutions that meet their needs 

• Tasked with building strong and long-lasting relationships with customers through the creation of long-term planning and understanding of customer’s needs. 

• Establish solid understanding of the competitive market in order to realize how best to grow and retain high-value customers. 

• Develop industry leading relationships with external key account contacts in order to ensure that the business identifies growth opportunities. 

• Develop and maintain healthy relationships with senior leadership at all key accounts in order to guarantee their smooth execution. 

• Conduct time lined account business reviews with customers that enables you to proactively lead a joint company-key account planning process that develops mutual performance objectives, financial targets, and critical milestones 

• Maintain high customer satisfaction ratings with assigned accounts 

• Responsible for renewals of existing customers 

• Utilize consultative sales approach—ask relevant questions to uncover needs, identify barriers and overcome objections 

• Develop and maintain rapport with key stakeholders for prospects and customers to build strong long-term partnerships 

• Prepare and deliver compelling sales presentations and sales proposals 

• Identify additional product opportunities and upsell existing customers 

• Negotiate and prepare contracts with potential customers, understand the legal ramifications of contracts. 

• Represent the company during trade shows and other official occasions/events 

• Establish thorough knowledge of company’s product and service offerings, pricing structure, contract management parameters, policies and procedures 

• Follow internal processes to assist Project Management and Customer Success teams successfully onboard new customers 

• Participate in regular structured sales and business training programs to improve sales performance 

Requirements

About You:  

• Minimum of 5 years sales experience in hotel, travel or hospitality suppliers in a sales environment 

• Proven experience in successfully selling cloud-based software, SaaS solutions 

• Strong presentation and interpersonal/communication skills 

• Successful track record of building, managing and closing sales pipeline 

• Strong sales, analytical, pragmatic, organization, communication and people skills required 

• Working knowledge of hotel sales management 

• Ability to adapt quickly to new technologies, products and procedures 

• Ability to work and thrive in a multi-tasked and fast-paced environment 

• Ability to innovate, overcome obstacles and implement best practices including sales methodologies 

• Ability to travel as required to support regional and corporate business objectives 

• Proficiency with Microsoft Office Suite required (Word, Excel, PowerPoint, Outlook) and computer savvy to learn other applications as needed 

Benefits

Join the Ireckonu family and experience a workplace where equality reigns supreme! At Ireckonu, we're not just about work; we're about building a vibrant community. Here's what you can look forward to:  

🚀 Fully Decked Out Tech Setup: We'll tailor your tech to perfection, ensuring you have everything you need to rock your projects.   

🌐 Hybrid Work Policy: Enjoy the best of both worlds with our flexible work arrangements.   

🏃‍♀️ Sports Galore: Dive into our sports events featuring cycling, running, and soccer/futbal. Plus, fuel up with our daily healthy, "family-style" lunch in our canteen.   

🏟️ Prime Location: Our headquarters are nestled in the historic Olympic Stadium in Amsterdam, a hub of energy and inspiration.   

😎 Informal Culture: Be yourself, work hard, and lift each other up in our laid-back yet driven atmosphere.   

💰 Pension Plan: Secure your future with our comprehensive pension plan.   

📚 Study Budget: Invest in yourself with a generous €2000 study budget.   

🐾 Office Companions: Meet Loki and Pepper, our adorable office dogs who bring joy and laughter to our workspace.