Senior Business Development Manager

Expedia Group • Miami, FL

3d • $127,500 - $178,500

About The Position

Expedia Group brands power global travel for everyone, everywhere. We design cutting-edge tech to make travel smoother and more memorable, and we create groundbreaking solutions for our partners. Our diverse, vibrant, and welcoming community is essential in driving our success. Why Join Us? To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win. We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees' passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us. Introduction to the Team: Private Label Solutions (PLS) is the B2B arm of Expedia Group. We bring Expedia Group’s innovative technology and distribution solutions to partners across the world. These businesses include global financial institutions, corporate managed travel, offline travel agents, global travel suppliers (like major airlines) and many more. Make An Impact: As a Senior Business Development Manager on the PLS Team, you will manage all prospects in an assigned area. This person will sell into complex organizations and maintain relationships with C-level decision makers across different functions. You will also provide training and guidance to others in the sales organization.

Requirements

• 5+ years for Bachelor's
• 3+ years for Master's
• Bachelor's or Master's or equivalent experience
• Proficiency in English + local language of the market(s)
• Impactful communicator
• Impactful in sales techniques
• Impactful in using analytical information
• Experience in consultative sales and building long-lasting customer relationships
• Experience drafting contracts and ensuring they meet legal guidelines

Responsibilities

• Acquire new accounts at a local/regional level to sell the company’s product and standard services
• Acquire and retain key/strategic accounts for high-focus regions or markets to sell the company’s product and standard services
• Document, articulate, and present the business issues impacting own team and help develop the rationale for addressing it (e.g., impact on satisfaction scores or team revenues)
• Assist in the identification and analysis (e.g., cost/benefit, risk) of potential solutions to address the business need
• Help determine the recommended solution, documenting the business case for change and sharing with team leadership
• Understand how the organization does business (e.g., business model and operations, financial performance, and key success factors)
• Apply understanding of the policies, practices, trends, and information that impact the organization and its customers to anticipate and plan for each step of a project
• Share deep understanding of the financial impact of decisions/solutions and how own role contributes to positive outcomes
• Meet revenue targets, effectively presents proposals, and influences internal senior managers and external customers
• Demonstrate expertise on company products and designated vertical
• Help customers understand the company’s standard contracts and terms and conditions, asking questions of peers when appropriate
• Build productive relationships with legal resources and partners to develop appropriate contract terms for simple contracts
• Seek assistance from senior colleagues to negotiate simple or short-term contracts
• Develop in-depth understanding of customer's organization, key offerings, business goals, and challenges to better understand their needs
• Gather and document information (e.g., background, role, scope of responsibility) about customer's key leaders/decision makers and gains awareness of their differing perspectives and styles
• Build working knowledge of customer's industry, including market trends, economic challenges, and competitive market
• Demonstrate compelling rationale while explaining ideas to gain support, resolve issues, and effectively influence others
• Offer alternatives and suggestions to address areas of difference to find a common ground
• Consider the situation from the point of view of the other party; calculates the costs and benefits of possible solutions and the implications of not reaching an agreement
• Develop, mentor, and coach peers on the team, including establishing priorities, setting objectives, and providing guidance and feedback
• Operate as a team leader within organization/department in peer-to-peer environment or broader cross functional teams
• Demonstrate a working knowledge of competitors’ products and services as well as their strengths and weaknesses
• May continue to improve knowledge of financial data to have internal and external discussions around collateral and deal model
• Evaluate sales performance to understand strongest and weakest customers
• Identify and quantify sales opportunities in territory; complete and manage dynamic local/regional account plans based on an understanding of customer need and industry trends
• Demonstrate ability to analyze and review the territory plan, helping evaluate the plan to ensure it is on target

Benefits

• full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources
• medical/dental/vision
• paid time off
• Employee Assistance Program
• wellness & travel reimbursement
• travel discounts
• International Airlines Travel Agent (IATAN) membership

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees