PbSales Director - Hospitality /b /ppbr/ppbThe company /b /ppIBS Software is a fast-growing global software company with over 5,000 employees and a 28-year track record of innovation for the world’s leading travel brands. Our hospitality software division provides distribution and connectivity to over 36,000 properties, including 4 of the 5 largest hotel brands. Certified as a Great Place to Work®, IBS Software has a culture built on the values of precision, commitment, passion, integrity and respect for the individual. /ppWorking at IBS Software is an opportunity to join an exciting company with a great team culture and a successful track record. We are highly selective, seeking individuals with demonstrated excellence and track records of top achievement. We look for smart people who are passionate about technology and hospitality, who care deeply about their careers, and who want to work hard and have fun. /ppbr/ppbBackground /b /ppIn the coming year, the hospitality business has exciting plans for European expansion beyond distribution systems into hotel IT, initially with reservation systems and later with revenue management and property management platforms. To achieve this, we are seeking a Sales Director with a proven track record in selling hospitality software, who is based in Europe and willing to travel regularly across the continent. /ppThis is an incredibly rare opportunity to create a new business line in the region, disrupting incumbents and creating a valuable new revenue stream to IBS. You will not be inheriting an established customer base, meaning the role requires intrapreneurship, and leadership. /ppbr/ppbPosition Description /b /ppAs a Sales Director, you will work with IBS Regional Sales to promote our expanding list of products within the region. This includes upstream prospecting to identify and qualify logos and creating a healthy target account list. This activity includes meeting with prospects, attending conferences and events, and using your outstanding communication skills to present and demo our products. /ppYou will also be responsible for developing a strategic sales plan for your territory or region based on the target account list to achieve your sales goals. You will create professional and effective proposals and presentations and build comprehensive RFP responses resulting in new business. You will also lead the following activities: /pulliPursue targets and develop strategic relationships with key contacts and prospects. /liliRepresent the company at trade shows and other industry events to maintain a national and regional presence and to generate valuable leads. /liliNetwork with prospective customers to persuade them to bring their business to the company. /liliDevise new and innovative ways to market products and services. /liliAssist in designing marketing and promotional materials both in print and online. /liliUtilize insights and market intelligence to help identify new selling opportunities and conduct independent research into target consumer base. /liliYou will be able to showcase the system in a way that translates the functional and technical capabilities of the software into business benefits for the specific prospect, whether through demos or other formats. /li /ulpbr/ppbRequired Knowledge, Skills and Abilities /b /pulliFluent English, with fluency in at least one other European language. /liliCultural sensitivity is a must. You are well travelled and able to empathise and calibrate your approach according to the prospect and the engagement. /liliA strong understanding of Hospitality software landscape /liliExperience with B2B solutions using value based and consultative selling. /liliArticulate, with excellent written and verbal communication skills with the ability to present compelling messages to executive leadership and complex concepts to operational teams. /liliAbility to identify and evaluate key strategic trends, opportunities, and risks with a particular focus on how we can drive greater value and market share. /liliSelf-motivated, self-aware and able to drive collaborative success as a self-starter and leader. /liliResults-oriented and an appetite for driving business impact, in a highly autonomous role. /liliTeam player – contributing to a climate of inclusion to bring a diverse set of perspectives to the team /liliSales coaching skills - able to engage and teach while demonstrating accountability for results /liliExperience in building a thoughtful Target Account List /liliExperience in building proper account plans and executing to them /liliProven technology sales track record /liliExcellent negotiations skills and the ability to negotiate effectively with senior executives /li /ulpbr/ppbRequired Education and Experience /b /pulliBachelor’s degree or MBA in Business Administration, Hospitality, Sales and Marketing or related field. /liliOnline Travel a plus /liliMinimum of 5 years selling enterprise hospitality software solutions /liliMinimum of 5 years sales and sales management experience /liliDeveloping sales account plans and execute to them /liliEffective communicate the value proposition through proposals and presentations. /liliProven experience in carrying a sales target /li /ulpbr/ppbWork Authorization /b /ppIdeally, an EU or UK passport to ease travel in Europe. /ppbr/ppbTravel /b /ppThis position requires frequent travel, up to 50%. Most travel is outside the local area and overnight. /ppbr/ppAt IBS you can look forward to: /pulliOperating with the brightest minds in the hotel software industry /liliReceiving global exposure /liliBenefiting from continuous learning programs /liliPerformance-based career growth /liliCompetitive compensation that includes fixed compensation, and variable compensation based on achieving set sales goals and company paid employee benefits /li /ul