Sales Director - Hospitality
IBS Software, a fast‑growing software company specialising in hospitality solutions, is seeking a Sales Director based in Europe. The role involves creating a new business line in the region through inbound and outbound prospecting, client acquisition, and strategic account planning.
Responsibilities
* Work with IBS Regional Sales to promote the expanding range of products within the region.
* Conduct upstream prospecting to identify and qualify logos, creating a healthy target account list.
* Meet with prospects, attend conferences and industry events, and present and demo our products.
* Develop a strategic sales plan for the territory or region based on the target account list to achieve sales goals.
* Create professional and effective proposals, presentations, and comprehensive RFP responses to secure new business.
* Pursue targets and develop strategic relationships with key contacts and prospects.
* Represent the company at trade shows and other industry events to maintain a national and regional presence and generate valuable leads.
* Network with prospective customers to persuade them to bring their business to IBS.
* Devise innovative marketing approaches for products and services.
* Assist in designing marketing and promotional materials, both in print and online.
* Utilise insights and market intelligence to identify new selling opportunities and conduct independent research into the target consumer base.
* Showcase the system in a way that translates technical capabilities into business benefits for prospects, through demos or other formats.
Required Knowledge, Skills and Abilities
* Fluent in English and at least one other European language.
* Strong cultural sensitivity and ability to adapt engagement approach to diverse prospects.
* Deep understanding of the hospitality software landscape.
* Experience with B2B solutions using value‑based and consultative selling.
* Excellent written and verbal communication skills, with the ability to present compelling messages to executive leadership.
* Ability to identify and evaluate key strategic trends, opportunities, and risks.
* Self‑motivated, self‑aware, and capable of driving collaborative success as a self‑starter and leader.
* Results‑oriented and appetite for driving business impact in a highly autonomous role.
* Team player, contributing to an inclusive climate with diverse perspectives.
* Sales coaching skills, able to engage and teach while demonstrating accountability for results.
* Experience building a thoughtful target account list and executing comprehensive account plans.
* Proven technology sales track record.
* Excellent negotiation skills, able to negotiate effectively with senior executives.
Required Education and Experience
* Bachelor’s degree or MBA in Business Administration, Hospitality, Sales and Marketing or related field.
* Minimum of 5 years selling enterprise hospitality software solutions.
* Minimum of 5 years of sales and sales management experience.
* Experience developing and executing sales account plans.
* Proven experience carrying a sales target.
* Experience communicating the value proposition through proposals and presentations.
Travel & Work Authorization
Ideally an EU or UK passport is preferred to ease travel in Europe. The position requires frequent travel, up to 50%, mostly outside the local area and overnight.
Benefits
* Work with the brightest minds in the hotel software industry.
* Receive global exposure.
* Benefit from continuous learning programs.
* Performance‑based career growth.
* Competitive compensation that includes fixed and variable components based on sales goals, plus company‑paid employee benefits.
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