Global Sales Excellence Lead

3 weeks ago

London, Greater London, United Kingdom Expedia Group Full time
Job Description

As a key partner to the VP of Sales, Sales Leadership, and cross-functional partners, the Global Sales Excellence Lead will drive excellence in the global Sales teams' operations. This role will oversee and execute daily operational run the business needs of the global Sales teams, creating and executing a revenue operations strategy and roadmap to achieve Sales teams' performance objectives.

Key Responsibilities:

  • Partner with Commercial leadership across the Media Solutions business unit within Travel Partnerships and Media (TPM), as well as with cross-functional partners, serving as the main business engagement conduit into the Revenue Operations organization.
  • Operationalize and deliver multiple, centrally run programs, market strategies, and partnerships to accelerate growth, in addition to supporting the daily business needs of the Sales teams.
  • Manage and continuously improve account segmentation, coverage models, and territory alignment to ensure an optimal ROI-based Sales operating plan and field deployment strategies.
  • Manage the run-the-business needs of the Sales teams – quota setting, forecasting, pipeline management, utilizing insights and tools to drive business performance, evaluating and measuring Sales performance, and cadenced business reporting.
  • Own clear communication between various teams and regions to Sales leadership regarding performance against monthly, quarterly, and annual targets.
  • Assist Sales leadership in developing territory and industry vertical-specific sales plans, ensuring intimate knowledge of the industry, competitive environment, and conducting ongoing reviews to regularly monitor progress and ensure alignment with market conditions.
  • Support Sales leadership in developing and executing market strategies and programs in lead generation, customer acquisition, conversion rate improvements, customer retention, and customer expansion.
  • Review and analyze the effectiveness of sales incentives against the organization's strategy and overall financial performance and continuously improve the design to keep financial measures aligned with key drivers (e.g., business objectives, optimal product mix, increasing productivity levels, etc.).
  • Drive the execution and operationalization of central programs and initiatives across multiple product lines, teams, regions, countries, territories, and geos.
  • Identify and drive timely resolution of reporting issues, gaps in processes, and areas of opportunity to drive growth or sales productivity across our Sales teams.
  • Leverage sales analyses to customize sales techniques to enhance their effectiveness and optimize performance by partnering with the Sales Enablement team to identify the needs, support the creation, and drive the execution of sales and account management playbooks.
  • Define the key sales support systems/processes required to meet the rapid growth of the business and achieve revenue attainment and market development objectives.
  • Assist Sales leadership in all aspects of evaluating their teams' performance.
  • Prepare ad-hoc analysis & participate in projects as needed.

About Expedia Group

Expedia Group recognizes our success is dependent on the success of our people. We are the world's travel platform, made up of the most knowledgeable, passionate, and creative people in our business. Our brands recognize the power of travel to break down barriers and make people's lives better – that responsibility inspires us to be the place where exceptional people want to do their best work and to provide them with the tools to do so.

We are a global organization but keep our feet on the ground so we can act fast and stay simple. Our teams also have the chance to give back on a local level and make a difference through our corporate social responsibility program, Expedia Cares. If you have a hunger to make a difference with one of the most loved consumer brands in the world and to work in the dynamic travel industry, this is the job for you.

Diversity Statement:

Expedia is committed to creating an inclusive work environment with a diverse workforce. All applicants will receive consideration for employment without regard to race, religion, gender, sexual orientation, or national origin.

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