Strategic Growth Manager

3 weeks ago

London, Greater London, United Kingdom Trainline Full time

Job Description

This role sits within Trainline's B2B Distributions Strategic Growth Team, responsible for channel partners and business development activities. Channel partners include Online Booking Tools (OBT) and Global Distribution Systems (GDS) that choose Trainline as a technical provider, granting them access to rail content in multiple markets. This enables Travel Management Companies (TMC) and their end customers, Corporates, to book rail.

The Strategic Growth Manager is responsible for managing and developing relationships with key channel partners, acting as the main point of contact between both organizations. They will build strategic relationships with channel partners, providing superior guidance and support to deliver a Trainline-powered rail offering that benefits both parties.

To succeed in their account management role, the Strategic Growth Manager will collaborate with channel partners to access potential TMCs who use them to book rail. They are responsible for identifying opportunities, negotiating, signing, and delivering them.

Additionally, the Strategic Growth Manager will map, qualify, and engage with new opportunities in leisure travel markets, including OTAs, MaaS, and Tour Operators.

The ideal candidate will possess excellent organizational, communication, and problem-solving skills, with a strong appetite for business development and negotiation. They will work closely with several teams, including supply, product integration, tech, finance, commercial operations, who will support them in their mission. Knowledge of business travel or leisure travel markets in Europe will guide their sales strategy.

Responsibilities:

  • Drive incremental net ticket sales through the portfolio.
  • Guide channel partners in building a superior rail offering to achieve their business and product goals.
  • Generate incremental net ticket sales by signing and integrating travel management companies that book via Trainline's channel partners or travel sellers in leisure travel markets.
  • Participate in travel industry events across Europe as a visitor or exhibitor.
  • Map new business opportunities on priority markets in Europe.
  • Identify, engage, and qualify targeted outbound leads.
  • Filter, engage, and qualify inbound leads that contact us directly.
  • Manage the sales cycle from A to Z: understand their needs, their ecosystem, define a solution, pitch a commercial offer, close, and sign the deal.
  • Support the team that integrates our solutions in our customers' environment.
  • Contribute to ad-hoc projects and launch new strategic initiatives.
  • Qualifications:
    • Business or related degree and/or able to demonstrate strong commercial awareness.
    • Knowledge of the travel industry or B2B rail distribution is desirable.
    • Experience in business development or account management is desirable.
    • Experience in managing complex and long sales cycles is desirable.
    • Strong communication skills, written and verbal.
    • Willingness to roll up sleeves, take ownership, and find their way in a complex and ambiguous environment.
    • Experience with Salesforce is advantageous.
    • Fluent in English and an additional European language (Italian, Spanish, or German) is a must.

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