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Director, Sales Excellence Media Solutions

2 months ago

Seattle, Washington, United States Expedia Group Full time

If you need assistance during the recruiting process due to a disability, please reach out to our Recruiting Accommodations Team through the Accommodation Request form . This form is used only by individuals with disabilities who require assistance or adjustments in applying and interviewing for a job. This form is not for inquiring about a position or the status of an application.

The Director, Sales Excellence Media Solutions position will act as a key partner to the VP of Sales, Sales Leadership and cross-functional partners in driving excellence in the global Sales teams' operations. They will act as a key enabler in operationalizing growth strategies, overseeing and driving the execution of daily operational run the business needs of the global Sales teams. This role will have you creating and executing the revenue operations strategy and roadmap and enabling the achievement of the Sales teams' performance objectives.

As the Sales Excellence Lead, you will 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. You will be focused on operationalizing and delivering multiple, centrally run programs, market strategies and partnerships that will accelerate growth in addition to supporting the daily business needs of the Sales teams. You should be comfortable with a variety of go-to market strategy definitions and execution, familiar with sales methodologies, sales metrics, sales cycles and best practices. You will help design and improve our ongoing Sales management operating system and performance management, forecasting and pipeline management reviews with Sales leadership across Media Solutions and proactively identify continuous improvement opportunities to our sales processes, data, analytics and systems infrastructure.

What You'll Do:

  • 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 the clear communication between the 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 conduct 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.

Who You Are:

  • Minimum 10+ years in a Sales Excellence, Sales Operations, Business Operations or Revenue Operations role
  • Experience in advanced segmentation, coverage models, territory alignment techniques and methodologies; quota setting, forecasting, pipeline management and sales incentive compensation plans
  • Advanced Microsoft Office, Excel and Salesforce skills; advanced skills in data visualization/reporting solutions (e.g., Tableau, Looker, Salesforce reports and dashboards), advanced data programming languages such (e.g. SQL, R, Python) is a huge plus
  • Ability to design, develop and continuously enhance complex business and financial models to drive efficiency and growth
  • Experience and a proven track record leading large scale business transformation programs and initiatives
  • Demonstrated ability to lead thru influence within a cross-functional environment and being a great cross-functional business partners
  • Experience building and executing market strategies, territory plan and programs
  • Develop and monitor metrics, dashboards and reporting tools to improve sales productivity and efficiency across the customer lifecycle
  • Experience across the Customer Lifecycle with pre-sales, sales and customer success teams
  • Strong problem solving and analytical skills
  • Excellent verbal and written communication skills and executive stakeholder management
  • Proven ability to succeed in both collaborative and independent work environments

Why join us:
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 to tools to do so.

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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