Regional Business Development Director

4 days ago

Charlotte, North Carolina, United States Endava Full time
Job Summary

Endava is seeking a highly experienced Regional Business Development Director to lead our Business Development team within the Travel industry in North America. As a senior sales leader, you will be responsible for driving business growth, managing partnerships, and providing industry subject matter expertise and advisory to both clients and internal teams.

Key Responsibilities
  • Lead the Business Development team to achieve personal and Travel industry targets.
  • Develop Business Development talent, guiding skill mastery and career progression with clear success plans for each direct report.
  • Support the definition and execution of industry vision and strategy in close partnership with the Managing Director.
  • Drive adherence to Endava processes across the team, with a particular focus on embedding the Business Winning Model (BWM) and Client Growth Model (CGM) frameworks consistently.
  • Foster a culture and work environment within the team that aligns with Endava's core values and includes a focus on diversity.

Industry Growth
  • Create and evolve the global go-to-market strategy for the Travel industry, identifying industry challenges and relevant Endava solutions.
  • Manage the Travel industry pipeline of new opportunities, driving sales cadences to ensure progress on pursuits.
  • Drive orderbook and pipeline creation, ensuring sustainable revenue and margin growth.
  • Actively manage and develop the pipeline within accounts to achieve business growth targets.
  • Collaborate with the Global Client Director and Industry Advisor Team to build and refine the North America strategy for the Travel industry.
  • Work with the Client Partner Director to support existing accounts and drive growth within those accounts.
  • Create and foster industry connections to establish Endava as a key participant in the Travel industry.
  • Enhance personal expertise in Travel industry trends, developments, and challenges to become an industry SME.
  • Engage and leverage the wider Endava capability within the Travel industry to build credibility with clients and within the region.
  • Serve as the senior adviser for all net new business development, within both new logos and existing clients.

Negotiation and Commercial Decisions
  • Lead high-stakes negotiations with clients, ensuring favorable terms and conditions.
  • Make informed commercial decisions to drive business growth and profitability.
  • Manage and resolve complex client and contract issues, ensuring alignment with Endava's strategic objectives.

Financial Management
  • Ensure accurate forecasts, budgets, projections, and adjustments as needed.
  • Own and manage risks effectively at the team and client levels.
  • Own P&L and meet agreed financial targets (revenue, margin, and other metrics).
  • Ensure governance and business rules are adhered to with appropriate signoffs.
  • Manage sales budgets in line with agreed P&L, including ensuring that sales spend is proportionate to expected returns.

Operational Excellence
  • Ensure compliance with governance, business rules, and regulatory standards including evidencing all approval stage gates have been complied with across the team.
  • Embed critical initiatives and processes within the client portfolio to achieve strategic objectives.
  • Foster a culture of high performance and continuous improvement within the team.

Reporting
  • Ensure data accuracy within systems and diligent reporting.
  • Compile and present monthly industry reporting packages to the Managing Director in partnership with the Global Client Director.
  • Maintain up-to-date opportunity level information within systems.

Qualifications

An advanced degree in Business Administration, Management, or a related field is preferred. Significant professional experience in a similar senior sales leadership role in Travel (Airlines, Hospitality, Car rental or Cruise Lines) within IT Services is required. Proven track record of delivering significant orderbook, revenue and margin growth across a diverse portfolio is essential. Extensive experience in developing and executing North America go-to-market strategies is also required. Demonstrated success in managing budgets and achieving financial targets is necessary. Experience in client engagement and building senior-level client relationships is also required. Proven ability to lead and mentor high-performing sales teams is essential. Experience in strategic initiatives and driving continuous improvement is also required. Deep expertise in business development and strategic planning is necessary. Exceptional leadership, negotiation, and relationship management abilities are also required. Strong business acumen and ability to identify and capitalize on growth opportunities is essential. Excellent communication skills, both written and verbal, with the ability to engage with senior stakeholders (C-level) is necessary. Advanced degree in Business Administration, Management, or a related field is highly preferred. Proven ability to manage multiple priorities and work independently in a fast-paced environment is also required. Advanced problem-solving and decision-making capabilities under pressure are necessary. In-depth understanding of Travel industry trends, market dynamics, and financial analysis is also required. Commitment to continuous personal development and staying current with Travel industry trends is essential. Demonstrated ability to influence change and drive organizational transformation is necessary. Strong accountability for achieving results and maintaining high performance standards is also required. Proficiency in financial management, including P&L management, forecasting, and risk management is necessary. Experience in driving continuous improvement and innovation in business development strategies and execution is also required. Strong negotiation skills and the ability to make informed commercial decisions is essential.

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