Business Development Manager - Australia & New Zealand Market - Vacation Rentals

Introduction to Team

Travel Partnerships and Media (TPM) helps partners deliver excellent traveler and B2B experiences, driving growth for them and the EG marketplace through competitive supply, a valued advertising and travel media network, and affiliate solutions

The B2B Business Development Manager role sits within the Vrbo team of TPM, playing a vital part of the success of the new business development sales teams. You will spend most of your time finding, qualifying, advancing, and closing new business leads in high demand destinations.  This position drives acquisition in a highly competitive environment by managing an opportunity through the sales cycle to closing a deal. Prospecting activities include and are not limited to lead list creation, data scraping, organic search, cold-calling, and targeted outreach via email and phone.

We build connections. We leverage our platform and technology capabilities across an extensive portfolio of businesses and brands to orchestrate the movement of people and the delivery of travel experiences on both a local and global basis. We help our travelers and our partners find the right pathways through millions of possibilities to reach the best imaginable outcome. When we power more travel, we unleash more opportunities to strengthen connections, broaden horizons, and bridge divides. 

In this role, you will:  

• Prospect for net new supply, with a focus on high demand areas to match traveler demand.
• You will create and execute a territory plan to build and maintain a pipeline of opportunities, ensuring the attainment of set quarterly revenue targets.
• Develop a contact & call strategy to achieve and exceed targets.
• Daily outreach using a discovery, value pitch and compelling closing statements to gain commitment.
• Execute effectively against all targets, goals and strategic objectives set by leadership.
• Drive new partner education to maximize production potential at “Go-Live” and prepare them for handoff to an Account Manager.
• Become familiar with key demand and supply indicators, economic data, trends, and competitive information within the Vacation Rental marketplace.
• Work hand in hand with the Account Managers and other internal stakeholders to ensure we are providing the best service and receiving any net new listings.
   

Experience and qualifications:  

• Fluency in English.
• Understanding of the Australia/New Zealand market regulation.
• A bachelor’s degree or equivalent related professional experience.
• 2+ years of experience in account management, sales, or OTA market management.
• Success in this role means bringing a robust ability to read and sell to any audience, the ambition to achieve and succeed, a strong work-ethic, and a competitive nature.
• Mastery of sales techniques including cold calling, objection handling, quarterly planning, pipeline management, sales forecasting.
• Excellent organization and interpersonal skills.
• Proficient in Microsoft Office.
• Knowledge of Salesforce or other CRM systems and Tableau or other BI platforms.
• Knowledge of the accommodation and vacation rental industry is a plus.
• High impact personality: intellectual agility, entrepreneurship, compassion in relationship, great teammate.
• Hungry, determined, motivated, willing to take action and results-focused.
• Strategic, skilled in prospecting, and eager to find their own opportunities.
• Proven follow-up/persistence when facing challenging situations.
• Ability to multi-task effectively and be able to change gears quickly without skipping a beat