Business Development Manager EMEA (Brighton/Hybrid or UK Remote)

Job Description

We make journeys easier and more enjoyable by giving our customers and their passengers a stronger sense of control. From disruption management to hyper-personalised pre-departure communications and mobile boarding passes, we build the technology to help companies stay connected with their customers at every stage of their journey.

Established in 2000, we have since grown to become one of the travel industry’s major suppliers of passenger messaging solutions. More than 60 airlines, rail and travel management companies, including British Airways, Flight Centre, Qantas, Ryanair and JetBlue use our notifications platform. With exciting plans for the future, it’s time for us to expand our growing team and we’re hoping you are who we’re looking for.

Our culture:

Our culture is at the heart of what we do every day, and travel is part of that too, that’s why we’re proud to live by our values.

Flying high: yet still climbing We know our stuff and are happy to share our knowledge and expertise. We pride ourselves on being at the top of our game and strive to keep learning.

People are our passport to success: they're at the heart of everything we do We develop strong relationships built on trust and respect, and always do the right thing by each other and our customers.

Accelerating forward: embracing change, challenge and growth Whether it's for ourselves, our colleagues or our customers, we are always looking for ways to improve and to grow. We're not afraid to challenge the status quo and drive change with enthusiasm.

All inclusive*: we're a strong, collaborative community We share the same vision; to make 15below the best it can be. We pull together to make it a reality, look out for each other along the way and make sure everyone's voice is heard.

Enjoy the journey: bringing fun and positivity to everything we do We're proud and passionate to be part of the 15below family, and never take ourselves too seriously. Having fun is really important to us.

* We are committed to maintaining our welcoming and open culture where differences are embraced. We know that some people are hesitant to apply for roles unless they tick every box, but if you’re excited about this role and your experience doesn’t fully align, we encourage you to apply anyway. You might be the right person for this or other roles.

We’re certified with Flexa, making us a ‘truly flexible employer’. Flexibility is part of our culture and if you’d like to know more about this then take a look at our Flexa profile.

We're also proud to have earned a Great Place To Work Certification and are officially a great place to work for wellbeing and for women. This year, 95% of employees said it’s a great place To Work – 41% higher than a typical UK company.

The role:

As Business Development Manager, you’ll be responsible for delivering enterprise B2B platform sales to new customers. As part of this role, you will be responsible for:

Product and market knowledge

• Developing and maintaining an excellent understanding of 15below’s capabilities, including how they have been implemented with customers, to ensure that they are accurately presented to the prospective customer
• Maintaining an in depth understanding of the total addressable market (TAM) and serviceable addressable market (SAM) to help identify new business opportunities and plan sales strategies accordingly
• Capturing Product Development ideas for new products and enhancements to existing product features in line with Product Strategy

Lead generation and networking

• Building relationships with partner companies, prospects and industry influencers
• Working with the Marketing and Telesales teams to provide ideas for content to drive new leads
• Represent 15below at trade shows internationally
• Maintain accurate sales pipeline data and reporting as required.
• Understand lead sources and monitor for effectiveness

Sales conversion

• Maintaining excellent relationships with prospective customers throughout long, complex sales cycles
• Pro-actively generate sales opportunities in combination with converting qualified sales leads
• Developing individual strategies for each new business opportunity to ensure that the commercial opportunity is maximised and the opportunity converted successfully in line with company pricing strategies
• Working towards monthly and annual targets for new business and strategic goals set by the business
• Managing each sales process with a structured and systematic approach, to enable accurate forecasting against targets
• Presenting the 15below capabilities and product portfolio face to face and remotely to prospects
• Participating in and running business development meetings with prospects
• Preparing commercial proposals and responding to RFIs and RFPs
• Negotiating contractual terms and pricing (one-off and recurring)

Post-sale

• You have an excellent track record in consultative/solution-based selling of B2B enterprise level travel tech/software
• You are experienced in delivering high value/low volume sales with long sales cycles
• You are highly experienced at building relationships with global prospects and have good cultural awareness
• You work effectively as a member of a globally distributed team
• You are positive, confident and resilient
• You have excellent negotiation, influencing and consultative sales skills
• You have a passion for the travel industry
• You are a great communicator with excellent written and verbal skills.
• You have a deep understanding of metrics and can use them to identify where performance improvements can be made to improve results

Requirements

The kind of person you are:

• Excellent track record in consultative/solution-based selling of B2B enterprise level travel tech/software
• Experienced in delivering high value/low volume sales with long sales cycles
• Highly experienced at building relationships with global prospects and have good cultural awareness
• Works effectively as a member of a globally distributed team.
• Positive, confident and resilient
• Excellent negotiation, influencing and consultative sales skills
• Passionate about the travel industry
• Great communicator with excellent written and verbal skills.
• You have a deep understanding of metrics and can use them to identify where performance improvements can be made to improve results.

Further information:

Location: We are offering truly flexible working options so you can decide whether you want to work from home, from our central Brighton office or a bit of both (within the UK).

Hours: Full-time (37.5 hours per week)

Reports to: Head of Region (EMEA)