VP Regional Sales EMEA

Onyx CenterSource is the leading global provider of B2B payments and business intelligence solutions to the hospitality industry. Our global team of experts collaborate to solve our clients' business challenges, enabling our clients to enjoy stronger business relationships with each other by streamlining commission payments, removing friction from the process. This means hotels pay agencies the money they're owed faster, and agencies receive much-needed supplier revenue more quickly and easily, increasing their desire to direct more bookings to hotels that use Onyx. All of this frees our clients up to focus on strategic, revenue-generating activities.

As a worldwide team with 20+ nationalities represented, we value our differences and use them to best serve our global clients. Every Onyx employee has the opportunity to grow through continual development opportunities, and we're committed to making a positive impact in our communities and the world.

Onyx offers a variety of benefits to support a competitive total compensation package. You will work in an international and fast paced growing environment full of learning opportunities.

Overview

The Vice president of Strategic Sales EMEA is responsible for the development of the strategic plan, identification of key opportunities and conversion to and beyond set targets. This includes new account acquisition, existing customer up/cross-selling and retention, sales process execution, business development, new market penetration, revenue attainment, and profitability.

Location

EMEA

Scope

EMEA/Global

Education

Minimum required: Bachelor's degree required

Preferred: Master's degree or continuing education valued

Span of Control:

Reports to: SVP, Global Sales

Oversight: This position has between direct reports

Roles/ Responsibilities

• Lead the organization in the acquisition of new Strategic Sales customers and the upselling/cross-selling and retention of existing customers.
• Consistently achieve monthly, quarterly, and annual revenue and profitability targets and other established goals as set by the organization
• Develop and execute a sales strategy that delivers sustainable, profitable revenue growth and support, and aligns with the overall company and commercial strategies.
• Contribute to the organization's go-to-market strategy and coverage model against market opportunities and revenue growth mid-range targets.
• Incorporate and lead key sales governance activities with the team and across the organization to ensure growth goals are achieved.
• Partner with other sales enabling and supporting divisions to drive incremental sales productivity.
• Own the sales P&L performance for strategic sales in EMEA.
• Participate in senior management sessions and contribute to ongoing strategic planning and development.

Success Metrics

• Overall sales target achievement (aligned to company plan)
• Total and average revenue (e.g., by offering, by revenue type, by opportunity)
• Team performance and individual sales director performance (e.g., quota attainment, growth, pipeline to target, average deal size, sales-originated revenue, close ratio, renewal rate)
• Territory Plan development & activation levels of team
• Forecast accuracy.
• Prior year ACV Actualization and corresponding profitability
• Cost of sales

Qualifications

Minimum required:

• 10 + years of sales management experience with demonstrated success in achieving targets and developing sales teams.
• 5 + years of global management experience
• Hospitality experience

Knowledge

• Economic indicators
• Organizational design
• Company, and its product/solution offerings
• Hospitality & travel industries and the corresponding sectors or market segments
• B2B buying process.
• Sales organization structure, including third-party channel routes to market.
• Company's sales methodology
• Demand type, and how it alters the general sales approach at a fundamental level.
• Financial terms/concepts
• Demand creation processes/service-level agreements with marketing and tele prospecting.
• Available selling resources

Competencies

• Strategic sales planning
• Customer relationship management
• Solution / value-based selling
• Deal management & packaging.
• Negotiation

Teamwork/Leadership/interpersonal Skills:

• Public speaking & strong external presence
• Strong presenter, both in person and virtually
• Problem solving
• Authoritative
• Analytical thinker
• Achievement/goal-oriented
• Desire for continuous improvement
• Collaborative
• Entrepreneurial
• Resourceful

Technologies Supporting the Role

• Sales force automation.
• Marketing automation
• Enterprise resource planning
• Business Data Analytics
• Territory planning applications

Organizational Interlocks

This position will work closely with internal stakeholders including the SVP Sales, Parallel sales leadership, account management, sales support, marketing, and data analytic functions.

Physical Demands/ Travel required

Work associated with this position is sedentary in nature and performed indoors at a desk either remotely or in an office setting.

Travel for this position is up to 40%.

This position is hybrid in office and remote.