Director, Performance Operations Hotel Market Partnerships (PGA)

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To shape the future of travel, people must come first. Guided by our Values and Leadership Agreements, we foster an open culture where everyone belongs, differences are celebrated and know that when one of us wins, we all win.

We provide a full benefits package, including exciting travel perks, generous time-off, parental leave, a flexible work model (with some pretty cool offices), and career development resources, all to fuel our employees\’ passion for travel and ensure a rewarding career journey. We’re building a more open world. Join us.

The Director, Performance Operations Hotel Market Partnerships (Partner Growth & Agility) position will act as a key partner to the VP of Hotel, Partner Agility & Growth, her leadership team and cross-functional partners in driving go-to-market excellence in the Partner Agility & Growth Market Management teams\’ field operations. They will act as a key enabler in operationalizing acquisition, growth and optimization strategies, whilst overseeing and driving the execution of daily operational run the business needs of the Partner Growth and Agility Market Management teams. This role will have you creating and executing the field operations strategy and roadmap, continuously identifying improvement opportunities to our processes, data, analytics and systems infrastructure and ultimately enabling the achievement of the Hotel Market Partnership Partner Agility and Growth team’s overall business performance objectives.

As the Performance Operations Lead, you will partner with Commercial leadership across the Hotel Market Partnerships Partner Agility and Growth team within Travel Partnerships and Media (TPM), as well as with cross functional partners, serving as the main business engagement conduit into the Field Operations, and more broadly, the Commercial Operations organization. You will be focused on operationalizing and delivering multiple, centrally run programs, market strategies and partnerships that will accelerate business performance in addition to supporting the daily operational business needs of the field teams. You should be comfortable with a variety of go-to-market strategy definitions and execution, along with being familiar with sales methodologies, sales metrics and sales cycles. You will help design and improve our ongoing commercial operating system and performance management reviews with commercial leadership. You will proactively identify best practices and new strategies, techniques and methods that drive business (over)performance and scale them across the globe whilst also identifying gaps in achieving business performance goals and develop strategies and remediation plans to close gaps.

What You\’ll Do:

• Manage and continuously improve account segmentation, contact strategies, coverage models and territory alignment to ensure an optimal ROI based Market Management operating plan and field deployment strategies.
• Manage the run the business needs of the Market Management teams – facilitating the target and quota setting process that drive variable incentive plans, utilizing insights and tools to drive business performance, evaluating and measuring the teams’ performance and cadenced business reporting.
• Own the clear communication between the various teams and regions to Market Management leadership regarding performance against monthly, quarterly and annual targets.
• Assist Market Management leadership in developing territory and segment specific acquisition, optimization and growth plans, ensuring intimate knowledge of the industry, competitive environment and conduct ongoing reviews to regularly monitor progress and ensure alignment with market conditions.
• Support Market Management leadership in developing and executing market strategies and programs in lead generation, partner acquisition, price competitiveness, traveler benefits adoption, conversion rate improvements, partner retention and 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, traveler benefits, price competitiveness, increasing productivity levels, etc.)
• Drive the execution and operationalization of central programs and initiatives across multiple teams, regions, countries, territories and geos.
• Identify and drive timely resolution of reporting issues, gaps in processes, and areas of opportunity to drive growth and productivity across our Market Management teams.
• Leverage analyses to customize market management 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 market management playbooks.
• Identify best practices and new strategies, techniques and methods that drive business (over)performance and scale them across the globe whilst also identifying gaps in achieving business performance goals and develop strategies and remediation plans to close gaps.
• Define the key support systems/processes required to meet the rapid growth of the business, increase share of wallet and achieve revenue attainment, traveler benefits adoption, price competitiveness and market development objectives.
• Assist Market Management 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 and target 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 partner
• 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

Accommodation requests

If you need assistance with any part of the application or recruiting process due to a disability, or other physical or mental health conditions, please reach out to our Recruiting Accommodations Team through the Accommodation Request .

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