Business Development Manager - Revenue Insight

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Job description
At OTA Insight, we're helping the hospitality industry with our BI solution to visualize and leverage its data in the most simple way so that they can optimize their revenue, distribution, and marketing decisions.
This year is our 10 year anniversary and it is a big one! We raised a series B funding and have welcomed two companies to our organization. With 400+ people, representing 36 nationalities living in 30 different countries, we are a fun, collaborative and committed team that works hard to achieve amazing results.
We are expanding internationally and are looking for a full-time Business Development Manager - Revenue Insight. Revenue Insight is the business intelligence platform that unlocks the potential of your PMS data and delivers actionable insights to hoteliers. Revenue Insight visualizes their main business drivers by combining market segments, channels, source markets, transient and groups data.
For this position we're looking for someone with a strong Revenue Management background and who has extensive knowledge on different RMS & PMS solutions. You'll play an important role in the global roll-out of Revenue Insight and will be involved in developing the go-to-market strategy for your region. If you are looking to get your hands dirty, if you want to take the opportunity to work with local and global hotel chains whilst helping us in the roll-out of Revenue Insight in this early stage of growth- great, read on!
What you'll do:

  • Source potential client opportunities via cold calling, (cold) emailing campaigns and through interaction with professional industry network groups
  • Attend meetings, (inter)national conferences, and have the freedom to organize regional roadshows and business trips to build pipeline and achieve targets
  • Build, organize and execute a business development plan to achieve business aims and sales targets
  • Utilize and develop innovative strategies to maximize results and win over challenging targets
  • Respond to all incoming product enquiries, referrals and leads in a timely and effective manner
  • Preparation of accurate quotes, development and presentation of proposals to clients in a professional and confident manner
  • Organization of online (WebEx webinar) or personal product demonstrations and advanced training sessions
  • Maintain accurate records of your business development activities on Salesforce
  • Achieve sales KPI's and targets.
  • Sales to be finalized in a timely manner, with a focus being placed on being proactive
  • Maintain regular contact with prospective clients and new accounts
  • Continue to identify upgrade opportunities with the existing client base and generate new sales from these organizations
  • Contract negotiation as required, maintaining a balance between optimal service, value for the client and OTA Insight's profit margins
  • Ensure all documentation is complete post sales to set up trials, and to move the client to a subscription
  • Provide client feedback on products to the Product Development team so that products can be reviewed in line with the feedback
  • Demonstrate commitment to the team, to ensure the team achieves its goals, objectives, and SLA's
  • Adopt the relevant processes, procedures and policies to ensure a consistently high level of service is adhered to
  • Where necessary identify shortfalls in the process and procedures and suggest process improvements
  • As Revenue Insight is a young product and new company focus, additional responsibilities/tasks might be required


Job requirements

  • Excellent analytical, problem solving and troubleshooting skills - ability to define problems, collect data, establish facts and draw conclusions
  • You have 2+ years relevant experience in revenue management
  • Strong knowledge of different Hotel PMS & RMS software
  • Strong overall business and people skills, including planning, presentation skills, and sales skills
  • Excellent communication skills with the ability to effectively interface with all levels and teams on a formal, informal, written and verbal basis
  • You are fluent in English
  • Strong entrepreneurial skills to excel in a complex and rapidly evolving environment
  • Able to perform under pressure
  • Ability to travel and have the flexibility to work in different time zones
  • Ability to lead meeting with C-levels of global chains and to present at conference


What's in it for you?

  • We offer you a highly competitive Total Reward package to reflect and demonstrate the true value of being part of #BestTeamEver with focus on compensation; benefits; development & culture that gets reevaluated every year.
  • No worries about going to the doctor: we've got you covered with health insurance and 401K contributions.
  • "A day about you, away from your computer" is the motto for our annual Detox Days.
  • As hard working professionals, we trust in your sense of responsibility so no micromanaging but a flexible work environment.
  • Do you love a yoga session, a new haircut or a massage? So do we! And we can, with our class pass subscription.
  • Are you sad to leave your dog at home while you're at work? We feel you! We'd love to meet your puppers, no matter how big or tiny, so we ensure a dog-friendly office with lots of cuddles and play time! We even have our very own paw-of-fame in the office.


In addition to benefits and other OTA Insight total rewards, the annual base salary for this role is $65,000 - $80,000 + commission. We benchmark our salary ranges for new hires in relation to the role, level, and role location; however, we consider a multitude of factors, to include relevant experience, skills, and education/training, to determine compensation within the identified range.
At OTA Insight, we champion diversity, equity, and inclusion to cultivate our #bestteamever. As such, we do not take a "cookie-cutter" approach to hiring the best talent and invite all candidates interested in joining our team to apply. Have you discovered one of our roles, but do not meet all the listed qualifications? No worries! Please apply and our talent acquisition team will be happy to review your application to try and find the best fit for you!

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Technology we use

  • Sales & Marketing
    • WordpressCMS
    • HubSpotCRM
    • IntercomCRM
    • LinkedIn SalesNavigatorCRM
    • SalesforceCRM
    • YeswareEmail
    • MarketoLead Gen
    • RapportiveLead Gen
    • HubspotLead Gen
    • SalesLoftLead Gen
    • High Velocity SalesLead Gen

Location

Our Denver office is in the trendy area of Lower Highlands (LoHi). This part of the city is lively with bars, restaurants, and coffee shops abound. We are located in a shared building with a roof-top restaurant, with stunning views of Denver.

An Insider's view of Lighthouse (formerly OTA Insight)

How would you describe the company’s work-life balance?

Our employees do their best work when they maintain an all-around balanced lifestyle, and our culture and policies reflect this fact. We offer Unlimited PTO and encourage everyone to actively use this benefit. Working extra hours is neither necessary nor encouraged, and our flexible work environment allows our people to mesh life with work!

Alec

Talent Acquisition Specialist

What's the biggest problem your team is solving?

Because of COVID, the data that hotels used in the past is no longer relevant, and consumer behaviors they could previously rely on are gone. OTA Insight is tackling this problem by providing high-quality, immediate data on market trends and traveler patterns. Crucially, we also make this information quick and easy to find, interpret, and share.

Sheryl

Business Development Manager

How does the company support your career growth?

From the moment I joined OTA Insight, my manager was already tailoring my development to reflect my career goals through proactive training, supportive conversations, and reasonable yet challenging goal-setting. I was promoted after only 7 months with the company, and I have observed similar growth in other members across the organization!

Deanna

Senior Credit Collector

How do you empower your team to be more creative?

We are driven by the passion and effort of our people. Our organization is flat to ensure interaction and problem solving across the teams and company. The responsibility of leaders is to foster a culture of curiosity, creativity and accountability. When our team members are supported, they are at their best. We aim to provide that support, always.

Dave

Chief Revenue Officer

What are some social events your company does?

While our company is virtually-oriented, we love to celebrate our international nature and give opportunities for our people to develop connections across the company. This is exemplified by our yearly team meetings in which the entire company comes together in a common location (ex. Portugal, Belgium) for collaboration and festivities alike!

Caleb

Head of Demand Generation

What are Lighthouse (formerly OTA Insight) Perks + Benefits

Lighthouse (formerly OTA Insight) Benefits Overview

Work-Life Balance: Our team here strongly values work-life balance as we understand that people do their best work when they have a balanced and fulfilling life outside of the workplace. We support this by providing Unlimited PTO with a general company philosophy of "as long as the work gets done, take as much time as you need". This also extends into work schedules as we allow our people to largely determine their own schedules, so there is plenty of flexibility to manage life responsibilities outside of work. We want to allow our people to own their work and their time as much as possible.

Strong Health Insurance Options: we offer 5 different health insurance plans that are covered 90+ percent by the company. Additionally, we offer vision and dental plans at reduced cost to the employee. When people feel safe and secure with their health and finances, they are more free to live a fulfilling life at work and at home. On top of this, we offer Health Savings Account, Flexible Spending Account, and Dependent Care FSA!

401k Contributions: we offer a 401k Match plan that can be applied to either a Traditional 401k account or Roth 401k account. Our match is 100% up to 4% of employee contributions, helping our people to prepare for their futures.

Maternity, Paternity, and Short-Term Disability Leave: the company covers the full base salary of the employee for up to 6 weeks of maternity leave and 10 days of paternity leave, allowing both mothers and fathers to enjoy getting to know and taking care of their new children. The company also covers 100% of short-term disability insurance so that when the unexpected happens, our employees feel secure.

Other: we also offer tax commuter benefits, wellness memberships (such as ClassPass), and employee assistance programs. We offer a $500 work from home reimbursement for any WFH expenses as well!

Perks: We have company-wide events, an example of which being our Wellbeing Month; Wellbeing Month consists of a series of group activities (such as group yoga, cocktail sessions, etc.) and culminated in Detox Day, a day in which the entire company took the day off from work to relax, recover, and enjoy time with friends, family, and oneself.

Culture
Open door policy
Team based strategic planning
Open office floor plan
Employee-led culture committees
Quarterly engagement surveys
Hybrid work model
In-person all-hands meetings
In-person revenue kickoff
Flexible work schedule
OTA Insight strongly values work-life balance, and a major component of this is flexibility, Our employees largely determine their own schedules so they can align their work with their lives
Remote work program
While OTA Insight has offices in Denver and Dallas for the US, we offer flexibility in this regard. Many of our people are fully remote, some are hybrid, while some prefer the office full-time.
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
We offer 100% employer covered Short-Term Disability coverage.
Dental insurance
We offer discounted dental coverage for our employees at a cost to the employee of around $40 per month.
Vision insurance
We offer discounted vision coverage at a cost to the employee of around $10 per month.
Health insurance
We offer 5 different health insurance plans from United Healthcare. OTA Insight covers 90+% of these plans and covers our base plan in its entirety.
Life insurance
Wellness programs
Team workouts
Mental health benefits
Wellness days
Financial & Retirement
401(K)
We offer options for both a Traditional 401k and a Roth 401k that are managed through Guideline. We have a 75% match up to 4%.
401(K) matching
We offer options for both a Traditional 401k and a Roth 401k that are managed through Guideline. We have a 75% match up to 4%.
Performance bonus
We offer performance bonuses and raises to many of our employees that are specific to each individual role.
Pay transparency
Child Care & Parental Leave Benefits
Generous parental leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
We offer Unlimited PTO to all of our US employees. For us, work serves as a way to support life- not the other way around. We encourage our people to actively use this as long as the work gets done!
Paid holidays
Paid sick days
Flexible time off
Bereavement leave benefits
Company-wide vacation
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Pet friendly
Fitness stipend
Home-office stipend for remote employees
Mother's room
Professional Development Benefits
Job training & conferences
Lunch and learns
Promote from within
Customized development tracks
Personal development training
Virtual coaching services

Additional Perks + Benefits

At Lighthouse, and we pride ourselves on being a fun and professional place to come to work every day. Our company wide commitment to hiring and taking care of the #bestteamever shows itself in the upbeat, communicative and trusting work environment that everyone at Lighthouse enjoys and adds value to every day. Whether it's bringing the entire company together to Ghent or even Lisbon and Barcelona for our annual global team gathering, an office challenge to see who gets the 10,000th cup of coffee from the machine, or a spontaneous catch-up to discuss the team's latest breakthrough, we're always doing things together, doing them enthusiastically, and doing them for each other. This is our ethos and our culture.

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