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Go to Market Manager for Europe
hace 3 meses
Hotelbeds is the world’s leading technology partner, connecting and empowering the world of travel. We’re game-changers, disruptors, the people who bring together local and global brands in accommodation, transport, activities and payments through our network of 300,000 hotels worldwide, 60,000 hard to reach high value clients such as tour operators, travel agents and loyalty schemes across 140 source markets. We are tech-driven, with a customer-first philosophy, and commercial teams whose knowledge and relationships on the ground are second to none. And of course we have an amazing team Our people, Team Hotelbeds, are the beating heart of the company who we encourage to ‘move fast, dream big and make the difference’ every day. In fact, we believe that it is tech + data + people that truly sets us apart in the market, alongside our ‘global approach, local touch’ mentality. We’re headquartered in Palma, Mallorca and employ around 3,500 people worldwide.
JOB DESCRIPTION:
The Go to Market Manager for Europe plays a pivotal role in shaping and executing the FTI GTM strategy for our major markets of the region. This involves aligning sales teams with the FTI GTM strategy and equipping them with the necessary skills to execute this strategy effectively. Reporting to the Go to Market Director, this role is centred on bolstering sales initiatives for FTI products in the European landscape.
1. GTM Vision and Strategy
- Contribute to the development of a compelling vision to position the company as a unique marketplace player and a renowned travel tech brand
- Contribute to the ongoing evolution of the overall FTI GTM strategy, translate it into the GTM strategy for the region and actionable plans at various levels (product, market, channel, customer segment)
- Ensure alignment of the FTI GTM strategy with sales teams and relevant HBX functions to establish the HBX FTI platform in major European markets
- Establish market-level resource plans, complete with relevant targets and key performance indicators (KPIs)
- Effectively communicate the FTI vision within the region
2. Sales Leadership
- Collaborate with regional teams to execute the FTI GTM strategy and plans effectively
- Oversee the Profit and Loss (P&L) for the FTI program in Europe
3. Integrating FTI into Existing Business Lines
- Identify the existing needs for FTI solutions within the region
- Validate and refine marketable FTI solutions to meet client needs and seamlessly integrate them within our existing business lines
4. Organization Upskilling for FTI Value Proposition
- Identify the specific requirements for selling FTI products to existing and new customers across all HBX channels
- Contribute to the creation of a comprehensive training program for in-market teams to leverage existing sales resources for FTI products
- Develop monitoring tools to enhance the implementation of the FTI strategy, with a focus on aspects that matter to customers, including acceptance rates, transaction costs, and fraud prevention measures, all aimed at optimizing sales value
5. Strategy Execution
- Lead the operational implementation of the FTI GTM strategy in the region
- Define specific tactics and action plans to achieve the strategy's objectives, encompassing product launches, market expansion, and channel development
- Collaborate with cross-functional teams to ensure smooth execution of the strategy, fostering internal alignment and enhancing customer value
- Monitor the progress of strategy implementation through regular reporting and performance measurement
- Identify potential roadblocks and proactively address challenges to maintain the course of successful execution
- Continuously evaluate the effectiveness of the strategy and make necessary adjustments to optimize its impact
- Act as a catalyst for change, promoting agility and responsiveness to market dynamics
**Skills**:
- Understanding of technology underlying FTI business models
- Ability to map transaction journey and economics from a multi-stakeholder perspective
- Design and deployment of GTM sales program
- Multi-country product and platform management
- Manage trade off between acceptance, risk (fraud) and cost in deploying products in market
- Cross-functional and market project management
- Effective in communicating vision, strategy, and new commercial ideas both internally and to clients
- Proficient in executing business initiatives
- Proven self-starter with record of success in team-oriented environment
- Ability to influence internal and external stakeholders across markets and divisions
- A proven attitude for learning technical terms and developing an understanding of complex technical products
- High level of energy, drive, enthusiasm, initiative, and commitment
- Bachelor’s degree minimum
- Fluency in English
Experience
- A demonstrated track record of working for multinational or regional FTI provider(s)
- Proven success and career growth in a B2B commercial rol
