Director - Solutions Engineering in New York, NY

$100K - $150K(Ladders Estimates)

BCDTravel   •  

New York, NY 10001

Industry: Hospitality & Recreation

  •  

5 - 7 years

Posted 53 days ago

Job Summary

As our industry evolves and digital, mobile, and new distributions grow in importance we are expanding our Solutions Engineering department. These Solutions Engineers are consultants to our sales and account management teams, and to our clients and prospects on BCD's client facing technologies. Through collaboration with our sales team they will have to be able to explain how we are staying ahead in this quickly evolving industry.

Responsibilities

  • Support the BCD Travel annual sales and earnings goal by selling products and services to existing clients, support new sales efforts with prospects and support client retention efforts.
  • Track all engagements and requests for assistance from initiation to final outcome using the BCD Travel CRM established procedures.
  • Will consult with the commercial owner on pricing strategies and commercial terms of BCD Travel products and services
  • Understand how digital and mobile services are disrupting the service industry and have the expertise to be a presenter on BCD's digital roadmap.
  • Tell a convincing story that is relevant to each client/prospect's travel program.
  • Develop a feedback loop that ensures what we hear from clients/prospects is fed back to product development and SolutionSource teams
  • Review RFP responses and standard RFP database submissions
  • Demo BCD travel technology
  • Have an active social media presence to support BCD's technology/product portfolio
  • Support industry events such as ACTE and GBTA
  • Provide and maintain technical sales support (e.g., product presentations, architecture reviews, application discussions, prototype development) for key accounts when needed or requested by BCD Travel managers. Actively coach technical sales strategy for key deals
  • Prepare and present to prospects and existing clients product and service solutions with the goal of selling BCD Travel as the TMC or the products and services offered by BCD Travel.
  • Maintain an in depth knowledge of how to sell products and services which includes the solution a product provides, how the product works and product demonstrations or presentations.
  • Using the established pricing guidelines from the BCD Travel services list provide ideas and suggestions on pricing and ways to collect revenues.
  • Maintains consistent information flows with all associated BCD Travel personnel
  • Using the appropriate diagnostics and benchmarking capabilities determine the appropriate solutions (products and services) to present for sale to clients
  • Provide RFP support as required including response to questions and sales strategy.
  • Ensure timely tracking of all engagements within the BCD Travel CRM
  • In conjunction with the sales team, develop a pre-sales / sales strategy using discovery, diagnostic and benchmarking capabilities and solutions offered by BCD Travel to win new business.
  • Utilizes and adheres to the sales technique process as outlined by Solutions Consulting and Sales Team
  • Create a targeted plan for selling products and services to existing clients. Includes expansion, retention and bid avoidance.
  • Identify and maintain pipeline adequate enough to meet set goals
  • Maintains high close and win ratios as assigned by VP/SVP
  • Identifies competitive threats and emerging problems and offers
  • Working with Product Planning and Product Marketing develop a sales plan for products and services.
  • Will work with the sales rep during the sales life cycle to win new business
  • Will work with the VP and account manager to sell products and services to existing clients
  • Will track business development activity in the company CRM through to final outcome

Qualifications

  • 5+ years business travel industry experience
  • Experience in closing sales opportunities
  • Experience with travel industry technologies
  • Strong BCD product knowledge
  • Effective communication skills, oral, written and presentation
  • Excellent commercial English language skills
  • Experienced with Microsoft business software applications and Tablets and smart Phone
  • Thorough knowledge of business travel management and supplier landscape
  • Travel up to +50% of the time both domestically and internationally
  • College degree (Preferred)
  • Minimum 8 years business travel industry experience (Preferred)
  • Fluency in a second major language is a plus (Preferred)


Valid Through: 2019-10-18