Director, Business Development - Location Solutions

ASSA ABLOY Group; Plano (TX); On-site; USD 90,000 - 140,000; Full time

Job summary

The Business Development Manager for ASSA ABLOY Group's hospitality segment will drive new revenue and demand for VLS and oversee North America opportunities. You will build relationships with regional properties, management & ownership groups, and hotel operators to upsell, tailor solutions, and expand market share.

Collaborating with Strategic Accounts, Regional Sales Managers, and Marketing, you will deliver forecasts, maintain CRM records, and develop quarterly action plans to meet quotas.

Qualifications

• Minimum of 5 years experience in Sales.
• Experience selling technology within the hospitality industry; hotel and lodging sector.
• Proven track record of meeting quota in technical or hospitality sales.

Responsibilities

• Prospect, propose and close sales to hospitality and MDU accounts.
• Provide accurate sales reports, projections, and CRM records.
• Build and maintain regional relationships with ownership, management companies, and distributors.
• Learn and demonstrate Assa Abloy products; pursue upselling opportunities.
• Create quarterly and annual action plans based on identified opportunities.
• Maintain proficiency on all sales and technical aspects of products.

Skills

Quota attainment

Self-motivated

Interpersonal skills

Client relationship building

C-level to front-line experience

Hospitality tech knowledge

Driving license

Microsoft Office

Sales leadership

Tools

Microsoft Office

Job description

Job Summary

The Business Development Manageris responsible for new revenue development and creation of demand in the assigned brands of Assa Abloy in the hospitality segment for the specified product and region – VLS (product) and North America (territory).

Primary Focus and Deliverables

• Drive new revenue through and maintain sustained business relationships Regional Properties, Management & Ownership Companies, and other properties as assigned by the VP of Sales.
• Assist the sales organization with each customer by presenting the full suite of Assa Abloy’s products and focus on upselling when in front of each hotel. Your primary focus will be VLS.
• Work in partnership with the Strategic Accounts, Regional Sales Managers, and Marketing team to support and grow market share in the assigned territory.

Essential Duties and Responsibilities

• Responsible for assisting the sales team in prospecting, proposing, and closing sales to new and existing hospitality and MDU accounts
• Provide accurate reports, sales projections, and other documentation as requested.
• And maintain appropriate records in CRM system documenting customer interaction.
• Technical aptitude (extensive training is given but must be able to learn new technology).
• Work well independently (in a tight time line), self motivated, and takes initiative.
• Manage relationships, at a regional level, with purchasing company accounts, ownership and management companies, distributors etc. when not assigned to other sales team members
• Create quarterly and annual action plans based on opportunities identified; actively support sales and technical training needs of existing customers; investigate customer complaints and make recommendations to management.
• Maintain proficiency on all sales and technical aspects of products.
• Assume and perform other duties and responsibilities not specifically outlined herein, but which are logically and properly inherent to the Sales Department.

Skill Requirements and Performance Criteria

• Ideal candidate will have a background of meeting and exceeding quota in technical or hospitality sales, preferably both.
• Self-driven, energetic and ambitious.
• Strong interpersonal skills and the ability to communicate effectively.
• Strong interpersonal skills with proven track record of building successful client relationships.
• Prior experience working/building relationships with clients ranging from C-level to front line managers
• Understanding of hospitality technology and integrations, preferably related to PMS, mobile and Cloud solutions or other hospitality focused products or services to the hotel industry is preferred
• Demonstrable existing relationships and experience working with hotel ownership groups or developers is important
• Must have a clean driving record.
• Must have working knowledge of Microsoft Word, Excel, Power Point and Outlook.
• Must have a successful history of managing and growing sales revenues.
• Strong business and technical aptitude.
• Must have a demonstrated track record of working under minimal direct supervision.
• Must successfully pass 80% product certification tests.

Education and/or Work Experience Requirements

• Minimum of 5 years experience in Sales.
• Successful track record of demonstrating product in solo capacity
• Experience selling technology within the hospitality industry; hotel and lodging sector.

We are the ASSA ABLOY Group

Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access.
As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.
As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.