Director of Business Development

Job Title: Director of Business Development

Report to: Executive Vice President of Business Development, International

Location: Remote, up to 30% travel

The Director of Business Development is accountable for growing the revenue within the assigned territory. Responsibilities include initiating contact with potential and current customers within hotel groups and individual hotel prospects, with sales efforts to generate and qualify leads, promote FPG’s subscription as a service offering, and identify sales opportunities. The Director of Business Development must clearly and convincingly articulate the organization’s offerings and value proposition and overcome initial resistance from prospects. Primary metrics are revenue growth from new business generation and leveraging relationships for increased lead generation.

Primary Responsibilities
- Follow the FPG Sales Process Blueprint throughout the entire sales cycle
- Utilize LinkedIn as a sales hunting resource
- Research prospective clients and identify paths to introduction
- Facilitate introduction calls with decision makers
- Build excitement about FPG and gain commitment to portfolio analysis
- Gather and compare data provided by client to determine ROI of FPG IN-Gauge subscription
- Utilizing FPG templates and process, prepare analysis report-out for prospect
- Facilitate virtual and in-person meetings to present analysis results, present FPG subscription support recommendation, pricing, and onboarding timeline
- Coordinate with commercial sales department on contract requests
- Ensure contract template aligns with new client agreement
- Initiate new client onboarding with Talent Development Department and/or Operations leaders
- Initiate new portfolio setup in IN-Gauge
- Provide account management to various strategic hotel organizations and leaders
- Follow the FPG Account Management approach; tiered relationship building, performance reporting, and sponsorship of strategic accounts
- Develop relationships at multiple leadership levels across disciplines
- Partner with and introduce internal operations Team Members for increased awareness, communication, and support
- Maintain, at minimum, monthly contact with strategic accounts
- Solicit testimonials with active customers to help achieve future partnerships
- Stay abreast of industry trends to identify client challenges and articulate solutions
- Maintain a strong proficiency of internal IN-Gauge platform with the ability to articulate features and benefits to a specific user group

Job Requirements
- Bachelor’s degree or equivalent experience (5 + years), Hospitality or Business Management preferred
- 5+ years of experience in a business development/sales role/account management role with sales “hunter” instincts
- Previous experience in hospitality and/or SaaS highly preferred
- Strong LinkedIn profile with previous usage for “hunter” networking and selling
- Excellent influence and persuasion abilities
- Superb executive presence with natural poise and confidence
- Strong self-leadership, motivation, determination, and tenacity
- Self-starter with positive “can-do” attitude
- Advanced ability to cultivate long-term relationships with all levels, especially focused on senior level hotel management and ownership groups
- Excellent communication skills, focus on active listening and highly responsive
- Ability to maintain composure and stay resilient when faced with objections or challenges
- Strong time management skills, must be able to divide balance of autonomous working among prospecting, selling, and account management
- Advanced Microsoft Applications - Office 365, Excel, PowerPoint, Word
- Past experience utilizing CRM, Salesforce preferred
- _Fluency in Mandarin is a plus_
- _ Past selling experience in China is a plus_
- Ability to travel up to 30%.

COMPENSATION AND BENEFITS

We offer a competitive compensation and full range of benefits to all regular, full-time employees and their qualified dependents as outlined below.
- Employer CPF Contribution
- Medical and Dental Benefits - Effective after 3 months of hire
- Employer paid Term Life Assurance Policy (SGD 100,000) - Effective after 3 months of hire
- Employer paid Personal Accident Insurance (SGD 50,000) - Effective after 3 months of hire
- Annual leave, Sick Leave and annual holiday closure
- Parental Leave (Maternity, Paternity, and Adoption Leaves)
- Work from home flexibility
- Lucrative Incentive Plan