Business Development Manager London, England
Job description
About Us
The payments market is the most exciting technology market in the world today for good reason. McKinsey values it globally at over $2 trillion and it’s growing between 13-15% year-on-year. Some of the largest most dynamic brands are investing in this sector; Apple has ApplePay, Google has GooglePay, Amazon has AmazonPay, and it’s not just the Silicon Valley brands. Tencent owns WeChatPay, Alibaba owns Alipay and digital disruptors like Square, Stripe and Adyen all invest millions to grow the payments market.
Planet is a technology company that’s transforming payments by putting the customer experience first. We help our customers deliver a better experience for guests, shoppers, and consumers everywhere. We operate in a market that continues to evolve and expand, partnering with the world’s most prestigious brands across Retail and Hospitality, and with a network of Financial Services partners worldwide.
Payments must be simple, safe, and invisible to meet consumer demands. The only way to do this is to fully embed payments in the software and networks that run business. By combining networks, software, and payment technology, Planet’s creating a world of connected commerce, that makes payments feel good.
We’re growing organically, and with strong Private Equity investors, Advent International and Eurazeo, we have the financial capital and expertise to grow our capabilities and reach through acquisition.
Sales, Hospitality Overview
Hotels are at the forefront in a world where digital and physical experiences are coming together. Planet is excited about helping hotels help their staff and customers towards frictionless processes and experiences, with payment right in the middle.
Our Sales Hospitality team comprises 150 employees globally. With the acquisition of Protel PMS, Hoist groups, and Avantio, we are just getting started to provide a real feel-good, connected experience at the world's most well-known hotels.
Role Overview
This role is focused on selling Planet's property management system (PMS) software with payments products. With this as a primary goal, there will be opportunities for PMS-only and Payments-only product sales as a secondary focus.
Products and services include:
Property Management System (Protel Air primary focus)
Property Management System Market Place Applications
Payments Acquiring Services
Payment Gateway Services
Multi-Currency Services (DCC and MCP)
Gift & Loyalty
What you will do
Generating new opportunities as well as working on shared in-house opportunities to ensure no opportunities within the hospitality vertical are missed. This will require a commercially structured and SDR-style approach to winning the greatest value deals by selling and delivering multiple-element sales across our high-value range of products and services to ensure maximum revenue coverage and annual recurring revenues (ARR).
You will work closely with and support internal teams with UK-focused PMS/Payments deals, including responsibility for but not limited to the following tasks:
Opportunity Qualification
Preparing and executing presentations and pitches
Preparing and sending commercial proposals
Negotiating complex commercial approaches
Creating and Sending Commercial Contracts
Coordinating internal stakeholders to deliver required proposals to opportunities
Updating internal tools and full usage of the company CRM system for all of your activity and the team's activity in the sales pipeline(s)
Offering regular updates on deals and progression
Key Responsibilities:
Win new customers, achieve sales quotas
Develop a solid and predictable sales pipeline across the team
Nurture relationships with key clients and partners, and identify new opportunities for sales and business development
Manage sales activity by way of traditional calls, emails, events time-optimised, measured results approaches
Make sure all Sales activities are clearly reported, documented and shared internally
Engage on social media (primarily LinkedIn) to educate the industry whilst solving problems and scouting for new business
Manage pricing and contract negotiations, ensuing proposals are ARR focused
Pipeline management and forecasting
Travel as and when required to achieve the business's financial goals
Ensure sound sales handovers are completed to customer success (operations) and that clients go live in the targeted timelines (equally ensuring billing begins and commissions are paid).
Who you are
Motivated and driven to succeed, you will have had consistent success winning technology-led product sales within the hospitality industry throughout your career. A robust knowledge and understanding of the global PMS industry products is required and this includes knowledge of the payment market and key players within the domestic and international space. You will possess the following:
Experience working within hospitality tech
Experience with PMS/Distribution in hospitality tech
Understanding of the digital payments sector
Demonstrable success in the hospitality tech space in an SDR-style environment
Knowledge of the payment market
Strategic in your mindset and approach to winning in the market
Self-motivated and independently able to deliver
Problem-solver with the ability to use data to inform sales strategies and decisions
Sales hunter who thrives on winning business and closing deals
Adaptable, resourceful and a quick learner
Why Planet
Planet is an equal opportunity employer where diversity is valued, and all employment is decided based on qualifications, merit, and business need.
Come and grow your career in the most exciting, fast paced technology market, with a business that delivers feel-good connected commerce. We would love to hear from you
