Director, Hospitality

PressReader is a rapidly growing technology company that partners with the world’s leading publishers to deliver content to millions of users in over 160 countries. Our progressive approach to digital distribution has allowed publishers such as The Washington Post, The Guardian, Newsweek, Rolling Stone, The Globe and Mail, and Vogue to find new audiences through business partnerships, including airlines, hotels, cruise ships, libraries, and thousands of other companies worldwide.  

Our technology also powers Branded Editions (BE) - a white-label solution that enables publishers to deliver their digital content in interactive ways. BE allows them to build a customizable platform that supports a wide range of revenue opportunities. 

We have an opportunity for a Director role (Temporary, 1-Year Contract) to join our Hospitality team

**This posting is exclusively for internal candidates. Only applications from current employees will be considered**

As a Director, you will will lead the Hospitality vertical, taking responsibility for overall management of the team, sales performance (including exceeding or achieving sales and renewal targets), strategically evaluating the hospitality industry as it relates to PressReader products and services today, and look for growth opportunities within existing partnerships, via new sales, or in areas adjacent to where PressReader operates with Hospitality today.  The candidate will be a member of PressReader’s Management Team and part of the oneB2B leadership team.  They will be driven to perform both at vertical team level, as well as support the broader objectives of the B2B sales organization and the company more broadly.  The ideal candidate will have a strong aptitude for selling, but moreover has a proven track record of enabling teams to sell and provide client support. 

In this role, you will: 

Sales Strategy and Execution 

• Define business goals for the Hospitality vertical in line with company objectives, devising various plans to support and deliver against these goals
• Strategically identify sales growth opportunities by identifying key challenges, business climate changes and threats and market opportunities, all leading to successful achievement of sales and budgetary targets, client retention, and overall vertical growth
• Identify cross-vertical opportunities and explore programs and partnerships that provide new revenue opportunities
• Report the vertical’s results and develop/evolve the verticals’ business plan in support of sales growth and client retention
• Oversee and evolve as required the commission structure, using this as a lever to focus sales efforts on desired client types, regions, or strategic objectives
• Contribute to the negotiation of key contracts (master brand, preferred supplier, procurement partnerships), ensuring alignment with existing deals and PressReader’s overall objectives

Industry Thought Leader 

• Develop a deep understanding of the Hospitality industry to support a strong business plan.
• Keep up to date on changes, understanding how this will affect the ongoing efforts of the vertical.
• Become a thought leader on various parts of the industry, contributing through written and speaking opportunities in an effort to become well known in industry circles
• Plan, prepare for and participate in various trade events, including conferences, expos and meetings with partners and represent PressReader at these events

 Management (Vertical and Team)  

• Manage the overall Hospitality vertical, including all sales and support staff, plus agents (generally and against performance KPIs)
• Present and represent Hospitality in various management functions, showcasing successes, challenges and opportunities.
• Represent the voice of hospitality on cross-functional initiatives, keeping leadership and stakeholders informed and up to date on initiatives, including risks and opportunities
• Create and foster a culture that motivates employees to exceed targets, collaborate with one another, resolve customer issues, and represents an exciting environment to work in
• Implement infrastructure, processes, training and education plus best practices to improve sales, sales operations, and renewals
• Evolve the team structure according to the needs of the business, industry trends and pressures, and growth areas.  Support the growth of existing employees, and participate or lead hiring of new team members, as required
• Develop KPIs for direct reports in line with vertical and company overall objectives.
• Evaluate direct reports on their KPI’s, performance, and development goals, linking these evaluations to compensation where applicable

 Performance Tracking, Reporting and Market Analysis: 

• Ensure accurate reporting by all team members, including full use of CRM
• Measure performance on a daily, weekly, monthly and quarterly basis,  to ensure success and all for course corrections necessary for Hospitality to meet or exceed its targets
• Utilizing strong analytical skills, estimate the total addressable market, the vertical’s market share, all while monitoring competitive positioning
• Stay up to date on existing and new competitors, their pricing, territories and adapt this knowledge to support the business objectives of the vertical

 Product Evolution  

• Share insights and partner feedback with a view to influencing product.
• Participate in strategic sessions designed to evolve the product, increase adoption, and look to new products that can grow the business

 Overall 

• Other duties as assigned.

You are a great fit if you have: 

• Proven experience in a similar role, preferably in B2B sales.
• 5+ years experience in sales, SaaS, corporate, or corporate sales to hospitality partners
• Experience selling in multiple geographic regions, and to organizations of varying size
• Sales is your passion, and you love helping your team to succeed in their sales efforts, playing a role in enabling their success.
• Excellent communication and interpersonal skills, with a strong analytical approach to understanding sales, sales potential, lead conversion, market positioning, competitive landscape and client management and retention.
• Strategic mindset, with the ability to articulate clearly strategic objectives versus tactical executions
• Superior people management skills, including a demonstrated ability to develop leaders.
• Excellent organizational skills and attention to detail.
• Proficient with CRM and other sales tools.
• Strong proficiency in both written and verbal English communication skills.

 Bonus points if you have: 

• Bachelors or higher in business administration, economics, marketing, or related field.
• Proficiency in a second language
• Background in Hospitality B2B sales 

Why us for your next career adventure? 

PressReader offers a hybrid work environment to balance the flexibility of working from home and being together to collaborate, celebrate, and connect. For those located close to our head office in Richmond, BC, we encourage coming into the office 2 days a week to meet with your team.

If you don’t see yourself fully reflected in every job requirement listed for this job, we still encourage you to apply. We are committed to creating a more equitable, inclusive and diverse company and we welcome applicants of all genders, ages, ethnicities, cultures, abilities, sexual orientations, sexual identification, and life experiences. If you require accommodation in completing any pre-employment assessments or applications, interviewing, or otherwise participating in the recruitment process, please email people[at]pressreader.com. 

Finally, sometimes emergencies happen and you may need to reschedule an interview. We understand. Please let us know without worrying about losing the opportunity or your credibility. 

To apply, please submit your resume, and a cover letter explaining why you are the right person for this role. 

We can’t wait to meet you 

**This posting is exclusively for internal candidates. Only applications from current employees will be considered**