HomeAway, Inc., an Expedia brand based in Austin, Texas, is the world's leading online marketplace for the vacation rental industry, with sites representing over 1.2 million paid listings of vacation rental homes in 190 countries. Through HomeAway, owners and property managers offer an extensive selection of vacation homes that provide travelers with memorable experiences and benefits, including more room to relax and added privacy, for less than the cost of traditional hotel accommodations. The company also makes it easy for vacation rental owners and property managers to advertise their properties and manage bookings online. The HomeAway portfolio includes the leading vacation rental websites HomeAway.com, VRBO.com and VacationRentals.com in the United States; HomeAway.co.uk and OwnersDirect.co.uk in the United Kingdom; HomeAway.de in Germany; Abritel.fr and Homelidays.com in France; HomeAway.es and Toprural.es in Spain; AlugueTemporada.com.br in Brazil; HomeAway.com.au and Stayz.com.au in Australia; and Bookabach.co.nz in New Zealand. Asia Pacific short-term rental site, travelmob.com, is also owned by HomeAway.HomeAway also operates BedandBreakfast.com, the most comprehensive global site for finding bed-and-breakfast properties, providing travelers with another source for unique lodging alternatives to chain hotels.

eCommerce Optimization & Sales Coach at HomeAway

The Global Sales Operations team is creating a new eCommerce optimization sales coaching position based in Austin. This position will focus on supporting our sales managers to constantly improve their teams' knowledge and ability to improve and optimize our Partner's online Marketplace advertising products. They will be responsible for working directly with sales management and sales representatives to conduct coaching activity for the US Property Management sales team to continuously professionalize and improve effectiveness. They will build strong relationships with Sales Managers and provide on-going training and coaching delivery support and consultation to a team of approximately 30 sellers. They will report directly to the Manager, Americas Sales Training Delivery and Coaching and will need to work effectively in a matrix environment with a dotted line reporting relationship to the US sales leadership team.
Key responsibilities

  • Partner with sales leadership to identify and establish innovative and ongoing coaching methods to develop the team with a primary focus on working with sales representatives to optimize our eCommerce partners online marketplace property listings while improving sales skills such as objection handling, initiating a sales call, closing, qualifying, discovery, establishing rapport, call planning, selling value and return on investment etc.
  • Conduct individual and/or group call monitoring/side by side coaching to evaluate call quality with respect to maximizing sales performance
  • Conduct 1:1 coaching sessions and write call coaching reviews
  • Conduct classroom-based sales skills sessions for new hires and existing team as needed
  • Conduct mini course-correction coaching lessons as needed
  • Develop sales skills messaging talk tracks for new products and roles
  • Collaborate and share best practices with sales coaches in other regions
  • Coach to Consultative Value Based approach focusing on current business initiatives like Gross Booking Value, Conversion of online property advertisements etc…
  • Coach to activity (Number of calls, Contact Rate, Close rate, Call Quality)
  • Work with sales managers to conduct regular group coaching sessions for individuals and classroom trainings
  • Collaborate with global instructional designers to update sales training materials and incorporate role playing and sales skills exercises
  • Support adherence to sales process to ensure consistent customer engagement, sales messaging, and process (call monitoring facilitation & reporting, time studies)
  • 80% training and coaching delivery – 20% training development and global training support

Skills and Experience required for this position

  • Minimum of 2 -3 years experience in sales (B2B, & B2C call center experience a plus)
  • Minimum of 2 -3 years experience in sales skills coaching and training delivery
  • The ideal candidate has experience analyzing online marketplace conversion metrics to optimize and improve eCommerce advertising performance to achieve customer expectations and drive customer retention
  • The ideal candidate would have gained experience in a sales position then moved to a sales training and coaching role
  • The ideal candidate would have a passion and talent for selling and coaching sales agents to improve their selling skills
  • Experience leading group training classes and/or public speaking
  • The ideal candidate is comfortable selling value and return on investment
  • Knowledge of and respect for instructional design and development principles
  • Ability to work under pressure & adapt to rapidly changing products, deadlines, & requirements.
  • Coaching or relevant certification a plus

Must be a self-starter, have a bias for action and be able to drive for sales results.

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Why work with us
Founded by Brian Sharples and Carl Shepherd in February 2005, the idea behind HomeAway was to revolutionize the historically-fragmented vacation rental industry and establish the company as the clear market leader. The entrepreneurial spirit of the pioneers who created the very first vacation rental sites, many of which are now part of the HomeAway portfolio, fueled the early growth of the business and set the tone for the company culture that exists today. At HomeAway we work as a team, we work hard and we're competitive, but we always make time to celebrate our successes. From peer-nominated awards for those who have exceeded expectations with a free vacation, to company parties that celebrate holidays and achievements, we strive to maintain a culture where everyone's content and proud to call HomeAway their "home away from home!"
Culture
The HomeAway World Headquarters is located in downtown Austin, Texas. Employees love the proximity to restaurants, bars and retail — especially to the unofficial company cafeteria, the Whole Foods Market flagship store. The office space is also situated off of Lady Bird Lake, which has a fantastic hike and bike trail. HomeAway's four-story, 86,000-square-foot, mixed-use building was awarded Gold-level LEED certification in April 2010 for its use of eco-friendly materials. The design is vacation-themed and features a giant replica of the birdhouse from the HomeAway logo.
Perks & Benefits
Target Annual Bonus
Employee Stock Purchase Plan
4 Weeks' Vacation
Free drinks and snacks
Game room
Workout room/area, onsite showers and lockers, and bike lockers
Great medical, dental and vision plans

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