Expedia

The Pre-Sales Specialist will generate new business leads for the NA Acquisition Sales Team to support monthly & quarterly sales goals. Key functions include driving the development of leads from multiple sources and hand-off of qualified opportunities to an Acquisition Account Manager. To be successful in this role, you must be able to multitask, manage multiple projects, be motivated and results-driven, and enjoy working in a team environment. Other key functions include: 

 

• Develop weekly, monthly, quarterly lead development strategies under the direction of Sales Management

• Conduct research to identify potential prospects and follow up on contact lists

• Develop leads for handoff to the sales team via telephone, email, Eloqua, and social media to identify appropriate buyers within the target market

• Uncover customer and prospect interest to develop into a solid sales opportunity

•  Initiate communication with prospects and conduct follow-up communications in order to qualify opportunities and move them into the sales funnel.

• Oversee management and distribution of leads to sales team on an ongoing basis

• Report to management on lead follow-up through SFDC, ensuring leads are tracked correctly and consistently across the sales team

• Boost sales and contribute to our long-term business growth.

 

• Work directly with manager and team and communicate strategic plans, goals and objectives

• Research and profile targeted companies to identify key contacts & uncover opportunities

• Place outbound calls to database prospects, prospective customer lists, channel partner customer lists to meet business objectives

• Be an expert in objection handling methods, prospecting strategies and closing techniques

• Conduct call campaigns to support company-wide business initiatives

• Grasp technology service solutions and maintain an understanding of our marketplace, including competitors

• Identify and articulate prospect's needs, expectations and priorities

• Document every touch point with customer and prospect database via Salesforce.com

• Hands-on experience with multiple sales techniques (including cold calls)

• Track record of achieving sales quotas

• CRM software (e.g. Salesforce)

• MS Excel (analyzing spreadsheets and charts)

• Understanding of sales performance metrics

• Excellent communication and negotiation skills

• *Desire to learn how to deliver engaging presentations

• *Some knowledge of Sales Pipeline Management

• Communication: adapt your communication style by quickly reading partner reactions and mood

• Relationship Management: understand partners and customize engagement approaches; you uncover and pursue value-add opportunities for them

• Partner Advocacy: demonstrate a “partner-first” mindset and create “win-win” situations while showing a bias-to-action by actively engaging and following up with stakeholders until issues are resolved

• Planning & Quality Delivery: demonstrate accountability to meet assigned tasks and goals, you know how to prioritize and you demonstrate a willingness and capability to take on additional tasks

• Data Driven Business Acumen: use software, data and tools to conduct analysis and derive insights; translate insights into actionable improvements or growth opportunities

• Expertise Development: can quickly build and maintain expertise in HomeAway offerings and the vacation rental market

• Continuous Improvement and Agility: proactively give and seek feedback and you are willing to learn and adopt agile principles, embrace changes, learn from failures and look for improvement.

• Internal Collaboration: work well with cross-functional teams

Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.