Manager, New Business

Hybrid - Chicago, Illinois (West Loop)

With millions of diners, tens of thousands of restaurants, and 25 years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a unique insight into the world of hospitality. We champion restaurants, bars, wineries, and other venues around the world, helping them attract guests, manage capacity, improve operations and maximize revenue.

Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global network that includes OpenTable and KAYAK's portfolio of travel brands including Swoodoo, checkfelix, momondo, Cheapflights, Mundi and HotelsCombined.

Hospitality is all about taking care of others, and it defines our culture. You’ll work in a welcoming and inclusive environment, and get the benefits, flexibility, and support you need to succeed.

About the Role:

As the Manager, New Business, reporting to Sr. Director – US Regional Growth, you will be responsible for leading and motivating a high-performing team of Sales Development Representatives (SDRs) and Account Executives (AEs) focused on growing our network of restaurant partners within Regional Growth. You'll play a crucial role in driving revenue and ensuring the success of both our team and our restaurant clients.

Responsibilities:

  • Grow customer base through new sales acquisition and securing qualified meetings 
  • Lead a high-performing team of Mid-Market Account Executives (AE) and Sales Development Reps (SDR)
  • Motivate and inspire your team to achieve and exceed individual and team sales goals.
  • Provide ongoing coaching and development opportunities to help SDRs and AEs to refine their sales process, pitch, product knowledge, and selling skills.
  • Prioritize territory covery and focus for AEs and SDRs, and adjusting focus cities as necessary
  • Conduct regular performance reviews and offer constructive feedback for continuous improvement.
  • Develop and implement a comprehensive strategy for the team, aligned with US RG priorities.
  • Oversee the sales pipeline, ensuring smooth lead handoff from SDRs to AEs.
  • Identify and implement new sales processes and tools to improve team efficiency and effectiveness.
  • Analyze market data and trends to identify new business opportunities and adjust strategies accordingly.
  • Build and maintain strong relationships with key partners within the territory.
  • Represent OpenTable at industry events and trade shows when necessary.
  • Advocate for the needs of your team and partners within the company.
  • Maintain clear and consistent communication with your team, district managers, and other OpenTable departments.
  • Foster a collaborative and supportive work environment where team members can learn from each other.

Qualifications:

  • Proven success in sales management, ideally within the restaurant or hospitality industry.
  • Minimum 5 years of experience in a B2B sales environment.
  • Strong sales leadership, coaching, and mentoring skills.
  • Deep understanding of the restaurant industry and the sales challenges faced by restaurateurs.
  • Excellent communication and interpersonal skills, with the ability to build rapport with diverse stakeholders.
  • Strong analytical and problem-solving skills.
  • Ability to multitask and manage multiple priorities in a fast-paced environment.
  • Proficiency in Salesforce.com and other relevant CRM software.
  • Passion for OpenTable's mission and our commitment to restaurant success.
  • Ideal candidate is able to travel to Chicago frequently (minimum 1x/month) or lives in the Chicago area.

Benefits:

  • Generous paid vacation
  • Day off on your birthday
  • Company matched retirement plans
  • Health, dental and vision insurance plans
  • Flexible Spending Accounts
  • Headspace Subscription
  • Drinks, coffee, snacks, games
  • Flexible hours
  • Universal Paid Parental leave

There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. The range for this United States located role is $75,000-$95,000. In addition to a competitive base salary, roles are eligible for additional compensation and benefits including: annual cash bonus; health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave and benefits.

Diversity and Inclusion

We aspire to have a workplace that reflects all of the diverse communities we serve. We know that when we have diverse teams we produce more creative ideas, products, and better outcomes for our team members. OpenTable/KAYAK is proud to be an Equal Opportunity Employer, and we welcome and encourage candidates from all backgrounds and experiences to apply for roles on our team. Whoever you are, just be you.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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