Account Executive

Account Executive

Location: Cardiff/Swansea, Wales, UK (Remote)

OpenTable, part of Booking Holdings Inc. (NASDAQ: BKNG), is the world's leading provider of online restaurant reservations, seating more than 26 million diners per month via online reservations across more than 47,000 restaurants. The OpenTable network connects restaurants and diners, helping diners discover and book the perfect table and helping restaurants deliver personalized hospitality to keep guests coming back. The OpenTable service enables diners to see which restaurants have available tables, select a restaurant based on verified diner reviews, menus, and other useful information, and easily book a reservation. In addition to the company's website and mobile apps, OpenTable powers online reservations for nearly 600 partners, including many of the Internet's most popular global and local brands. For restaurants, the OpenTable hospitality solutions enable them to run their reservation book, streamline their operations, and improve their service levels. Since its inception in 1998, OpenTable has seated over 1.7 billion diners around the world. OpenTable is headquartered in San Francisco and has bookable restaurants in more than 20 countries, including Australia, Canada, Germany, Ireland, Japan, Mexico, the Netherlands, Spain, United Kingdom and the United States. Restaurants are available for reservations in Dutch, English, French, German, Italian, Japanese, and Spanish languages.

About Our Role

Reporting to the Sales Manager of the region, this position is responsible for bringing new restaurants onto our dining network through a consultative sales approach. As an Account Executive, we are the first point of contact that a restaurant has with OpenTable. Because our Account Executives are so in tune with their local markets, OpenTable relies on this team to provide feedback to our Marketing and Product teams. Therefore, those succeeding in this role will be involved with reciprocal, company-wide strategies on how to grow our business.

OpenTable’s Account Executive team is dedicated to improving restaurants’ revenue potential by applying best in brand front-of-house management and online reservation technology. We are looking for sales professionals who are passionate about the restaurant industry and want to feel good about the products they sell. We work in a high-adrenaline, client-facing sales role requiring deep industry expertise, tried sales ability with a particular penchant for closing deals, and a broad base of industry contacts.

In this role, you will:

Sell our core products to restaurateurs whose businesses are not on the OpenTable network. You will be joining a team solely passionate about identifying and closing new business within a named territory. You understand and anticipate how decisions are made, and you will persistently explore and uncover the business needs of your key clients. The Account Executive will handle and lead your own book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs. You will also work closely with your local Restaurant Relations Manager who handles customer relationships. Together as a team, you will lead the success of your entire market.

Responsibilities

• Target, identify, and sell OpenTable products to restaurants.
• Champion and build upon existing high-level relationships to serve as a trusted advisor to your market’s client base.
• Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful.
• Present customized in-person and on-line demos of OpenTable products.
• Educate operators about trends in the industry and offer rare insight.
• Support customers to think differently about their business.
• Develop and complete a strategic plan for the territory and build reliable forecasts.
• Strategically overcome objections and competition.
• Generate business plans to define your selling strategies and tactics.
• Consistently over achieve monthly and quarterly acquisition and revenue targets.
• Bring to bear your skills and your customers’ experience to continually evolve the sales process and our product for enabling it.
• Listen to the needs of the market and share with the Product and Marketing teams.
• Use Salesforce to run your territory, stay organized, forecast sales activity, and process contracts.
• Understand and adapt to ongoing product and technology developments.

Please apply if:

• High-reaching, tenacious and results driven.
• Self-motivated and able to perform well under pressure and against aggressive goals and deadlines.
• Skilled at presenting fresh opinions to customers that reframe and challenge the way they view their business.
• Keenly supervises economic and industry drivers and understands its implications on the restaurant business, including identifying new business opportunities.
• Knowledgeable about restaurants and is able to demonstrate this to talk about customer issues from multiple dimensions.
• Excellent oral and written communication and presentation skills.
• Outstanding ability to drive business value during sales engagements.
• Highly analytical with the ability to assess business opportunities and read prospective buyers.
• Aptitude for capturing and using data to advise decision-making and persuade others.
• Capable of developing compelling strategies that deliver results.
• Strong negotiating skills.
• Restaurant management and/or sales experience highly preferred.
• Attention to detail in administrative responsibilities. Expect 20-35% admin.
• Strong PC skills and overall technically savvy.
• Capacity to grasp and learn sophisticated concepts quickly and independently.
• Proficient in Word, PowerPoint, and Excel.

In role Benefits

• Opportunities to advance/grow sales career.
• Access to top chefs and restaurateurs in your market.
• Comprehensive sales training at an individual, regional, and corporate level.
• Insight into standard methodologies throughout the restaurant industry.
• Exposure to versatile, credible business leaders.
• Participation in local restaurant events.
• Engage in an encouraging work hard/have fun company culture.
• Become a part of an exciting and personable group who love what they do.
• Full-time, comprehensive benefits along with an annual base salary commensurate with experience.

Benefits

• You will accrue 25 vacation days per year in addition to statutory UK Bank Holidays
• One Celebration Day per calendar year
• Private Health & Dental and Life Insurances
• Employee Assistance Program (EAP)
• Pension Fund
• Gym Discount
• Bike2Work
• Season Loan Ticket
• Reimbursable eye tests and 100 GBP contribution towards VDU glasses only
• Perkbox & Booking.com business discounts

Diversity, Equity, and Inclusion

OpenTable aspires to be a workplace that reflects the diverse communities we serve and a culture that is inclusive and welcoming. Hiring people with different backgrounds, experiences, perspectives, and ideas is critical to innovation and to how we deliver great experiences for our users and our partners. Representation matters.

We 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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