Role Purpose
The Commercial Sales Manager is responsible for signing new partnerships in line with CarTrawler’s company strategy. This role will independently own the end-to-end sales process for high value opportunities, maximising commercial prospects and driving incremental revenue for CarTrawler at pace. You lead and own commercial negotiations to build strong, long-term partnerships whilst working cross-functionally to define and scope complex partner commercial and technical requirements.
Reporting to: Head of Commercial Development
Main Accountabilities and Key Tasks:
- Drive Performance
- Independently own the full, end-to-end, consultative sales process for each allocated opportunity in the commercial pipeline.
- Deliver on sales targets, through active and effective pipeline management and execution of commercial deals.
- Close deals that maximise revenue for CarTrawler, working within approved commercial frameworks to deliver and exceed profitability targets.
- Work with Commercial Strategy team to evolve our commercial propositions to meet the requirements of the ever-changing partner set and competitive landscape.
- Problem solve in a complex, ambiguous, and high growth environment.
- Build Partnerships
- Develop and build relationships with key decision makers and C-level representatives involved in any prospective opportunities.
- Influence prospective partners at all levels, selling consultatively.
- Prepare, submit, and present proposals and tender responses to the highest professional standard, adhering to the CarTrawler brand and commercial guidelines.
- Represent CarTrawler at industry and or other networking events.
- Support the Business
- Develop a clear understanding of prospective partners’ business and technology requirements and articulate these back to the business.
- Collaborate with other key departments (e.g. Go-Live, Product & Technology, Legal, Finance, Partner Management) throughout the sales process, particularly during competitive tenders and responding to RFPs.
- Lead internal processes and communications with senior stakeholders across the business, including the CarTrawler Leadership Team, to win approval for commercial proposals and bespoke out of proposition requirements.
- Play an active role in supporting key internal stakeholders (e.g. Product, Commercial, and Technical Teams) with a thorough understanding of market demands and partner requirements.
- Manage and progress all commercial opportunities through Salesforce ensuring completeness & accuracy of relevant engagements and providing comprehensive updates for senior management and CarTrawler Leadership Team.
Knowledge and experience:
- At least 8+ years in Commercial roles, with business development experience, and ideally with travel industry experience.
- In-depth negotiation expertise.
- Strong influencing and relationship management skills, with the ability to engage and build relationships with all stakeholders, including C-level, inside and outside of CarTrawler.
- Strong analytical and critical thinking skills, with curiosity to resolve problems, identify emerging business trends, be creative, and find innovative solutions.
- Ability to work independently, managing multiple concurrent projects and initiatives in a fast-paced, cross-functional environment.
- Proven track record of selling in a B2B environment; driven by success, with a strong desire to win.
- Excellent commercial acumen with direct experience of preparing and submitting complex bids and/or tender responses.
- Highly professional, with strong personal and professional integrity; able to successfully represent CarTrawler both internally & externally.
- Excellent knowledge of the marketplace and overall travel industry.
- Tech-savvy, with ability to communicate technical product features effectively to both commercial and technical audiences.
- High proficiency in PowerPoint, Excel, and Word.
- Ability to travel required.
Driving successful partnerships
