Head of Sales
At a glance
Director-level Sales Leadership role at Webtravelgroup. Japan · full-time.
Pay not stated Sales Leadership salary
growthroles summary, based on the employer's posting.
What you'll do
- Lead, hire and coach sales team members, setting performance measures and giving regular feedback
- Build sales plans for assigned markets, track results against targets and address performance gaps
- Win new travel trade partners and grow client accounts through retention, upselling and cross-selling
- Train clients to use the platforms, online tools and API solutions, and share market feedback with product teams
- Research customer needs and competitor activity, prepare forecasts, and represent the team at industry events
What you bring
- At least five years in sales, ideally in travel, hospitality or B2B distribution
- A bachelor's degree in business, sales, hospitality or a related field
- Fluency in written and spoken Japanese and English
- You can build client relationships, identify opportunities and deliver sales targets
Who this fits
This director-level role suits a commercially minded sales leader who can manage a team and client portfolio across assigned markets. It is hybrid in Japan.
From the employer
What you will do on your journey with WebBeds.
As a Head of Sales, you will lead a dynamic team responsible for driving sales revenue from both new and existing clients while building and maintaining strong long-term business relationships. You will work closely with internal stakeholders and external partners to identify business opportunities, forecast market needs, formulate effective sales strategies and achieve revenue targets, while ensuring high levels of customer satisfaction.
This role calls for a strategic, proactive, commercially minded and relationship-focused approach, supported by strong sales, communication and account management skills. You will actively manage client portfolios, identify growth opportunities and help expand WebBeds' market presence. Through strategic sales initiatives and excellent client engagement, you will play a key role in driving business growth and strengthening partnerships across the region.
In this role you will:
Key responsibilities
- Team leadership: Inspire, lead and develop team members to achieve commercial objectives, and recruit and onboard talent to support business expansion.
- Team performance management: Define and implement KPIs aligned with company strategy, conduct regular performance reviews and provide actionable feedback.
- Sales strategy execution: Develop and implement sales strategies to achieve revenue targets and drive business growth across assigned markets.
- Sales performance tracking: Monitor sales performance, track targets and implement action plans to address gaps and maximise results.
- Business development: Identify and secure new business opportunities to expand market presence and grow the client portfolio.
- Partner relationship management: Acquire, manage and grow relationships with travel trade partners, including agencies, tour operators, wholesalers and technology partners.
- Account management: Manage a portfolio of client accounts, focusing on retention, upselling, cross-selling and customer satisfaction.
- Client enablement: Train and support clients on WebBeds platforms and services, encouraging the adoption of online tools and API solutions.
- Market analysis: Conduct market research and prepare forecasts and reports to identify trends, competitor activity and customer needs.
- Cross-functional collaboration: Work closely with internal teams, including Contracting, Marketing, Operations, Finance and Technical Support, to optimise service delivery.
- Product feedback: Share market insights and recommend product improvements to strengthen competitiveness and relevance.
- Brand representation: Represent WebBeds at industry events, trade shows and networking activities to strengthen partnerships and generate new opportunities.
The skills we would love to see in your suitcase!
- A minimum of 5 years of experience in sales, preferably within the travel, hospitality or B2B distribution industry.
- Bachelor's degree in Business, Sales, Hospitality or a related field.
- Strong understanding of the B2B travel industry, the travel distribution landscape and online booking platforms.
- Proficiency in computer use, including typing, Microsoft tools, Google tools and AI tools.
- Proficiency in CRM systems and Microsoft Office applications, particularly Excel and PowerPoint.
- Experience working with API connectivity, online travel technology or distribution platforms is an advantage.
- Demonstrated experience with proven results in communication, negotiation, business acumen, relationship building, leadership, customer focus, interpersonal skills, teamwork, influencing and strategic thinking.
- Strong analytical and problem-solving skills, with the ability to anticipate issues and interpret market trends and sales performance data.
- Excellent negotiation, communication, presentation and relationship-building skills.
- Proven ability to develop client relationships, identify business opportunities and achieve sales targets.
- Strong planning and organisational skills, with the ability to work autonomously, manage multiple priorities and thrive in a fast-paced, results-driven environment.
- Fluency in written and spoken English and Japanese, with additional regional language skills as an advantage.
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