Tourwriter Online SaaS Salesperson (Philippines based)

This is a remote position.

Company

At Tourwriter it is our mission to build the most loved and intuitive software for specialist travel experts, delighting and inspiring them to create truly memorable travel experiences for their customers.

Since Tourwriter launched in 2004 we ve experienced strong growth and are fortunate to have 150+ Inbound Tour Operators and Destination Management Companies and 500+ users utilising Tourwriter across 30+ countries.

And although we ve been operating for 17 years, we re only getting started on scaling up our teams post covid with our new SaaS product that is helping drive an increased number of leads.

This presents rapid growth expectations and exciting times ahead for the right candidate!

We re now looking for our next new business sales superstar!

What s In It For You?

We will provide an extensive list of qualified leads, ongoing marketing lead generation, an awesome team environment, a Social Club for good times with colleagues in the Philippines and globally, and the opportunity to work across international markets to develop your sales career!

Role

At Tourwriter, the Tourwriter Online Sales Lead is responsible for executing our sales strategy to support Tourwriter s short, medium and long term strategic initiatives and brand vision. The primary objectives for the role are to:

• Ensure your top line sales targets are achieved profitably
  

• Be a champion of the Tourwriter mission, culture, vision and values
  

In a business that is looking to scale, the Tourwriter Online Sales Lead will adopt Tourwriter Sales Methodology and will religiously follow a systematic sales process.

Ideally, the Tourwriter Online Sales Lead will have new business generation experience within SaaS, Cloud and/or Software environments, Tourism industry knowledge and experience and will have the ability to relocate and/or work within other international markets.

At a high level, the Tourwriter Online Sales Lead is responsible for working with the CE team to work to identify and qualify inbound leads that fit our ICP and Potential ICP criteria. Help the research team populate information about them in the CRM, and determine their engagement with Tourwriter online and readiness for a technology solution.

While there will be a steady stream of leads, the role of the Tourwriter Online Sales Lead is to work with Marketing and the Market Research team members to source more leads if lead levels are lower than normal.

The Tourwriter Online Sales Lead is expected to assist with chat in their timezone, and monitor all chats globally to help identify qualified (ICP) engaged leads.

Requirements

Responsibilities

Sales Delivery: Ensure your top line sales targets are achieved profitably

• Financial
  

• Be accountable for delivering your numbers
  

• Support individual sales team members where appropriate in hitting their targets
  

• Treat each sales opportunity like a P&L
  

• Ensure first-year retention rates stay within the targeted range
  

• Ensure all key revenue-generating activity targets (Initial Sales Callbacks and Initial Demos) are met for each period
  

• Use all tools and systems (CRM in particular) in a way that supports organisational goals
  

• CRM Hygiene is paramount
  

• Communication with your peers is critical
  

Sales Culture: Be a champion of the Tourwriter mission, culture, vision and values

• Care intently about the people we work with
  

• Take time to listen to and understand our colleagues, customers and partner s points of view.
  

• Treat our colleagues, customers and partners with compassion and respect.
  

• Be a forward thinker
  

• Think deeply and use insights and data to shape what we are doing and to help us understand our impact on others and our future.
  

• Think about and solve problems creatively
  

• Share openly and honestly
  

• Be open and honest to our colleagues, customers and partners in everything you do
  

• Live and breathe a mantra of no surprises
  

• Understand that every action matters
  

• Take ownership and accept accountability for delivering to your role
  

• Chip in, where you can and as appropriate, to help others deliver to their roles, knowing that everyone at Tourwriter is working to one common vision and mission.
  

• Encourage individuality
  

• Trust each other to work in a manner that s best for them, and to ask for help when needed
  

• Always ask for help if you are struggling with anything, especially if it affects others ability to deliver
  

Specific Responsibilities

• Own the Success of Tourwriter Online Customers
  

• Become a Tourwriter Online Super User
  

• Help to encourage and increase Sales Activity within Tourwriter Online
  

• Drive Upsell of customers to the right plan
  

• Build Tourwriter Online call scripts
  

• Help define requirements for Activity Dashboards
  

• Define, build, manage and run key Tourwriter Online Reporting as it relates to sales activity
  

• Run regular reviews with the Head of Growth on what's working well/not
  

• Run sales demos, webinars, and training on Tourwriter Online - both internally and externally
  

• Proactively think of ways to capture feedback from different subsets of customers like Lost customers, Current customers etc. to ensure that is being recorded and fed through to internal stakeholders.
  

• Maintain a close relationship with Marketing (to ensure they are marketing the product appropriately and correctly aligning the customer's expectations from Day one)
  

• Maintain a close relationship with Product (ensure appropriate feature requests are being fed into roadmap and delivered to the right customers accordingly)
  

• Maintain a close relationship with Customer Engagement and Support and ensure they are set up to deliver scalable support, within SLAs you have agreed with customers (ie ensure customers are being responded to quickly, and issues are resolved in a timely manner. Be able to help with low-level queries, if needed)
  

• To make sure any deliverables (In terms of data loading, training etc) committed to new Tourwriter Online customers are met on time and delivered to a high quality.
  

• Understand all nuances of Tourwriter Online from the usability to the features to the roadmap for external and internal stakeholders to refer to as needed.
  

• Be in regular contact with customers and monitor their Quicksight activity to assess customer behaviour and help Customer Engagement anticipate churn before it happens so proactive measures can be taken to retain customers.
  

• To identify opportunities for upselling to existing Tourwriter Online customers wherein they have needs like data loading or need more features so they can be provided the right solutions and simultaneously look for opportunities to create additional revenue for the company. To then action any discounts or invoicing as needed by taking them on independently or reaching to respective internal stakeholders for assistance.
  

• To actively work on having different call scripts for different customer subsets (Lost customers, Current customers, Focus Group participants) to seek and document feedback.
  

• To ensure the above activities have reporting mechanisms in place by having logical reporting feedback loops using CRM and asking for support from Sales Operations wherever needed.
  

• To proactively manage the activity dashboards to see if there s anything that needs updating in the interest of increasing efficiency and transparency.
  

• To have regular review meetings with the Head of Sales and share all activity dashboards and raise concerns so they can be addressed at the earliest.
  

• To run training for new customers and go through an overview of Tourwriter Online with them. To ensure they feel welcomed and understand the different support channels available to them and our SLA on support.
  

• To find ways and think of ideas to improve existing processes and mechanisms for improving our feedback loop from different customer subsets so they can be discussed with the Head of Growth and implemented.
  

• To ensure any Tourwriter Online product feature requests provided by the Sales team or Customers are recorded in the CRM and also simultaneously to provide feedback on the customer experience to improve the customer s interaction with Tourwriter Online.
  

• To make sure all product and customer experience feature feedback is understood clearly, documented logically and is being fed back on a methodical and regular basis.
  

• To make sure a close working relationship exists with the support streams with an insight into how they operate and to ensure some basic support can be provided by having an understanding of the mechanisms involved.
  

• To make sure all deliverables committed to new Tourwriter Online customers are discussed with Sales and delivered on time.
  

Key Skills & Competencies

• Relationship management, customer service or success experience
  

• Experience in and comfortable working in a sales or retention environment (ie you re more of a customer farmer, than a hunter)
  

• Excellent written and oral communication
  

• An engaging communicator with excellent negotiation skills and ability to communicate to a diverse, global audience en masse
  

• Strong team player across multiple business units
  

• Comfortable with data and metrics that inform customer needs and behaviours
  

• System and process focussed
  

• Experience using a travel software system or similar Saas products preferred
  

• Perseverance, energy and drive
  

• Strong problem-solving skills
  

• Agility, adaptation and willingness to learn
  

• Prioritisation and organisational capability
  

• An unrelenting focus on the customer
  

Benefits

Salary

Base of US$8 per hour, plus sales commission.