Territory Manager (London South)
Posted Updated
Description
- As Territory Manager, you will take ownership of the financial and commercial performance of our London territory, driving operational excellence and business growth
- You will be responsible for overseeing day-to-day operations, developing strategic sales and marketing initiatives, and leading a high-performing team to ensure outstanding service for our hosts and guests
- This is a results-driven role where you will achieve ambitious Key Performance Indicators (KPIs) through a combination of great people management, operational rigour, and an analytical approach. Your performance will be measured by the successful growth of your portfolio
- Market Leadership & Strategic Growth:
- Develop and execute a comprehensive growth plan to establish and expand our market presence
- Own the territory’s P&L, with accountability for driving revenue growth and ensuring profitability
- Lead monthly and quarterly business reviews, reporting on performance and strategic initiatives
- Recruit, train, and develop a high-performing local team as the market scales
- Conduct continuous market research and competitor analysis to identify opportunities and inform strategy
- Sales & Business Development:
- Drive the end-to-end sales process to build a robust pipeline and sign new Hosts
- Attend property viewings, prepare compelling quotes, and meticulously manage all sales activities within our CRM (HubSpot)
- Forge and nurture strategic local partnerships to generate new business and enhance our brand reputation
- Approve new property listings, ensuring they meet our quality standards and brand guidelines
- Operations & Host Management:
- Deliver an exceptional host and guest experience to maintain high standards of service and satisfaction
- Implement strategies to foster host loyalty and build strong, lasting relationships
- Oversee all day-to-day operations, ensuring the seamless functioning of on-the-ground teams and local suppliers
- Proactively manage host accounts, including resolving failed or missed payments and other financial queries
- Key Performance Indicators (KPIs):
- Success in the Territory Manager role is defined by achieving targets across the following key metrics:
- Financial Performance:
- NBV vs Previous Year: Year-over-year growth in Net Booking Value
- Gross Profit NBV %: The gross profit margin achieved on Net Booking Value
- Growth & Sales:
- Net Growth: The net increase in managed properties within the territory
- Sales Conversion: The percentage of leads successfully converted into new hosts
- Operational Excellence:
- YOY Host Retention: The annual rate at which existing hosts are retained
- Airbnb Rating & Booking.com Rating: Average guest review scores on major booking platforms
- Leadership & Performance:
- A Player Team: The successful recruitment, development, and retention of a high-performing local team
- KPI Ranking: The territory’s performance ranking against other markets within the company
- Proficiency with CRM software (HubSpot preferred) and the Google Workspace suite
- Highly analytical and data-driven, with the ability to solve complex problems effectively
- Exceptional leadership, communication, and negotiation skills, with experience in building and managing teams
- Strong background in sales, with a demonstrable track record of meeting and exceeding targets
- A self-starting, entrepreneurial mindset with the ability to work autonomously in a fast-paced environment
- Proven experience in a management role with P&L responsibility, such as a General Manager, Operations Manager, or Business Development Manager