Business Development Manager

About Exely

Exely is a worldwide IT firm that specializes in providing online solutions and website services tailored for the hotel industry. With a clientele exceeding 5000 properties across 56 countries—including small hotels and large resorts—Exely is dedicated to enhancing direct sales for hoteliers and automating their operations efficiently. The diverse team operates from 20 countries across APAC and EMEA regions, speaks over 35 languages, and enjoys exchanging global insights.

Role Overview

As a Business Development Manager at Exely, your primary responsibility will encompass managing the complete sales cycle. This involves identifying potential B2B clients within the hotel sector, initiating cold calls, building and nurturing client relationships, and closing deals. You will collaborate closely with the marketing team to devise effective sales strategies and campaigns. The role demands office presence in Tbilisi (15, Ilia Chavchavadze Avenue), but about 80% of your working hours will be dedicated to visiting clients on-site, assessing their needs, and delivering product presentations.

Key Responsibilities

• Regularly travel to client locations to meet hotel managers and introduce Exely's solutions, dedicating roughly 80% of your time to face-to-face meetings.
• Generate leads using cold calling, in-person meetings, event attendance, and support from the marketing department.
• Convert incoming leads into active customers.
• Build and maintain trustful professional relationships within the hospitality industry and represent Exely at industry events.
• Undertake business trips as required.
• Conduct market research and provide insights to the management team.
• Maintain thorough records using CRM systems.

Adaptation Period Expectations (First 60 days)

• Successfully complete product knowledge training within two weeks.
• Acquire at least 5 new hotel clients and onboard them onto the platform.
• Research and identify potential clients to establish a robust sales pipeline.
• Generate between 50 to 60 warm leads per month through cold calls and meetings, including door-to-door and online contacts.
• Accurately track and report lead generation and outreach activities in the CRM (Bitrix).

Candidate Requirements

• Minimum of one year of proven experience in B2B sales.
• Strong communication skills including comfort with cold calling, objection handling, and delivering compelling presentations.
• Familiarity with sales methodologies and techniques is advantageous.
• Customer-centric mindset capable of building rapport, understanding true client needs, and prioritizing problem-solving over mere selling.
• Demonstrated problem-solving abilities with relevant examples.
• Resident in Tbilisi with willingness to work from the office location specified above.
• Native proficiency in Georgian and advanced English language skills.
• Experience in TravelTech, including areas such as Online Travel Agencies, Channel Managers, Booking Software, or other SaaS products for hospitality, is a plus.
• Proficiency in CRM usage and general computer software is required.

Benefits and Working Conditions

• Competitive compensation aligned with experience.
• Commission structure based on sales performance.
• Strong focus on employee wellness with facilities including medical insurance after probation, corporate equipment, and dedicated onboarding support.
• Structured onboarding process supplemented by guidance from experienced managers and international team members.
• Clearly defined business goals and prospects for career progression within the company.
• Standard work schedule Monday to Friday from 9 AM to 6 PM.
• Dynamic, fast-evolving startup atmosphere with full backing from a global team.
• Opportunity to network with global colleagues through various online and offline programs such as workshops, camps, gatherings, and the "Random Coffee Program."