Role Description As a Government Account Director, this role will be responsible for U.S. Federal and State government transient travel programs, including agency-specific rate sourcing processes. Managing high-profile, high-volume transient accounts, with a focus on maximizing revenue through strategic account planning, rate optimization, and demand capture across federal agencies, military segments, and state government travelers. - Strategic Account Management - Understand Key Account(s) drivers, behaviors, values & opportunities - Maintain relationships with multiple key contacts within all subsidiaries and/or business units to maximize revenue delivery - Explore unique ways to drive returns (share shift, Mutual Value, partnerships, etc.) - Anticipate & overcome objections through thoughtful research & consideration of potential solutions, impactful negotiation skills and creative problem-solving - Prioritize time to think & strategize; create & execute a Strategic Account Plan - Be a strategic leader of account team(s) as applicable - Ensure all managed accounts have thoughtful account plans, strategies & actions to support maximizing market share opportunities for IHG; engage with customers as appropriate - Work Collaboratively - Appropriately share information & ideas across stakeholder groups & IHG tools & resources to advance sales efforts - Be a valued advisor sought out by others for guidance - Exhibit the ability to influence without authority & successfully navigate a highly-matrixed organization - Encourage & participate in open & honest dialogue amongst account teams, peers & leaders - Champion interdependency & act as a liaison for Global Sales in cross-functional working groups - Sales & Business Acumen - Possess end-to-end critical thinking skills: the ability to interpret & action data, articulate a business case, and evaluate ROI/financial impact of potential actions - Has command, drives usage, and ensures team subject-matter expertise of all IHG sales tools & methodologies; leverages people & team resources to optimize revenue opportunities - Research & action calculated risks to enhance our ability to close revenue & shift market share amongst key accounts - Ensure team achieves yearly financial targets & business goals - Embody a seeker mentality; always look for the next revenue opportunity within your accounts - Owns and champions the vision and strategy of the specific industry grouping for which you are responsible, executing through a sound market business plan - Communication Skills - Continually practice & improve written, verbal & non-verbal communication skills - Successfully tailor your message to the audience(s) for maximum impact - Demonstrate comfort in addressing internal & external stakeholders - Be adept at empathic listening, probing questions & productive debate - Seek first to understand, then be understood - Commitment to Continuous Improvement - Commit to a mindset of continuous self-development - Be receptive to feedback & coaching from peers & leaders; embody that same spirit within your team - Make & take opportunities for you & your team to stretch, learn & grow - Embody a naturally curious, entrepreneurial spirit - Display exceptional time management & organizational skills; foster those same skills amongst your team Qualifications - Bachelor’s or Master's Degree in Marketing, Management, Business, Hospitality or an equivalent combination of education and work-related experience. - Minimum of 3 years of experience supporting the Government segment – on or above property. - Demonstrated experience with a deep understanding working with government customers. - Understanding the nuances of government procurement. - Working with global companies with multiple stakeholders, cultural teams and complex buying processes. - Demonstrated expertise in U.S. Federal and State government transient travel programs, including agency-specific rate sourcing processes. - Strong working knowledge of Global Distribution Systems (GDS) and intermediary channels, including Travel Management Companies (TMCs), online booking tools (OBTs), and government travel platforms. - Proven success managing high-profile, high-volume transient accounts. - Experience navigating the complexities of decentralized government travel decision-making. - Ability to build and manage relationships across a diverse ecosystem of stakeholders. - Demonstrated ability to analyze transient performance and identify revenue opportunities. - Expertise in managing large, complex account portfolios and pipelines. - Collaborative mindset with proven ability to partner cross-functionally. - High level of adaptability and strategic problem-solving. Requirements - Travel – 30-40% - Location – Remote: Candidate must reside in the United States within 1 hour proximity to a major US airport. Benefits - The salary range for this role is $84,000.00 to $113,000.00. - This role is also eligible for bonus pay (as applicable). - We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401K, and other benefits to employees.

Job Description Stellenbezeichnung: Business Development Manager - New Business Sales (w/m/d) Standort: Frankfurt am Main, Deutschland Abteilung: Digital Brand Services Anstellungsart: Unbefristet | Vollzeit Arbeitszeit: 40 Stunden pro Woche | Hybrid (3 Tage vor Ort) Sprachkenntnisse: Fließend Deutsch und Englisch Über die Position Zur Verstärkung unseres Teams suchen wir einen dynamischen und ergebnisorientierten Business Development Manager - New Business Sales im Bereich (SaaS) Domains, Sicherheit, Markenschutz und Betrugsprävention. Der Schwerpunkt dieser Position liegt auf der Identifikation und dem erfolgreichen Abschluss neuer Geschäftsmöglichkeiten. Der ideale Kandidat fühlt sich in einem schnelllebigen, zielorientierten Vertriebsumfeld wohl und verfügt über eine nachweisbare Erfolgsbilanz in der Neukundengewinnung - insbesondere im deutschen Markt. Wenn Sie digital affin sind und eine Leidenschaft für moderne Technologien sowie globale Internetmarken mitbringen, bietet diese Position eine spannende Karriereperspektive. Ihre Aufgaben - Proaktive Identifikation und Ansprache potenzieller Neukunden in Deutschland, Frankreich oder Spanien durch Networking, Direktansprache und Social Selling - Analyse von Zielbranchen zur Identifikation von Wachstumspotenzialen und qualifizierten Leads - Entwicklung und Umsetzung von Go-to-Market-Strategien zur gezielten Ansprache von Entscheidungsträgern - Durchführung überzeugender und kundenspezifischer Vertriebspräsentationen - Steuerung des gesamten Vertriebsprozesses - von der Lead-Qualifizierung bis zum Vertragsabschluss - Enge Zusammenarbeit mit internen Teams zur Entwicklung maßgeschneiderter Angebote und Lösungen - Pflege einer strukturierten Sales-Pipeline sowie Sicherstellung einer präzisen CRM-Dokumentation und Forecasts - Kontinuierliches Erreichen oder Übertreffen der definierten Vertriebsziele und KPIs - Beobachtung von Markt- und Wettbewerbsentwicklungen zur Identifikation von Differenzierungspotenzialen - Aufbau langfristiger und vertrauensvoller Kundenbeziehungen im Sinne eines beratenden Vertriebsansatzes Ihr Profil - Fließende Deutsch- und Englischkenntnisse - Erfahrung im B2B-Vertrieb, idealerweise im Bereich digitaler Dienstleistungen, Markenschutz, Sicherheit, IT oder Telekommunikation - Ausgeprägte Kommunikations-, Verhandlungs- und Präsentationsfähigkeiten - Nachweisbare Erfolge beim Erreichen oder Übertreffen von Vertriebszielen in einem wettbewerbsintensiven Umfeld - Sehr gutes Verständnis des deutschen Marktes und der geschäftlichen Rahmenbedingungen - Sicherer Umgang mit CRM-Systemen und gängigen Vertriebstools - Hohe Eigenmotivation, Organisationsstärke und Abschlussorientierung - Leidenschaft für beratungsorientierten Vertrieb (Consultative Selling) Die Gehaltsspanne für diese Position beträgt 80.000 € bis 90.000 € brutto pro Jahr zuzüglich weiterer Benefits. Das endgültige Gehalt wird auf Grundlage der relevanten Fähigkeiten, der Berufserfahrung und des Verantwortungsumfangs der Position festgelegt, im Einklang mit unserem objektiven und geschlechtsneutralen Vergütungsrahmen. About Us CSC is a global business, legal, and financial services company based in Wilmington, Delaware, USA, providing knowledge-based solutions to clients worldwide. We have offices and capabilities in over 140 jurisdictions in the Americas, Europe, Asia Pacific, and the Middle East, and more than 8,000 colleagues. We are the business behind business.® Visit our careers site to learn more about CSC and our commitment to our clients, communities, and each other. CSC is committed to creating a feeling of belonging through a diverse and growth-oriented environment where everyone is valued. CSC colleagues have global career opportunities and excellent benefits, including annual success-sharing bonuses or commission plans based on individual performance. To learn more, visit cscglobal.com/service/careers. We offer a range of support to colleagues with disabilities, ensuring people have the necessary resources to thrive in their roles. We encourage candidates to work closely with our talent acquisition partners to convey their specific needs. Our commitment to accessibility reflects our broader dedication to diversity and belonging, CSC only accepts resumes from employment agencies that are part of our approved supplier program. Resumes submitted from other agencies either to talent acquisition, our hiring leaders, employees, or through any other mechanism other than our supplier process, will not be eligible to claim related fees and the submitted resumes will be considered property of CSC. We encourage candidates to apply directly to our website and not through third-party sources. Disclaimer: The information above describes the general nature and level of work performed by employees in this role. It is not intended to describe all duties, responsibilities, and qualifications. About the Team At CSC®, we're always looking ahead, finding ways to innovate, challenge the status quo, and anticipate the needs of our clients. We exceed expectations by adapting client ambitions and goals as our own. This Fierce Client Spirit has helped us adapt and create solutions that have enabled businesses to run smoother and smarter for more than 125 years. It's also the reason we're the trusted partner of many of the world's most successful organizations. CSC is committed to attracting, developing, and retaining talented people whose values align with ours. We empower our colleagues to bring the right solutions to market to meet client demand. That's why we are the leading provider of business administration and compliance solutions. - CSC is a great place to work with smart and dedicated people. - We have won several employer recognition awards, including Top Workplace USA, Great Places to Work India, and Built In's Best Places to Work. - We offer fulfilling work and career opportunities. Most positions are filled with internal moves and employee referrals. - Employees are eligible for Success Sharing, bonuses, or commission plans based on role and individual performance. - CSC offers a competitive and comprehensive benefits package that includes annual leave, tuition reimbursement, referral bonuses, and more. - As business needs allow, CSC offers hybrid or remote work schedules in alignment with local regulations. Specific details for this position will be discussed during the interview process.

• Maintain tracking systems and reporting for active acquisition opportunities and new center opening projects, ensuring project status, key milestones, and action items are current and readily accessible. • Coordinate project activities across active growth initiatives, including scheduling meetings, tracking follow-up items, maintaining time-lines, and supporting overall project organization. • Prepare presentations, board approval materials, status reports, and other business development deliverables for leadership. • Support acquisition diligence efforts by organizing data requests, maintaining diligence materials, coordinating information flow, and tracking outstanding items. • Support new center opening initiatives by monitoring key project milestones, maintaining project trackers, and assisting with coordination activities. • Conduct research and gather information to support acquisition evaluations, market assessments, site selection activities, and other business development initiatives. • Maintain organized document sources, project files, communications, and reporting materials to ensure information is accurate, accessible, and up to date.

Role Description The Business Development Representative is the organization's frontline presence, identifying, engaging, and nurturing potential business opportunities. Through strategic prospecting, relationship-building, and effective communication, the role is pivotal in expanding the company's client base and driving revenue growth. Understanding market dynamics, identifying key decision-makers, and articulating the value proposition, the Business Development Representative plays a critical role in driving the company's sales growth and achieving business objectives. - Self-motivated and a natural leader with effective customer relationship management skills. - Excellent communicator acting as the commercial and technical conduit between the company and the customer/industry sector. - Knowledgeable within multiple industry sectors, with the ability to forge relationships built on trust. Qualifications - Bachelor’s degree in manufacturing, Engineering, or related field. - 5+ years’ experience in a leadership role in the sales/service industry. - Proven track record of success in developing and executing business strategy. - Excellent customer process, assets, technology, knowledge, and purchasing behaviors. - Extensive knowledge of the principles, procedures, and best practices in the industry. - Inspirational leadership style and strong interpersonal skills. - High level of energy, drive, enthusiasm, initiative, commitment, and professionalism. - Working knowledge of applicable industry legislations and certifications. - Experience selling to the United States market preferred. - Self-starter with excellent organizational, planning, communication, reporting, financial, and negotiating skills. - Consistent track record of achieving/exceeding sales targets. Requirements - Researching and identifying potential customers through various channels. - Generating leads and building a robust pipeline of opportunities. - Qualifying leads based on predetermined criteria. - Initiating contact with prospects through cold calls, emails, and other outreach methods. - Establishing and maintaining relationships with key decision-makers. - Nurturing leads by providing relevant information and insights. - Conducting needs assessments and solution-oriented discussions. - Collaborating with the sales team for seamless lead handover. - Managing and updating CRM systems to track lead progression. - Generating regular reports and metrics to track performance. - Staying updated on industry trends and market dynamics. - Providing a value proposition for AESSEAL products and services. - Managing territory plans, sales pipeline activities, and business reviews. - Preparation and execution of specific territory sales plans and marketing campaigns. - Ensuring compliance with Health, Safety, Environment, Quality, and ethical standards. Benefits - Regular customer updates ensuring return on investment. - Sales of products or services in line with AESSEAL pricing and margin policies. - All contracts and transactions managed in line with AES Global Terms and Conditions. - Regular customer contract reviews measuring performance. - All quotations, orders, invoicing, and payments managed professionally. Company Description AESSEAL is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.