Territory Manager

Who you are

• Proven experience in a management role with P&L responsibility, such as a General Manager, Operations Manager, or Business Development Manager
• Strong background in sales, with a demonstrable track record of meeting and exceeding targets
• Exceptional leadership, communication, and negotiation skills, with experience in building and managing teams
• Proficiency with CRM software (HubSpot preferred) and the Google Workspace suite
• Highly analytical and data-driven, with the ability to solve complex problems effectively
• A self-starting, entrepreneurial mindset with the ability to work autonomously in a fast-paced environment

What the job involves

• 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