Senior Sales Director
Senior Sales Director
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Job Description
Overview:
The Director of Sales who is a resultsdriven hunter with a proven track record of hitting quota. The ideal incumbent has experience in SaaS sales is highly organized thrives in a fastpaced environment and is passionate about the hotel industry. The Director of Sales is responsible new business acquisition across the Cendyn Marketing Sales and Events clouds.
Main Activity:
The Director of Sales is responsible for developing and executing a territory sales plan that secures new customers and grows new business in existing customers. The individual will maximize every sales opportunity and achieve sales quota for an assigned territory. We are looking for a doer with a proven track record of selling over the phone and facetoface who can present the Cendyn Solutions via online demonstrations and represent the company at tradeshows hotel conferences and association events. This position will sell to all hotels management companies ownership groups and/or other accommodation providers.
Essential Functions:
- Develop and execute a comprehensive territory sales plan for selling Cendyns cloudbased software and services platform within assigned territory
- Develop and maintain a robust diversified sales pipeline for potential new customers
- Review and analyze market data
- Identify potential hotel management company brand and ownership company targets
- Cold calling and lead generation
- Proactive inbound lead response time
- Analyze business needs of prospects and develop solutions that meet their needs
- Utilize consultative sales approachask relevant questions to uncover needs identify barriers and overcome objections.
- Thoroughly vet out each customers decision making process time lines key stakeholders during the sales process.
- Develop and maintain rapport with key stakeholders for prospects and customers to build strong longterm partnerships.
- Prepare and deliver compelling sales presentations and sales proposals
- Identify additional product opportunities and upsell existing customer
- Timely and professional followup with both internal team members and customers
- Negotiate and prepare contracts with potential customers understand the legal ramifications of the contracts.
- Achieve Sales Quota on a consistent basis throughout the year
- Represent the company during trade shows and other official occasions/events
- Use Salesforce as the system of record for all sales activity comply with SOPs for keeping accounts leads opportunities contacts and activity up to date.
- Marketing
- Liaise with Cendyn marketing team to implement marketing strategy within assigned territory
- Promote Cendyn brands during trade shows and other events in your region
- Help Project Management team and Account Management team establish initial contact to new customers
- Hand over the contract and all necessary information to the Project Manager so that they can start training new customers
- Liaise with Project Manager during the duration of the contract should there be any contract related issues
- Manage contractual opportunities should chain or group hotels decide to sign up with more hotels
- Establish thorough knowledge of Cendyns product and service offerings pricing structure contract management parameters policies and procedures.
- Participate in regular structured sales and business training programs to improve sales performance
- Develop and maintain awareness of industry trends opportunities and competitive trends.
Interaction:
This position has daily interactions with customers team members and various critical departments within the organization. In many cases interactions with both internal and external parties will be at mid and upper management levels.
Requirements:
- Bachelor Degree required or any equivalent relevant business knowledge
- Proven sales experience in hotel travel or hospitality suppliers in a sales environment
- Proven experience in successfully selling cloudbased software SaaS sales.
- Experience in working on your own and being selfmotivated
- Successful track record of building managing and closing sales pipeline
- Strong sales analytical pragmatic organization communication and people skills required.
- Working knowledge of hotel sales management
- Ability to adapt quickly to new technologies products and procedures
- Ability to work and thrive in a multitasked and fastpaced environment.
- Ability to innovate overcome obstacles and implement best practices including sales methodologies
- Ability to travel as required to support regional and corporate business objectives
- Proficiency with Microsoft Office Suite required
- Businesstobusiness experience preferred
- Knowledge of preferred
Expected Competencies:
- Relationship Building: Builds effective relationships through positive communication that motivates and influences others in achieving corporate objectives.
- Personal Effectiveness: Produces outstanding results both professionally and personally by being proactive and committed. Continually focuses on achieving positive results contributing to companys business success.
- Customer Focus: Passionately meets or exceeds customer expectations. Enters the customers world through listening and understanding. Nurtures relationships by recognizing and delivering on customer needs and opinions.
- Managing complexity: Is able to work effectively in a highly complex diverse changing environment. Adapts well to and is energized by change while maintaining focus on key business goals and personal objectives.
- Goal setting/short term planning: Achieves results by setting goals using quality planning analysis and decision making. Adapts and copes successfully with changes.
- Business Management: Produces outstanding results both professionally and personally by effective management of business processes. Effectively plans budgets tracks and evaluates performance of his/her business area.
- Professional get it done attitude and work ethic.
Work Environment:
This job operates in a home office environment and is an outside sales role. Working in a home office environment requires a high degree of discipline.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
While performing the duties of this job the employee is regularly required to talk or hear. Specific vision abilities required by this job include close vision color vision and ability to adjust focus. This position requires the ability to occasionally lift office products and supplies up to 20 pounds.
Travel:
This position requires up to 50% travel. Frequently travel is outside the local area and overnight
EEO Statement
Cendyn provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race color religion sex national origin age disability or genetics. In addition to federal law requirements Cendyn complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment including recruiting hiring placement promotion termination layoff recall transfer leaves of absence compensation and training.
Cendyn expressly prohibits any form of workplace harassment based on race color religion gender sexual orientation gender identity or expression national origin age genetic information disability or veteran status. Improper interference with the ability of Cendyns employees to perform their job duties may result in discipline up to and including discharge.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities duties or responsibilities that are required of the employee for this job. Duties responsibilities and activities may change at any time with or without notice.
Required Experience:
Director
Employment Type
Full-Time
