Senior Sales Director

Overview:

The Director of Sales, who is a results-driven hunter, with a proven track record of hitting quota. The ideal incumbent has experience in SaaS sales, is highly organized, thrives in a fast-paced 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 face-to-face, who can present the Cendyn Solutions via on-line demonstrations, and represent the company at trade-shows, 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 Cendyn’s cloud-based 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 approach—ask 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 long-term partnerships.
• Prepare and deliver compelling sales presentations and sales proposals
• Identify additional product opportunities and upsell existing customer
• Timely and professional follow-up 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 SOP’s 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 Cendyn’s 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 cloud-based software, SaaS sales.
• Experience in working on your own and being self-motivated
• 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 multi-tasked and fast-paced 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
• Business-to-business experience preferred
• Knowledge of Salesforce.com 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 company’s business success.
• Customer Focus: Passionately meets or exceeds customer expectations. Enters the customer’s 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