Cendyn
Overview
CendynisseekingaSenior SalesManager (Eastern Region)who is a results-driven hunter, with a proventrack recordof hitting quota. The ideal candidate has experience in SaaS sales, is highly organized, thrives in a fast-paced environment and is passionate about the hotel industry. TheSenior Sales Manageris responsible fornew business acquisition across theCendynportfolio ofproducts andservices.
Main Activity The Senior Sales Manager is responsible fordeveloping and executing a territory sales plan that secures new customers.The individual will maximize every sales opportunity and achieve sales quota for an assigned territory. We are looking for a “Hunter” with a proventrack recordof 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 within the assigned region.
Responsibilities
Develop and execute a comprehensive territory sales plan for sellingCendyn’ssolutions and services within assignedterritory
Develop andmaintaina robust, diversified sales pipeline for potential newcustomers
Review and analyze marketdata
Identifypotential hotel, management company,brandand ownership companytargets
Cold calling and lead generation with 80-100 completed activities aday
Proactive inbound lead response time
Analyze business needs of prospects and develop solutions that meet theirneeds
Utilizeconsultativesales approach—ask relevant questions to uncover needs,identifybarriersand overcome objections.
Thoroughly vet out eachprospect decision-makingprocess,timelines, key stakeholders during the sales process.
Develop andmaintainrapport with key stakeholders for prospects and customers to build strong long-term partnerships.
Thoroughly vet out each customer’s decision-making process, timelines, key stakeholders during the sales process. Knowledge ofMEDDICCmethodologyis an advantage.
Develop andmaintainrapport with key stakeholders for prospects and customers to build strong long-term partnerships
Prepare and deliver compelling sales presentations and salesproposals
Proactively work opportunities for individual hotel sales
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 theyear
Use Salesforce as the system of record for all sales activity,comply withSOP’s for keeping accounts, leads, opportunities,contactsand activity up to date.
Liaise withCendynmarketing team to implement marketing strategy within assignedterritory
Help Project Management team and Account Management teamestablishinitial contact to newcustomers
Hand over the contract and all necessary information to the Project Manager so that they can start training newcustomers
Liaise with Project Manager during the duration of the contract should there be any contract relatedissues
Manage contractual opportunities should chain or group hotels decide to sign up with morehotels
Establish thorough knowledge ofCendyn’sproduct and service offerings, pricing structure, contract management parameters,policiesand procedures.
Participate in regular structured sales and business training programs to improve salesperformance
Develop andmaintainawareness of industry trends,opportunitiesand competitive trends.
Requirements
Minimum of 3 years sales experience with experience in the hotel/hospitality/travel industry isamust
Bachelor's degreerequiredor any relevant workexperience
Proventrack recordof sales performance selling technology, sales manager experiencepreferred
Strong sales, analytical, organization, communication and people skillsrequired
Ability to adapt quickly tonew technologies,productsandprocedures
Ability to work and thrive in a multi-tasked and fast-pacedenvironment
Ability to innovate, overcome obstacles and implement best practices including salesmethodologies
Proficiencywith Microsoft Office Suiterequired
Business-to-business or SaaS sales experiencepreferred
Knowledge of Salesforcepreferred
Relationship Building: Builds effective relationships through positive communication that motivates and influences others in achieving corporateobjectives
Personal Effectiveness: Produces outstanding results both professionally and personally by being proactive and committed. Continually focuses on achieving positive results contributing to company’s businesssuccess
Customer Focus: Passionately meets or exceeds customer expectations.Enterthe customer’s world through listening and understanding. Nurtures relationships by recognizing and delivering on customer needs andopinions
Managing complexity:Is able towork effectively ina highly complex, diverse, changing environment. Adapts well to and is energized by change whilemaintainingfocus on key business goals and personalobjectives
Goal setting/short term planning: Achieves results by setting goals using quality planning,analysisand decision making. Adapts and copes successfully withchanges
Professional “get it done” attitude and workethic
Work Environment This job operates remotely. Working in a remote position requires a high degree of discipline and the ability to work with others via a variety of communication methods.
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 25% travel. Frequently, travel is outside the local area and overnight
Position Type This is a full-time position.
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 Cendyn’s 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.
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Main Activity The Senior Sales Manager is responsible fordeveloping and executing a territory sales plan that secures new customers.The individual will maximize every sales opportunity and achieve sales quota for an assigned territory. We are looking for a “Hunter” with a proventrack recordof 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 within the assigned region.
Responsibilities
Develop and execute a comprehensive territory sales plan for sellingCendyn’ssolutions and services within assignedterritory
Develop andmaintaina robust, diversified sales pipeline for potential newcustomers
Review and analyze marketdata
Identifypotential hotel, management company,brandand ownership companytargets
Cold calling and lead generation with 80-100 completed activities aday
Proactive inbound lead response time
Analyze business needs of prospects and develop solutions that meet theirneeds
Utilizeconsultativesales approach—ask relevant questions to uncover needs,identifybarriersand overcome objections.
Thoroughly vet out eachprospect decision-makingprocess,timelines, key stakeholders during the sales process.
Develop andmaintainrapport with key stakeholders for prospects and customers to build strong long-term partnerships.
Thoroughly vet out each customer’s decision-making process, timelines, key stakeholders during the sales process. Knowledge ofMEDDICCmethodologyis an advantage.
Develop andmaintainrapport with key stakeholders for prospects and customers to build strong long-term partnerships
Prepare and deliver compelling sales presentations and salesproposals
Proactively work opportunities for individual hotel sales
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 theyear
Use Salesforce as the system of record for all sales activity,comply withSOP’s for keeping accounts, leads, opportunities,contactsand activity up to date.
Liaise withCendynmarketing team to implement marketing strategy within assignedterritory
Help Project Management team and Account Management teamestablishinitial contact to newcustomers
Hand over the contract and all necessary information to the Project Manager so that they can start training newcustomers
Liaise with Project Manager during the duration of the contract should there be any contract relatedissues
Manage contractual opportunities should chain or group hotels decide to sign up with morehotels
Establish thorough knowledge ofCendyn’sproduct and service offerings, pricing structure, contract management parameters,policiesand procedures.
Participate in regular structured sales and business training programs to improve salesperformance
Develop andmaintainawareness of industry trends,opportunitiesand competitive trends.
Requirements
Minimum of 3 years sales experience with experience in the hotel/hospitality/travel industry isamust
Bachelor's degreerequiredor any relevant workexperience
Proventrack recordof sales performance selling technology, sales manager experiencepreferred
Strong sales, analytical, organization, communication and people skillsrequired
Ability to adapt quickly tonew technologies,productsandprocedures
Ability to work and thrive in a multi-tasked and fast-pacedenvironment
Ability to innovate, overcome obstacles and implement best practices including salesmethodologies
Proficiencywith Microsoft Office Suiterequired
Business-to-business or SaaS sales experiencepreferred
Knowledge of Salesforcepreferred
Relationship Building: Builds effective relationships through positive communication that motivates and influences others in achieving corporateobjectives
Personal Effectiveness: Produces outstanding results both professionally and personally by being proactive and committed. Continually focuses on achieving positive results contributing to company’s businesssuccess
Customer Focus: Passionately meets or exceeds customer expectations.Enterthe customer’s world through listening and understanding. Nurtures relationships by recognizing and delivering on customer needs andopinions
Managing complexity:Is able towork effectively ina highly complex, diverse, changing environment. Adapts well to and is energized by change whilemaintainingfocus on key business goals and personalobjectives
Goal setting/short term planning: Achieves results by setting goals using quality planning,analysisand decision making. Adapts and copes successfully withchanges
Professional “get it done” attitude and workethic
Work Environment This job operates remotely. Working in a remote position requires a high degree of discipline and the ability to work with others via a variety of communication methods.
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 25% travel. Frequently, travel is outside the local area and overnight
Position Type This is a full-time position.
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 Cendyn’s 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.
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