Sales Manager

Overview:

Cendyn is seeking a sales manager who is a results-driven hunter, with a proven track record of 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.  The Sales manager is responsible for new business acquisition across the Cendyn Digital Marketing products and services.

Main Activity:

The Sales manager is responsible for developing 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 proven track record of selling over the phone, who can present the Cendyn Solutions via on-line demonstrations and presentations. This position will sell to hotels, management companies, ownership groups and/or other accommodation providers.

Responsibilities:

• Develop and execute a comprehensive territory sales plan for selling Cendyn’s Digital Marketing solutions and services 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 with 80-100 completed activities a day
  • 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 prospect decision-making process, timelines, 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
• Proactively work Digital Marketing opportunities for individual hotel sales in support of the brand endorsements and directives.
• 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
• 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.
• Liaise with Cendyn marketing team to implement marketing strategy within assigned territory
• 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. 

Requirements:

• Sales experience with sales experience in the hotel/hospitality/travel industry is a must
• Bachelor's degree required or any relevant work experience
• Second language in addition to English preferred; French, Spanish, German
• Proven track record of sales performance selling technology, sales manager experience preferred
• Strong sales, analytical, organization, communication and people skills required
• 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
• Proficiency with Microsoft Office Suite required
• Business-to-business or SaaS sales experience preferred
• Knowledge of Salesforce preferred
• 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. Enter 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
• Professional “get it done” attitude and work ethic
• Travel may be required up to 25%

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.

Position Type:

This is a full-time position.

EEO Statement: