Senior Sales Manager

Overview

Cendynisseekinga Senior Sales Manager (Eastern Region) who is a results-driven hunter, with a proven track 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. The Senior Sales Manageris responsible fornew business acquisition across the Cendynportfolio of products and services.

The Senior 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 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.

• Develop and execute a comprehensive territory sales plan for selling
  
  Cendyn’ssolutions and services within assigned territory
• Develop andmaintaina robust, diversified sales pipeline for potential new customers
  • Review and analyze market data
  • Identify potential hotel, management company,brandand ownership company targets
  • 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 their needs
• Utilizeconsultativesales approach—ask relevant questions to uncover needs,identifybarriersand overcome objections.
• Thoroughly vet out each prospect decision-making process,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 sales proposals
• 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 with
  
  SOP’s for keeping accounts, leads, opportunities,contacts and activity up to date.
• Liaise with Cendynmarketing team to implement marketing strategy within assigned territory
• Help Project Management team and Account Management teamestablishinitial 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’sproduct 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 andmaintainawareness of industry trends,opportunities and competitive trends.

• Minimum of 3 years sales experience with experience in the hotel/hospitality/travel industry isamust
• Bachelor's degree requiredor any relevant work experience
• Proven track recordof sales performance selling technology, sales manager experience preferred
• Strong sales, analytical, organization, communication and people skills required
• Ability to adapt quickly tonew technologies,productsandprocedures
• 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…