Job Overview:

The Sales Manager Mid-Market is a highly organized, results-driven hunter, who thrives in a fast-paced environment and has a proven track record of hitting quotas. The ideal candidate has experience in software sales in the Hotel industry and is responsible for new business acquisition across the entire range of Cendyn products and services.

Main Activity:

The Sales Manager Mid-Market is responsible for developing and executing a territory sales plan primarily focused on the acquisition of new 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 comprehensiveterritorysales plan for sellingCendyn’scloud-based software and services platform within assigned territory
Develop andmaintaina robust, diversifiedsales pipeline for potential new customers
- Review and analyze market data
- Identifypotential hotel, management company,brandand ownership companytargets
- 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,identifybarriers and overcome objections
Thoroughly vet out each customer’s decision-making process, timelines, key stakeholders during the sales process. Knowledge of MEDDICC methodology is 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
Identify additional product opportunities and upsell existing customers
Timely and professional follow-up with both internal team members and customers
Negotiate and prepare contracts with potential customers, understand the legal ramifications ofcontracts.
Achieve Sales Quota on a consistent basis throughout the year
Represent the company during trade shows and other official occasions/events
UseSalesforce(or other CRM)as the system of record for all sales activity,comply withSOPs for keeping accounts, leads, opportunities,contactsand activity up to date
Establish thorough knowledge ofCendyn’sproduct and service offerings, pricing structure, contract management parameters,policiesand procedures.
Liaise withCendynMarketing team to implementMarketing strategy within assigned territory.
PromoteCendynbrands during trade shows and other events in your region
Follow internal processes toassistProject Management andCustomer Successteamssuccessfully onboard new customers.
Participate in regular structured sales and business training programs to improve sales performance
Develop andmaintainawareness of industry trends,opportunitiesand competitive landscape

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:

BachelorsDegreepreferred /requiredor any equivalent relevant business knowledge
Provenexperience insales in hotel,intravel or hospitality suppliers in a sales environment
Experience in successfully selling cloud-based software, SaaS solutions.
Experience in working on your own and being self-motivated
Successfultrack recordof building,managingand closing sales pipeline
Strong sales, analytical, pragmatic, organization,communicationand people skillsrequired.
Working knowledge of hotel sales management
Ability to adapt quickly tonew technologies,productsand 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 asrequiredto support regional and corporate business objectives
Proficiency with Microsoft Office Suite required (Word, Excel, PowerPoint, Outlook) and computer savvy to learn other applications as needed

Expected Competencies:

Sales: Proven experience in successfully selling cloud-based software, SaaS sales; preferably in Hospitalityindustry
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 tocompany’sbusiness success.
Customer Focus: Passionately meetsandexceeds customer expectations.Entersthe customer’s world through listening and understanding. Nurtures relationships by recognizing and delivering on customer needs and opinions.
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, 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,tracksand 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.

Travel:

This position requires up to 30-50% 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 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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