Sales Director

Overview Cendyn is seeking a Sales Director who is a results-driven hunter, with a proven track record of hitting quota. The ideal candidate has experience in SaaS sales in the hotel industry and thrives in a fast-paced environment. The Director of Sales is responsible for new business acquisition of enterprise accounts across the entire range of Cendyn products and services.
Overview Cendyn is seeking a Sales Director who is a results-driven hunter, with a proven track record of hitting quota. The ideal candidate has experience in SaaS sales in the hotel industry and thrives in a fast-paced environment. The Director of Sales is responsible for new business acquisition of enterprise accounts across the entire range of Cendyn products and services.
Main Activity The Director of Sales is responsible for developing and executing a territory sales plan primarily focused on the acquisition of new enterprise 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 within the assigned region.
Responsibilities Develop and execute a comprehensive territory sales plan for selling Cendyn’s cloud-based software and services platform within assigned territoryDevelop and maintain a robust, diversified sales pipeline for potential new customersReview and analyze market dataIdentify potential hotel, management company, brand and ownership company targetsCold calling and lead generationProactive inbound lead response timeAnalyze business needs of prospects and develop solutions that meet their needsUtilize consultative sales approach—ask relevant questions to uncover needs, identify barriers and overcome objectionsThoroughly vet out each customer’s decision-making process, timelines, key stakeholders during the sales process. Knowledge of MEDDICC methodology is an advantage.
Develop and maintain rapport with key stakeholders for prospects and customers to build strong long-term partnershipsPrepare and deliver compelling sales presentations and sales proposalsIdentify additional product opportunities and bundled product solutionsTimely and professional follow-up with both internal team members and customersNegotiate and prepare contracts with potential customers, understand the legal ramifications of contracts.
Achieve Sales Quota on a consistent basis throughout the yearRepresent the company during trade shows and other official occasions/eventsUse Salesforce (or other CRM) as the system of record for all sales activity, comply with SOPs for keeping accounts, leads, opportunities, contacts and activity up to dateEstablish thorough knowledge of Cendyn’s product and service offerings, pricing structure, contract management parameters, policies and procedures.
Liaise with Cendyn Marketing team to implement Marketing strategy within assigned territory.
Promote Cendyn brand during trade shows and other events in your regionFollow internal processes to assist Project Management and Customer Success teams successfully onboard new customers.
Participate in regular structured sales and business training programs to improve sales performanceDevelop and maintain awareness of industry trends, opportunities and competitive landscapeInteraction 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’s degree or equivalent business experienceSales experience in hotel, travel or hospitality suppliers in a sales environmentProven experience in successfully selling cloud-based software, SaaS solutions.
Experience in working on your own and being self-motivatedSuccessful track record of building, managing and closing sales pipelineStrong sales, analytical, pragmatic, organization, communication and people skills required.
Working knowledge of hotel sales managementAbility to adapt quickly to new technologies, products and proceduresAbility to work and thrive in a multi-tasked and fast-paced environment.
Ability to innovate, overcome obstacles and implement best practices including sales methodologiesAbility to travel as required to support regional and corporate business objectivesProficiency with Microsoft Office Suite required (Word, Excel, PowerPoint, Outlook) and computer savvy to learn other applications as neededExpected Competencies Sales: Proven experience in successfully selling cloud-based software, SaaS sales; preferably in Hospitality industryRelationship Building: Builds effective relationships through positive communication that