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.

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 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

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 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 partnerships

Prepare and deliver compelling sales presentations and sales proposals

Identify additional product opportunities and bundled product solutions

Timely and professional follow-up with both internal team members and customers

Negotiate and prepare contracts with potential customers, understand the legal ramifications of contracts.

Achieve Sales Quota on a consistent basis throughout the year

Represent the company during trade shows and other official occasions/events

Use 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 date

Establish 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 region

Follow 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 performance

Develop and maintain awareness of industry trends, opportunities and 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

Bachelor’s degree or equivalent business experience

Sales experience in hotel, travel or hospitality suppliers in a sales environment

Proven experience in successfully selling cloud-based software, SaaS solutions.

Experience in working on your own and being self-motivated

Successful track record of building, managing and closing sales pipeline

Strong sales, analytical, pragmatic, organization, communication and people skills required.

Working knowledge of hotel sales management

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

Ability to travel as required to 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 Hospitality industry

Relationship Building: Builds effective relationshi