Sales Director

Overview:
The Sales Director - Australia and New Zealand role requires a highly organized, results-driven hunter, who thrives in a fast-paced environment and has a proven track record of hitting quota and driving new business sales from discovery to close.
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 Director 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 self-driven and motivated salesperson with a proven track record of selling over the phone and face-to-face, who can present Cendyn Solutions via online 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 (Australia and New Zealand).
Essential Functions:
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 discovery questions to uncover needs, identify barriers, budgets, and overcome objections
Thoroughly understand each customer's decision-making process, timelines, and 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 with customers as well as being able to clearly position our solutions and desired outcomes with your internal stakeholders and executives
Prepare and deliver compelling sales presentations and 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 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 – this is a primary requirement of the role to forecast accurately on a weekly/monthly/yearly basis
Establish thorough knowledge of Cendyn's product and service offerings, pricing structure, contract management parameters, policies, and procedures
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 preferred or any equivalent relevant business knowledge
Strong experience in sales in hotel, travel, or hospitality suppliers in a sales environment
Strong experience in successfully selling cloud-based software, SaaS solutions
Experience in working independently and being self-motivated
Successful track record of building, managing, and closing sales pipeline
Strong sales, analytical, pragmatic, organization, communication, and people skills required
Strong 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 : Experience in successfully selling cloud-based software, SaaS sales; preferably in the Hospitality industry
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 the company's business success
Customer Focus : Passionately meets and exceeds customer expectations.
Enters the customer's world through listening and understanding.
Nurtures relationships by recognizing and delivering on customer needs and opinions
Managing Complexity : 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
Reporting & Business Management : Produces outstanding results both professionally and personally by effective management of business processes that include accurate Salesforce reporting.
Effectively plans, budgets, tracks, and 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.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
While performing the duties of this job, the employee is regularly required to talk or hear.
Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.
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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