Sales Manager – Mid-Market

Job Overview:

The Sales Manager, Mid-Market is an individual contributor seller who is an organized, results-driven hunter, who thrives in a fast-paced environment and has a proven track record of hitting quota. The ideal candidate has experience in software sales and is responsible for new business acquisitions.

Main Activity:

The Sales Manager 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 an ability of selling in a remote, virtual environment who can present the Cendyn Solutions via on-line demonstrations. This position will sell to hotel properties, management companies, and other accommodation providers.

Essential Functions:

• Develop and execute a comprehensive territory sales plan for selling Cendyn’s cloud-based software and services 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 targets
• Phone, Email, and LinkedIn prospecting and lead generation
• Proactive inbound lead response time
• Understand 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.
• Timely and professional follow-up with both internal team members and customers
• Negotiate and prepare contracts with potential customers.
• Achieve Sales Quota on a consistent basis throughout the year
• Represent the company during trade shows and other official occasions/events
• Use Salesforce as the system of record for all sales activity, comply with SOPs for keeping accounts, leads, opportunities, contacts and activity up to date cendyn.com
• 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.
• Follow internal processes to assist 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.

Job Requirements:

• Bachelor’s Degree required
• 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.
• 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
• Proficiency with Microsoft Office Suite required (Word, Excel, PowerPoint, Outlook) and computer savvy to learn other applications as needed
• Hospitality industry knowledge is a plus

Expected Competencies:

• Sales: Proven experience in successfully selling cloud-based software, SaaS sales
• 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 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: Can work effectively in a complex, diverse, changing environment. Adapts well to and is energized by change while maintaining focus on key business goals and personal objectives.
• Goal Setting: 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.
• Work Ethic: Professional “get it done” attitude.

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 limited travel. Occasional attendance required at regional trade shows or all-hands company events.

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 non-discrimination 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.