Senior Sales Executive

Cendyn•Boston, MA

1d•Remote

About The Position

Cendyn is seeking a Senior Sales Executive (Eastern Region) who is a results-driven hunter, with a proven track record of hitting quota. The ideal candidate has experience in SaaS sales, is highly organized, thrives in a fast-paced environment and is passionate about the hotel industry. The Senior Sales Executive is responsible for new business acquisition across the Cendyn portfolio of products and services.

Requirements

Minimum of 3 years sales experience with experience in the hotel/hospitality/travel industry is a must
Bachelor's degree required or any relevant work experience
Proven track record of sales performance selling technology, sales manager experience preferred
Strong sales, analytical, 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
Business-to-business or SaaS sales experience preferred
Knowledge of Salesforce preferred
Builds effective relationships through positive communication that motivates and influences others in achieving corporate objectives
Produces outstanding results both professionally and personally by being proactive and committed.
Continually focuses on achieving positive results contributing to company’s business success
Passionately meets or exceeds customer expectations. Enter the customer’s world through listening and understanding.
Nurtures relationships by recognizing and delivering on customer needs and opinions
Is 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
Achieves results by setting goals using quality planning,analysisand decision making.
Adapts and copes successfully with changes
Professional “get it done” attitude and work ethic

Nice To Haves

Knowledge of MEDDICC methodology is an advantage.

Responsibilities

Develop and execute a comprehensive territory sales plan for selling Cendyn’s solutions 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, brand and ownership company targets
Cold calling and lead generation with 80-100 completed activities a day
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 prospect decision-making process, timelines, key stakeholders during the sales process.
Develop and maintain rapport with key stakeholders for prospects and customers to build strong long-term partnerships.
Thoroughly vet out each customer’s decision-making process, timelines, key stakeholders during the sales process.
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
Proactively work opportunities for individual hotel sales
Timely and professional follow-up with both internal team members and customers
Negotiate and prepare contracts with potential customers, understand the legal ramifications of the contracts.
Achieve Sales Quota on a consistent basis throughout the year
Use Salesforce as the system of record for all sales activity, comply with SOP’s for keeping accounts, leads, opportunities, contacts and activity up to date.
Liaise with Cendyn marketing team to implement marketing strategy within assigned territory
Help Project Management team and Account Management team establish initial contact to new customers
Hand over the contract and all necessary information to the Project Manager so that they can start training new customers
Liaise with Project Manager during the duration of the contract should there be any contract related issues
Manage contractual opportunities should chain or group hotels decide to sign up with more hotels
Establish thorough knowledge of Cendyn’s product and service offerings, pricing structure, contract management parameters, policies and procedures.
Participate in regular structured sales and business training programs to improve sales performance
Develop and maintain awareness of industry trends, opportunities and competitive trends.