Mid-Market Sales Representative

Overview The Mid-Market Sales Representative is a highly 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 in the Hotel industry and is responsible for new business acquisition across the entire range of Cendyn products and services. Responsibilities 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 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. 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 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 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 brands during trade shows and other events in your region Follow internal processes to assist Project Management and Customer Success teams to 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. Qualifications Bachelors Degree preferred / required or any equivalent relevant business knowledge Proven experience in sales in hotel, travel or hospitality suppliers in a sales environment 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 relationships through positive communication that motivates and influences others in achieving corporate objectives Personal Effectiveness: Proactively focuses on achieving positive results contributing to the company's business success Customer Focus: Meets and exceeds customer expectations, understanding and delivering on customer needs Managing complexity: Works effectively in a highly complex, diverse, changing environment Goal setting/short term planning: Achieves results by setting goals using quality planning, analysis and decision making Business Management: Plans, budgets, tracks and evaluates performance of the 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,