Your mission
We are seeking a dynamic Sales Manager adept at both acquiring new clients and nurturing existing ones. This hybrid role involves selling over the phone and in-person, presenting our solutions online, and representing us at industry events. You'll drive sales to hotels, management companies, ownership groups, and other accommodation providers in your assigned region.
You will:
You will:
- Develop and execute a comprehensive territory sales plan for selling company’s cloud-based software and services platform within assigned territory
- Achieve assigned sales quota by developing and maintaining a robust, diversified sales pipeline for potential new customers and upselling to existing 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
- Build strong and long-lasting relationships with customers through the creation of long-term planning and understanding of customer’s needs.
- Analyze the competitive market to optimize high-value customer growth and retention.
- Build strong, strategic relationships with key account contacts to identify growth opportunities.
- Foster productive relationships with senior leadership at key accounts to ensure seamless execution.
- Conduct regular account reviews to set shared objectives, financial targets, and milestones.
- Ensure high satisfaction ratings with assigned accounts.
- Responsible for renewals of existing customers.
- Utilize consultative sales approach—ask relevant questions to uncover needs, identify barriers, and overcome objections.
- Vet each customer’s decision-making process, timelines, and key stakeholders during the sales process (knowledge of MEDDICC methodology is an advantage).
- Build and maintain strong, long-term partnerships with key stakeholders for both prospects and customers.
- Prepare and deliver compelling sales presentations and proposals.
- Identify upsell opportunities and additional products for existing customers.
- Provide timely and professional follow-up with both internal team members and customers.
- Negotiate and prepare contracts with potential customers while understanding the legal ramifications.
- Consistently achieve sales quotas throughout the year.
- Represent the company during trade shows and other official occasions—promoting the brand in your region.
- Maintain accurate records in the internal CRM system by keeping accounts, leads, opportunities, contacts, and activities up to date.
- Develop thorough knowledge of the company’s offerings, pricing, contract management, policies, and procedures.
- Collaborate with the Marketing team to implement marketing strategies within your assigned territory.
- Follow internal processes to assist Project Management and Customer Success teams in onboarding new customers successfully.