Enterprise Sales Director - Middle East

Overview:

The Enterprise Sales Director – Middle East role requires 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.

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 (APAC).

Essential Functions:

• Develop and execute a comprehensive territory sales plan for selling Cendyn’s cloud-based software and services platform within the 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 a 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.
• 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, understanding the legal ramifications of contracts.
• Achieve sales quota consistently 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, complying 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.
• Follow internal processes to assist Project Management and Customer Success teams in successfully onboarding 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. 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 pipelines.
• 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.
• Customer Focus: Passionately meets and exceeds customer expectations, nurturing relationships by recognizing and delivering on customer needs and opinions.
• Managing Complexity: Works effectively in a highly complex, diverse, changing environment, adapting well to change while maintaining focus on key business goals.
• Goal Setting/Short Term Planning: Achieves results by setting goals using quality planning, analysis, and decision making.
• Reporting & Business Management: Effectively manages business processes that include accurate Salesforce reporting.
• Professional “get it done” attitude and work ethic.

Work Environment:

This job operates in a home office environment and is an outside sales role, requiring 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 the 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 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. This policy applies to all terms and conditions of employment.

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.