Job Details

Area Sales Leader, Hospitality

Job ID 1117

  • Houston, TX, 77001
  • Fulltime
  • 5 - 15 years experience
  • 130 - 135 Annual
  • 27/11/2019
  • Accounting, Finance
  • 1 of Openings
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Job description

POSTION SUMMARY & KEY AREAS OF RESPONSIBILITY

Are you a sales leader with the agility to thrive in a fast changing environment and the creativity to enable a sales team to reach and surpass tough stretch goals? 

As a member of the CLIENT Local Office management team, responsibilities will be focused on management of 6 territory account managers and inside sales specialists that are currently assigned to accounts in the territory. Significant emphasis will be placed day to day support and interaction with account managers as is necessary to define and execute customer specific account strategies needed to meet or exceed order and revenue targets.  Other responsibilities include management of the sales funnel, weekly forecasts, oversight of deal profitability, contract negotiations, proposal generation, and supporting the overall sales goal by winning new software, services and hardware business. 

 As a member of the Hospitality Sales Organization, you will be part of the growth engine of CLIENT.  If you have demonstrated experience in creating high-performance teams, driven to perform at their fullest potential and creatively drive customer solutions while delivering exceptional customer service, we want to talk to you. The ideal candidate will be responsible for aligning CLIENT's POS sales team, Cloud sales team, and services organizations in this geography to deliver optimal value for customers and strong business results.

Responsibilities

  • Key Areas of Responsibility include:

    • Recruiting and developing top sales talent to ensure that the team maximizes revenue growth and market share.
    • Lead a robust sales management system focused on funnel, orders, backlog, revenue, gross margin, and expense and profit contribution
    • Development & execution of sales strategy and business plans for targeted accounts
    • Establish relationship with key executive contacts in your sales team’s accounts
    • Driving access to decision-makers through valued interactions and leveraging relationships
    • Ensure your team builds coclientete business models - positioning proof, ROI and the total solution and multiple approaches
    • Operationalize and execute against CLIENT’s strategy to further extend the company's position and profile in the marketplace
    • Formulate and advocate a people management strategy and high performance culture which includes recruitment, development and retention of top talent; Foster and lead change, and create a mindset of innovation
    • Driving a transformational agenda to ensure the region has the most successful sales and marketing capacity that yields iclienteases in year on year ACV, orders, revenue and margin growth.
    • Implementing a management system that uses funnel and sales analytics to measure productivity, territory / solution potential which leads to critical decision making and customer business for CLIENT.
    • Assessing markets and partnering with cross functional organizations within CLIENT to achieve objectives.
    • Gaining knowledge and understanding marketplace conditions, competitor position, market share, economic and social trends, as well as technological developments to modify plans and adopt new strategies to take full advantage of changing market conditions.
    • Managing relationships with key hospitality customers coordinated with account management plans designed to iclientease revenue by utilizing strong executive planning and account coverage.
    • Be responsible for the maximizing CLIENT portfolio and sales penetration through the delivery of product, professional services, as well as marketing, managed services, cloud applications, hardware and software.
    • Ensure that CLIENT has maximized sales coverage and participation across all markets and geographic areas.

    BASIC QUALIFICATIONS

    • Bachelor’s degree or equivalent in a related discipline
    • 15 years + of related business and sales management experience along with a proven track record of success in technology sales and leadership
    • In-depth experience and understanding of the hospitality market
    • Background in SaaS selling.
    • Manage the sales process and develop a strategic roadmap which aligns customer needs, issues, opportunities with industry best practices and our company’s offerings.
    • Ability to manage complex cloud applications, hardware and software.
    • Proven problem solving skills both within CLIENT and with Customers
    • Collaborate with customers enabling them to experience greater business value from our company.
    • Experience in developing and executing solution sales strategies.
    • Ability to work and manage in a matrix management environment.
    • Lead, coach, recruit, and develop sales teams in growth environments
    • Strong Executive Presence – this role will have extensive executive visibility both internally and externally

    PREFERRED QUALIFICATIONS

    • Master’s degree  - MBA
    • Leadership of a hospitality sales organization inclusive of complex solutions
    • Project management skills; Client and Business plan management proficiency
    • Establishing aggressive sales objectives and successfully driving the team to achieve those target goals.

    CRITICAL COMPETENCIES FOR SUCCESS: 

      Leadership Capability:  

    • As demonstrated by a proven ability to lead and motivate people in a complex organization to embrace a vision and plan of action.
    • A high energy, results-oriented achiever, who sets, pursues and meets aggressive operating objectives, and who understands the details without micro-managing.  
    • A leader who aligns the organization to support strategic priorities by building management processes and systems, delegating and monitoring results, and holding team members accountable to achieve absolute execution of major initiatives. It is fundamental that you are a committed coach, mentor and people developer.
    • The ideal candidate will have strong verbal communications skills, be poised and confident in formal and informal settings with senior executives, peers and business partners.  
    • He/she must be a courageous leader with a demonstrated ability to challenge the norm and take appropriate risks to achieve success.  
    • The Area Sales Leader must have a pattern of developing strong and communicative partnering relationships and be a real team player, as this will be important in galvanizing support across the organization.

    Collaboration and Influencing Skills in a Complex Organization:

    • This executive will demonstrate the ability to command the respect and trust of key individuals across the company. The leader can collaborate cross-functionally with key stakeholders and exercise influence at senior levels to build alignment.
    • The ideal candidate has an unquestioned reputation for integrity and ethics and has a strong character that will build the trust of others, both internally and externally. The leadership position will have a track record of establishing clear expectations, setting objectives and bringing multiple parties together to drive key initiatives.
    • This person possesses strong problem-solving skills, decisiveness and a personal orientation toward action.
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