Overview: Cendyn is seeking a Senior Sales Manager (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 Manager is responsible for new business acquisition across the Cendyn portfolio of products and services. Main Activity: The Senior Sales Manager is responsible for developing and executing a territory sales plan that secures new customers. The individual will maximize every sales opportunity and achieve sales quota for an assigned territory.  We are looking for a “Hunter” 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 within the assigned region. 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. 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 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. Requirements: