Key Account Sales Director

Job Purpose:

Reporting to VP, Key Account Sales, the Key Account Sales Director is responsible for the strategic planning and overall commercial success of Cendyn relationships with our largest, key account customers. The accounts in this portfolio make up the highest percentage of Cendyn revenue and the Key Account Sales Director must build and maintain strong relationships with the customers, be the lead point of contact for all customer commercial matters, anticipate the customer’s needs, work within Cendyn to ensure deadlines for the customer are met and help the customer succeed. The Key Account Sales Director will also bring in new business from their existing customer portfolio and may help develop new relationships with potential customers.

The primary focus of the role will be to develop and maintain strong relationships with the customer’s senior decision makers and executives to successfully expand utilization of Cendyn’s products and services. The role requires strategic planning, consultative up-selling and the ability to identify cross-sell opportunities.

In addition, this position is accountable for partnering with the appropriate internal resources to ensure Cendyn’s new products and product enhancements are communicated, and ongoing training needs are met.

Job Responsibilities:

• Develop a complete, holistic understanding of key account customers that results in solid, trusting relationships and trusted advisor status
• Create, maintain and execute on account development plans, to mitigate churn risk and to maximize all incremental revenue opportunities
• Identify and execute on upsell, cross-sell and add-on opportunities to maximize revenue
• Participate in monthly business meetings, QBRs and annual business reviews as appropriate.
• Ensure communication between customer and internal teams is appropriate, consistent and productive

Essential Functions:

Accountability

• Serves as the overall owner of the customer commercial relationship, ensuring that all deliverables are met, churn risks mitigated, and revenue opportunities maximized
• Creates and executes on account development plans for key accounts
• Achieves trusted advisor status with the customer, serves as the customer advocate internally and leverages all resources to ensure positive overall customer health.

Excellence

• Builds and maintains ongoing business partner relationships and develops methods of customer engagement that allow for continuous improvement in customer satisfaction, retention and ARR growth
• Understands customer’s short- and long-term objectives and builds a strategic plan to help them achieve the objectives
• Dedicates time understanding the hospitality industry landscape, new entrants and competition to allow for consultative conversations with key account customers

Collaboration

• Establishes credibility and customer confidence by implementing regular customer communication, in-person visits and performance reviews
• Understands client needs/objectives, develop strategies and recommends our Cendyn products to improve key performance metrics and drive revenue
• Participates in monthly business reviews, QBRs and an otherwise consistent cadence of communication
• Keep highly engaged in all internal projects involving customer and various internal Cendyn departments

Innovation

• Identifies opportunities for ongoing learning to ensure optimal penetration and utilization by each customer
• Conducts analyses of clients’ business challenges, needs, competitive landscape, and future plans to improve how our products can address these needs
• Provides input and feedback, from a business user’s perspective to the Cendyn Product group, on solution features and functionality

Humanity

• Identifies and maximize opportunities to build long term relationships that are mutually beneficial
• Demonstrates the willingness to push your team to continually provide exceptional service and strategy.

Non-Essential Functions:

• Maintain a working knowledge of each Property Management System and how it integrates with Cendyn products
• Make high impact presentations to influence client actions
• Use Salesforce and other CRM products to communicate and track customer interactions

Requirements:

Required Education and Experience:

• BA or BS from accredited college or university, or equivalent experience
• As this position handles a mix of products both marketing and revenue management related, experience in one of the below is required.
  • 7+ years of experience in account management, key account management or sales
  • 7+ years of experience in hotel marketing
  • 7+ years of experience in Hospitality or Casino Revenue Management
• Additional experience in these areas is a plus.
  • 2+ years of experience in Hotel Operations or equivalent experience
  • 2+ years of experience working in a CRM or email marketing field, preferably in the hospitality vertical
• Experience evaluating competitive landscape, market trends, and customer insights
• Familiarity with CRM database applications and enterprise-level software
• Proficiency in Microsoft Office products: Outlook, Excel, MS Word, PowerPoint

Competencies:

• Business Management Skills - Strong leadership skills (listening, communications, coaching,), proven ability to formulate and implement strategies, demonstrated ability to influence internal teams and customers
• Account / Relationship Management - ability to retain and grow accounts, with a strong commitment to customer satisfaction
• Planning and Organizational Skills –Excellent organizational, planning, prioritization and proven ability to manage multiple priorities.
• Decision Making – Excellent decision making and problem-solving skills.
• Office Tools – Strong technical aptitude and skilled in MS Windows-based office tools including SharePoint, presentation software, database software and desktop applications.
• Empowerment, Coaching and Teambuilding – Ability to provide guidance and coaching while empowering colleagues to perform their role. Create and maintain a sense of teamwork to ensure accountability, cooperation, and collaboration towards a common goal.
• Analytical and Conceptual Thinking – Ability to interpret and analyze situations, identify solutions, and formulate recommendations for effective management.
• Innovation – Ability to initiate creative thinking to accomplish continuous improvement and evolution of the department.
• Communication – Excellent communication, presentation, and interpersonal skills. Solid communication skills to effectively deal with various levels of management, staff, and/or outside contacts.
• Demonstrated interpersonal skills to work effectively in a team environment, influence others and maintain a professional and positive manner.
• Proven results of delivering customers solutions and meeting targets and goal
• In-depth understanding of company key clients and their position in the industry
• Eager to expand the company with new sales, clients, and territories
• Able to analyze data and sales statistics and translate results into better solutions

Work Environment:

This job operates in a home office environment.

Travel:

This position may require up to 35% of travel. Travel may be international, overnight, and outside of regular business hours.

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 non-discrimination 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, transfer, leaves of absence, compensation, and training.

Cendyn expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Cendyn’s employees to perform their job duties may result in discipline up to and including discharge.

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.