Director, Sales

Summary

Join Sojern's Americas Property Sales Team as an energetic Hotel Sales Director. You will contribute to monthly acquisition goals while coaching and managing a team of Sales Managers. A key role involves scaling Sojern’s independent property business through prospecting, pitching, and closing new business. You will implement coaching and management practices, scale outbound sales efforts, and build strong relationships with internal teams. The goal is to build a dynamic team of outbound sales experts to advance Sojern’s business. Responsibilities include leading a team of sales professionals, managing a book of business, conducting coaching meetings, creating sales presentations, assisting in sales hiring and training, establishing best practices, achieving sales targets, and leading cross-collaboration efforts.

Requirements

• Bachelor’s degree in Business, Marketing, Hospitality Management, or a related field
• 5+ years sales experience required (Inside Sales experience preferred), at least 1 of which in the hotels/hospitality industry
• Strong track record of managing senior sales teams
• Ability to effectively build and manage KPIs
• Goal-oriented, passionate, high-energy professional with a solution-oriented mindset
• Self-motivated, willing to learn new technologies and able to work independently and cross-functionally
• Must be comfortable and competent in communications with veteran sales managers and commercial leadership
• Excellent communication skills - written and spoken
• Proficient use of Salesforce CRM

Responsibilities

• Demonstrated experience of leading and empowering a team of senior sales professionals, (up to and including Senior Sales Manager), in addition to leading and coaching entry level and intermediate level employees
• Possess a strong understanding of Sojern’s solutions and value proposition by individually managing a small book of business to generate new business signed
• Conduct weekly 1:1 meetings with Sales Managers to provide hands-on coaching and development. Lead weekly team meetings and team training sessions
• Independently create and deliver compelling, data-backed sales presentations tailored to client needs
• Assist in Sales hiring, training, and development, along with building, documenting, and updating all training materials and internal SOP’s
• Establish and enforce best practices in areas of lead qualification, pitch discovery questions, consultative selling, pipeline management, and sales funnel reporting
• Drive to achieve targeted outcomes: pitches made, business won, conversion rates; with the objective to increase and maintain Sales productivity
• Confident and experienced in reviewing and providing value add coaching in complex prospecting conversations with clients of diverse complexities.  Able to demonstrate success when coaching  in range of subjects (objection handling, customizing call flow, and leveraging influence)
• Proficiently utilize Salesforce, with Sojern’s architecture and guidelines, with the ability to report on KPIs, including individual and team results
• Leads on cross collaboration efforts with other managers from different teams
• Encourage internal relationships with all commercial leaders; working to ensure proper hand-off and growth of new business
• Identify and make recommendations for improvements around the Sales process, tools, and efficiency
• A role model for clear and impactful communication, facilitates and encourages team collaboration through active listening, coaches with awareness
• Leads teams with impact, challenging  the 'status quo',  encourages ownership, effectiveness and a champion of continuous improvement
• Responsible for full employee life cycle, including hiring, onboarding, goal alignment, work assignments, coaching / performance management and strategic planning relating to resource gaps
• Consistently achieve or exceed quarterly and annual sales targets through effective pipeline management and sales strategy
• Advanced ability in conducting reviews of complex prospecting calls with clients of diverse complexities, demonstrating a strategic approach to coaching objection handling, customizing call flow, and leveraging influence

Benefits

• Competitive compensation packages, stock options offered to every employee, Bonusly program to reward and recognize team wins and performance, plus employees can take up to 40 hours of paid time per year to volunteer and give back to the community
• Flexi-Friday benefit, hybrid or remote work options for most roles, time-zone friendly work hours with async collaboration
• Team offsites planned annually, six employee resources groups, regular virtual and in office team building events, monthly company All Hands & leadership Q&As
• PTO allowance to recharge, comprehensive healthcare options, paid parental leave (16 weeks for birthing parents; 12 weeks for non-birthing parents), retirement contributions and investment options (for applicable locations), travel benefits (hotel stay benefit & IATA membership), plus mental health, wellness & financial health resources
• Learning & development stipend, mentorship program, career development programs, leadership training
• Home office tech set up (laptop, monitor, keyboard, mouse), monthly internet and phone allowance, modern tools to communicate and collaborate (Slack, Google Suite)