We’re excited to partner with a fast-growing retail and hospitality technology company seeking a senior-end user account executive. The company is a global leader in Point of Sale (POS) technology including self-service kiosks, handheld mobile devices, and smart lockers. Their devices can be found in major global companies like United Airlines, IGT, and HP, but their solutions are ideal for quick-service restaurants and mid-tier retailers. Think of Quiznos or Louis Vuitton stores!

Here in the US, the company primarily sells through a dealer network. There is a unique opportunity for them, and you, to grow their end-user account base. This position is not tied to a location, so he/she can be anywhere in the US, though ideally near a major airport.

This company offers the best of both worlds. A flat org structure here in the US, where you are in contact with senior leadership and have real input, AND the support and structure of a large global corporation. If you are passionate about Retail-Hospitality tech and want a place where you can make a notable impact, read on!

Summary:

This position is primarily responsible for direct selling, of the company’s product line to named, “net new” Retail OR Hospitality/Restaurant clients Employee will be responsible for meeting and exceeding the company’s annual revenue and profit goals. A key attribute for success will be the ability to procure new clients and include a “hunter sales mentality” to meet the assigned objectives.

Responsibilities of the Sales Account Executive

  • Execute strategic, tactical, and consultative sales account plans for the assigned portfolio in order to achieve the revenue targets (quota) as directed by the Business. This includes the handling of customer queries and business objectives effectively, while dealing with the typical issues and objections during the entire sales process before closure. Emphasis is on new account penetration and customer logo acquisition.
  • Establish and maintain a high level of positive and effective contact with key prospects, customers to enhance sales opportunities for new and continuing business development within the portfolio.
  • Develop and manage a robust pipeline of sales opportunities through the entire sales cycle using the company CRM to log opportunities, sales funnel progress, forecasting, etc. Follow the company forecasting methodology in order to expose client opportunities as early as possible for product manufacturing purposes.
  • Presents and demonstrates Products in group meetings to client’s senior executives and emphasizes salable features such as company vision, strategy, reputation, products/systems architecture, flexibility of design, process re-engineering capability, integration of client systems environment, return-on-investment (ROI) studies, etc.
  • Maintain up to date and accurate customer sales records, expense plans, budgets, and related databases. Responds to customers RFP/RFI Requests in a timely and professional manner to facilitate success. Work with cross-functional teams within the company to achieve results.
  • Maintain constant awareness of markets, competitor activities and problems within assigned customer base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations.
  • Travel as necessary to maintain a presence with customers, enhance relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule. Alternatively, the use of virtual methods to do the same.
  • Identify opportunities for improvement processes in general working practices and team efficiency.
  • Work closely with and maintain good working relationships with other functional company departments such as Professional Services, Product Management, Customer Service, Engineering, etc., to ensure both customer & company requirements are being met or exceeded.
  • Create or review analysis of such tasks as: sales proposals, work-order cost estimates/proposal completion; gross margin analysis; invoice review; and service bulletin/O.E.M. review.
  • Assist customers with obtaining satisfactory timelines and/or coordinate with operations to establish product/project completion dates.

Required Skills:

Should have a minimum of 7-10 years in direct end-user sales experience operating in a quota incentive system

In addition:

  • Minimum 7 years’ experience in a Retail-Hospitality Technology Company representing hardware, software and services, etc. (Professional, Managed, or SaaS Products).
  • A proven track record of sales accomplishments and/or above quota achievement. (The company may substitute applicant’s sales experience with advancement opportunities from internal departments such as professional services, product management, etc.).
  • Strong presentation skills with the capability of interacting with client senior management levels such as CEO, COO, CFO, CTO/CIO, Store Systems, VP of Procurement, VP of Distribution, VP of Operations, etc.
  • Flexible, entrepreneurial and self-directed. Our client has a lean leadership team, so they need someone who is an independent self-starter who can manage themselves and the sales process with minimal handholding.

  • Previous experience with competitive products or services, including Point of Sale devices, hand-held scanning, self-service kiosks