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National Director of Sales (Hospitality)

JOB PURPOSE

This position is responsible for the acquisition of Signature Worldwide hospitiality clients, to generate new revenue, and to build loyalty through client relationships.

JOB RESPONSIBILITIES

• Generate profitable sales volume through direct sales interaction with new clients via phone calls, emails, on-site visits or group presentations.
• Develop new business in the hospitality industry.
• Monitor, manage, and analyze various opportunities using salesforce.com.
• Sell Signature Worldwide products, programs and services using face-to-face and consultative selling skills.
• Participate in trade shows and public speaking engagements.
• Develop and maintain prospective client list based on strategic marketing data and other sources for sales leads.
• Consult with clients to identify needs and provide training solutions.
• Monitor and evaluate competitors’ activities and products.
• Develop and expand relationships at the corporate level of hotel management companies and brands.
• Travel frequently in order to consult with and to acquire new clients for Signature Worldwide.

ESSENTIAL EXPERIENCE AND QUALIFICATIONS

1. Industry Expertise
   1. Five (5) years of experience working in or serving the hospitality industry in order to function as a Signature Worldwide subject matter expert.
   2. Two years of experience as a hospitality Revenue Director, Corporate Director of Sales or similar corporate-level experience.
2. Relationship Managing
   1. Two years of experience in successfully managing long-term customer relationships.
   2. Success in building repeat business through exemplary customer service.
3. Business Acumen
   1. Working knowledge of business and industry operations, terminology, budgets and financial metrics thoroughly enough to inquire, converse, and consult with clients regarding  how Signature Worldwide may help impact those business goals and outcomes.
   2. Actively and regularly self-educates by reading business and trade publications.
4. Travel
   1. Ability and willingness to travel overnight, independently and with others 4-10 nights/month.
   2. Ability to qualify for a corporate credit card account.
5. Sales
   1. Five year’s experience in a sales role and proven ability to meet or exceed quotas.
   2. Prior success in selling additional products and services to established customers.
   3. Previous experience in business-to-business sales.
   4. Actively networks with contacts at the brand-level of hotels.
   5. Ability and willingness to make prospecting (cold) calls to potential clients.
   6. Approaches prospects through solid consultative skills and approaches in order to understand and present solutions to customer problems.
6. Planning, Organizing and Decision-making
   1. Prior leadership experience.
   2. Ability to develop long-range (annual) plan of activities and break down into monthly, weekly and daily tasks.
7. Communication
   1. Ability to write professional correspondence.
   2. Ability to organize thoughts and ideas in clear and concise manner.
   3. Ability to speak in front of small to large groups of people.
   4. Ability to craft customer presentations with meaningful and compelling messages with both visual and verbal impact.
8. Education and Work Environment 
   1. Four-year Bachelor of Arts or Bachelor of Science degree in business, communications, or a related field.
   2. Ability to provide the following office-from-home requirements: (all for home office positions)
      1. i.     A dedicated room separate from living space
      2. ii.     High-speed internet access
      3. iii.     Desk, file space, privacy from home background noise

COMPETENCIES

1. Asks questions to improve understanding.  Listens beyond the product needs to understand the underlying business causes for those needs.
2. Aligns Signature Worldwide and our programs/products with potential customer’s strategic objectives.
3. Approaches potential customers with a consultative, problem-solving manner.
4. Earns the trust and respect of others.
5. Follows-up and follows-through with every potential client contact.
6. Gets to know potential customers businesses intimately.
7. Understands and builds Signature Worldwide’s brand with potential customers.
8. Continuously educates self in industries where they sell.
9. Has a strong sense of urgency about solving problems and getting work done.
10. Develops, maintains, and strengthens partnerships with others inside or outside the organization who can provide information, assistance, and support.
11. Makes clear and convincing oral presentations (to individuals and groups) that achieve their purpose.

National Director of Sales – Trucking Industry

JOB PURPOSE

This position is responsible for the acquisition of Signature Worldwide trucking and trucking fleet clients, to generate new revenue by creating value for Signature Worldwide training/marketing solutions, and to build loyalty through client relationships.

JOB RESPONSIBILITIES

• Generate profitable sales volume through direct sales interaction with new clients via phone calls, emails, on-site visits or group presentations.
• Develop new business in the trucking industry.
• Monitor, manage, and analyze various opportunities using SalesForce.com.
• Participate in trade shows and public speaking engagements.
• Assist in the development and implementation of strategic plans for product positioning, lead creation, and direct sales activities.
• Develop and expand relationships at the corporate level of trucking companies and brands.

ESSENTIAL EXPERIENCE AND QUALIFICATIONS

1. Three to five (3-5) years of experience working in or selling into the trucking/automotive industry.
2. Two years of experience in successfully managing long-term customer relationships.
3. Working knowledge of business and industry (trucking) operations, terminology, and financial metrics.
4. Experience using a sales/customer management system, i.e. SaleForce.
5. Ability and willingness to travel overnight, independently and with others 10-12 nights/month.
6. Previous experience in business-to-business sales.
7. Ability and willingness to make prospecting (cold) calls to potential clients.
8. Ability to develop long-range (annual) plan of activities and break down into monthly, weekly and daily tasks.
9. History of self-directed work requiring minimal supervision.
10. Background working in an environment that requires self-management
11. Ability to write professional correspondence.
12. Ability to inspire others.
13. Ability to speak in front of small to large groups of people.
14. Ability to craft customer presentations with meaningful and compelling messages with both visual and verbal impact.
15. Four-year Bachelor of Arts or Bachelor of Science degree in business, communications, or a related field, preferred but not required.

COMPETENCIES

1. Asks questions to improve understanding.  Listens beyond the product needs to understand the underlying business causes for those needs.
2. Aligns Signature Worldwide and our programs/products with potential customer’s strategic objectives.
3. Approaches potential customers with a consultative, problem-solving manner.
4. Earns the trust and respect of others.
5. Gets to know potential customers businesses intimately.
6. Develops new relationships through a broad and deep social and business network.
7. Inspires and persuades others.
8. Continuously educates self in industries where they sell.
9. Shows perseverance in interpersonal relationships and shows resilience to rejection.
10. Has a strong sense of urgency about solving problems and getting work done.
11. Makes clear and convincing oral presentations (to individuals and groups) that achieve their purpose.