M3 (www.m3as.com) is a leading provider of hospitality-specific software solutions, delivering cloud-based tools for hotel accounting, financial reporting, labor management, payroll, and business intelligence. Built by hoteliers for hoteliers, M3 empowers hotel owners, operators, and management companies to streamline back-office operations, reduce costs, gain real-time insights, and drive portfolio performance across thousands of properties in North America and beyond.
Description Summary: The Regional Sales Executive is responsible for promoting and driving software sales of all M3 product platforms, as well as M3’s outsourced accounting services within your assigned territory. This position reports to the Vice President, Sales, and plays a vital role in achieving sales goals by collaborating with the Vice President, Sales, Chief Sales & Marketing Officer, Vice President, Revenue Operations, and Marketing Team to develop effective business plans and marketing strategies. The Regional Sales Executive will engage with potential customers in the hospitality industry and recommend appropriate M3 products and services based on the prospect's specific business requirements. This role requires regular travel and effective use of M3-approved Customer Relationship Management (CRM) tools (Salesforce) to maintain accurate prospect and customer data, sales opportunity details, and information that assists in a successful and efficient product and/or service implementation.
Essential Duties:
The duties listed below are the essential functions of this position, and they may change as the needs of the company demand. All associates are expected to do what is necessary to get the work done and to cooperate fully with their supervisor’s requests for additional or altered duties.
- Develop and Implement Business Plan: Create an annual business plan to achieve Annual Recurring Revenue (ARR) sales goals assigned to the specific geographical territory, conforming to pre-established Key Performance Indicators (KPIs) for the job description
- Evaluate Progress and Modify Sales Plan: Collaborate with the Vice President, Sales to evaluate progress towards sales quotas and modify the sales plan as needed to meet requirements and established goals. Sales quotas are established and updated annually, based on overall company objectives and may vary by territory.
- Territory Marketing Strategies: Work with sales management and M3 marketing team to develop and implement effective marketing strategies within the assigned sales territory to uncover new sales opportunities.
- Progress to monthly, quarterly, and annual sales quotas will be reviewed with the Vice President, Sales on a regular basis, shared with the collective sales team on the Weekly Forecast Call, and updated as requested.
- Database Management: Create and update a database of prospective sales opportunities using Salesforce. Outside or unapproved databases or data storage methods are not to be used without sales management review and authorization. M3 retains the exclusive right to all prospects or customer contact and activity data. This data is not to be communicated outside of M3 or retained for personal use or any use other than to perform M3 duties.
- Discovery Consultation Call: Uncover business needs of hotel owners, operators, and management companies that position the Regional Sales Executive to recommend suitable M3 products and services that best meet the prospect’s business requirements.
- Advantages and Benefits Consultation: Consult with potential customers regarding the advantages and benefits of implementing M3 software solutions based on the information gathered during discovery consultations.
- Sales Opportunity Advancement: Continuously evaluate the status of existing sales engagements and work with the Vice President, Sales, and the M3 Sales Enablement/Training team to apply strategies to advance sales opportunities toward closure.
- Sales Calls and Travel: Plan and conduct sales calls and travel to prospect locations, industry conferences, and other business travel as required to meet M3 sales goals.
- Sales Commission Reporting: M3 pays sales commissions quarterly based on the Percentage of Attainment toward individual goals. The M3 VP, RevOps, performs all calculations. These calculations will be communicated following the close of each quarter. The Regional Sales Executive will be responsible for reviewing the documentation and indicating that the calculations are correct, or providing data to make any necessary corrections. This review and audit are required within 5 days of receiving the reports from the VP, RevOps. Periodic sales incentives may be offered and would follow the same policy.
- Expense Reporting: Submit expense reports to the Vice President, Sales, weekly. Failure to submit expense reports by the required timelines may result in declined reimbursements.
- Relationship Building: Develop and maintain internal and external relationships to facilitate new customer sales. Utilize methods that include but may not be limited to telemarketing, industry research, networking, and social media marketing to assist in building a steady and consistent pipeline of new sales opportunities.
- Other duties as assigned.
Education/Training/Experience:
- A minimum of 5-10 or more years of experience in a directly related position is Required
- Completion of a Bachelor's Degree is Required. Strong preference for the completion of a major in Sales, Marketing or Business; or an equivalent combination of education and experience.
- Proven track record in sales with experience in software or technology sales preferred.
- Strong understanding of the hospitality industry and its accounting practices preferred.
- Excellent communication and negotiation skills
- Must have strong written and verbal skills in English and ability to communicate effectively.
- Must be able to build and maintain positive business relationships with co-workers and other business contacts.
- Must demonstrate problem solving, critical thinking and initiative skills.
- Must have knowledge of a variety of computer software applications especially in MS Office.
- Proficiency in using CRM tools, preferably Salesforce, for database management and sales reporting is required.
- Proficiency with Sales Enablement tools like Gong or SalesLoft is required.