Hot Schedules Regional BDE
Job description
Do you want to join a world-class organization that offers cutting-edge technology to the markets they serve? Do you have a passion for sellingtechnology? HotSchedules is looking to grow our Nationals Sales team with a Business Development Executive to drive new software bookings from prospects and customers
Well...
I have an authentic passion for selling technology. You can see it throughout my career, through the lenses of my website, my resume, and my LinkedIn profile, complete with recommendations that speak directly to my candidacy.
I have 'been there and done that.' I've done more with less, having achieved the high level goals you mention throughout the job description for less established companies, with fewer tools and resources. I'd be delighted not to have to craft the playbooks from scratch, and I can contribute to improving what you already have. Originally from Chicago, I come complete with the midwest charm package upgrade and coming from the city of big shoulders, I love being the shoulders my teammates stand on and standing on the shoulders of those who have come before me to build on what they have created.
My love of technology means I blog instead of maintaining a Facebook page and I've taken great care to outline the strength of my candidacy for this position here.
It's a bit didactic since I go point-by-point, but I hope you'll reciprocate the energy I spent describing why I'm a great fit for this role by at least considering what I took time to put together, specifically speaking to exactly what you're looking for: me.
You will...
Work for a successful leader in the hospitality management software industry
Experience income and career growth as the company grows
Benefit from a customized B2B selling process that includes Sales Aids, Playbooks, and a tightly linked CRM
Prepare for success as you bring a revolutionary, brand new suite of solutions to the market with Clarifi©
This position requires a strong desire and ability to drive new relationships and utilize networking and prospecting skills to navigate through companies as wellas an assigned territory. The ideal candidate will have experience selling software solutions and a working knowledge of restaurant operations.
Core competencies required
Tenacity
I am one of the most tenacious people you've met, but I have a quiet, calm intensity, not a frantic, aggressive approach. This means I don't burn out and I'm ready to go the distance, patiently working alongside prospects until they are ready to purchase and helping them all along the way. I am persistent but respectful; I won't call someone who doesn't want to be called and I understand the importance of qualification and know how to qualify prospects. I've done it before and have the transferrable skills to prove it.
Development of business cases and solution options
I can't get enough of this. In fact, I spent $100,000+ on business school because I like it so much. I graduated CU Boulder's Leeds program with an MBA in 2012 with toolkits and colleagues who can vouch for my ability to develop business cases and solution options and won Wal-Mart's Better Living NetImpact Business Plan competiton with my own original idea to prove it.
Effective management of the entire sales cycle
I have years of experience doing this successfully independently and in teams at KLD, Clear Comfort, Vision Chemical Systems, AGT Tax & Insurance and elsewhere.
Prospecting and successful phone sales
Check out my LinkedIn recommendations, specifically the one from Matt Mattilla -- I'm great on the phone and reference again my experience with KLD and Clear Comfort where phone sales was ~50% of my sales throughput.
Utilizing internal and external resources to advance campaigns
Clear Comfort is a great example of how I have spanned this gap before. I worked with my team of sales reps in Arizona, Texas, Colorado, and California to help the sell Clear Comfort's technology into the pool and spa space and built strategic partnerships with local players like Diamond Spas and Maximum Comfort Pool & Spa as well as national distributors like Bradford Spas and influencers like BluSpas to drive product sales.
Qualifying prospects
Prospect qualification is fun. Sales is a dance and I love listening to the signals from prospects. If this is done in person, there's even more information to work with from nonverbal cues to help determine how to play out the conversation using different sales methodologies to read prospects, understand their needs, and determine whether my products / services can add value for them.
Pipeline Creation and Development
I have built, cultivated, and nurtured pipelines at KLD, Clear Comfort, Vision Chemical Systems and through various entreprenurial ventures.
Leveraging existing relationships to sell new technology
This sounds a lot like the rolodex attribute. I have a great network. They know (and you should to) that I am unwavering and uncompromising in my integrity; I will not sell anything to anyone who I don't think can benefit from the offering. This cuts both ways; people in my network know I don't sell snake oil, so they listen when I have an offering, and employers should know I won't be disingenuous in my pursuit of prospects; that only serves to falsely inflate pipelines and waste everyone's time - see above, "pipeline creation & development." I have sold new to market technologies in my roles with Clear Comfort as well as KLD, Mana Mushrooms, and Vision Chemical Systems.
Tailoring sales approach to specific scenarios
This sounds perfect and again is one of my strongest skills; I never speak down to people, but instead meet them on their level and connect, authentically. I have heard this feedback from customers throughout my career and am happy to share references as we continue the conversation.
Wiithout a doubt, my father's work as the co-founder of The Great Frame Up played a role in the development of this skill set. He sold the franchise to franchisees all over the country as the backdrop to my entire childhood. This means I overheard hundreds of calls with qualified prospects discussing the opportunity and value proposition for folks from all walks of life.
In my own career, with KLD I spanned the range from individual financial planners to institutional investors, to managed accounts platforms to groups of native people trying to get their investment advisors to adhere to their investor policy statement.
Later on with Clear Comfort this meant selling new-to-market technology to commercial and residential markets. Within the commercial market, these technologies seemed risky to various audiences who did not understand the complicated chemistry in their pools and spas to begin with, let alone introducting some fancy-schmancy high oxidizing "hydroxyl radicals" which somehow made their water cleaner and safer while saving them money -- it seemed too good to be true, even at the premium price point. For residential customers, there was a similar hesitation, but less trepidation about new technology and more sticker shock. Overcoming these obstacles with each sale was fun, dynamic, and rewarding.
Leading peers in knowledge acquisition/adopt corporate sales strategies and tactics
A good sales professional is always learning and I love learning. It's a big part of the reason I went back to get my MBA; I wanted to wring the knowledge from the sponge of experience from my early stage career and entrepreneurial ventures to learn lessons I didn't have the objectivity or business frameworks to learn while I was on the job. I took those two years and acquired more business acumen, tools and transferrable skills to inform the next decade of my career. Sales strategy and tactics are my jam; I enjoy reading HBR and Fast Company articles in my spare time to stay abreast of new trends, themes, and tactics.
Closing success – ability to overcome late stage obstacles
I've worked through late stage obstacles with prospects who ultimately became customers including price objections, trepidation about adopting new technologies, timing, changes in the decision maker role, and plain old cold feet.
Ability to cultivate strong relationships with customers and third parties
Also discussed above, my ability to build rapport and cultivate relationships with prospects and ultimately customers is a reflection of my authenticity and commitment to creating real value. I thrive when given the opportunity to work with people.
Ability to multi-task in a fast-paced environment
Another one of my strong suits is the ability to multi-task. Although my partner likes to remind me that women are better than men at this, I can hold my own.
Required Education and Experience
Four-year college degree: yes - Wabash College
3-5 years SaaS sales experience: yes - 6 years between KLD, Grass Commons, E Source and Bluewolf to say nothing of Lightservers
5+ years in a sales role with assigned quota, preferably in a Business Development or Account Executive Role: yes - 7+ years BD & AE responsibilities at KLD, Clear Comfort, Vision Chemical Systems
Proven track record of regularly exceeding quotas and performing among top 10% - yes.
Minimum 1 year selling software solutions into the restaurant industry - If you've made it this far, you'll understand when I say I can learn and sell anything as long as it has a solid value proposition. I've sold millions of dollars with of products and services with ZERO prior experience in multiple industries and I'm willing to trade talent, aptitude, and results-orientation for experience.
I live here in Denver, CO and I'd love to discuss this opportunity with your team!