POSITION PURPOSE

The Area Sales Manager will be responsible for hiring, coaching, and developing a team of field sales Hospitality Specialists. They will play a key role in managing their team’s conduct and performance, and achieving the set monthly sales goals provided to them. They will report directly to the Regional Vice President of Sales. 

ESSENTIAL FUNCTIONS

• Oversight of sales targets to be achieved by the sales team & monitor Hospitality Specialists’ performance.
• Motivate & train Hospitality Specialists to meet and exceed specific sales targets on a consistent basis.
• Provide direct guidance and oversight to your team of Hospitality Specialists to support them throughout every stage of their sales journey as needed.
• Actively communicate & lead your Hospitality Specialists to foster a strong team environment that accurately reflects company culture and values. 
• Partner with Team Lead to support overall sales team with the goal of pushing reps to meeting their goals MoM
• Provide mentorship and manager training opportunities to the Team Lead while also motivating the Team Lead on selling activity to meet their unique quotas
• Maintain & grow your given territory’s sales targets by expanding customer base through continued strategy, leadership, and support of your Hospitality Specialists.
• Analyze sales data and forecast upcoming sales within your respective market and provide guidance to your Hospitality Specialists to be as effective and efficient in their selling behavior as possible.
• Assist with existing & potential customer relationships and sales as needed.
• Have a full grasp of the SpotOn sales management process and work to apply that in day to day efforts with the sales team in identifying and prioritizing key customers and prospects. Optimizing efforts at all stages of the sales funnel across your team.
• Collect customer and market feedback & report to executive leadership.
• Service the needs of existing customers.
• Strategize new business opportunities through various routes to market.
• Identify both struggling & successful sales reps and explore ways to improve on metrics at all levels

MINIMUM QUALIFICATIONS 

• Excellent written and verbal communication.
• Strong leadership skills 
• Experience selling a diverse ecosystem of products and services and closing large and small accounts alike. 
• Strong experience within lead generation & business development. 
• Outstanding analytical and problem solving skills. 
• Exceptional customer service skills. 
• Team player mentality with a passion for leadership and development of yourself and others. 
• Ability to function in a fast-paced, fluid environment
• Internal Candidates: Prior 6 months’ performance must be at least 50% to Individual ARR and SOR goals

EXPERIENCE REQUIREMENTS 

• 4+ years of Sales Experience with 2+ years of experience managing and leading a team of Sales Executives outside of SpotOn; or 1-3 years of SpotOn Sales Experience and 1 year of managerial experience (Team Lead).
• Experience in the SaaS or merchant services industry is a plus.
• Proven sales experience within SaaS, merchant services, hospitality, restaurants, food & beverage or related field. 
• Track record of reaching and exceeding sales targets both individually and as a team leader.
• 2+ years using Salesforce, or similar CRM for pipeline management. 
• Comfortable working in Seismic as a content and training tool for managers and reps; leveraging existing materials to coach and provide recommendations for additional materials that would help continue to optimize sales efforts for both Managers and reps.
• Adept at looking at data / reporting in systems such as Tableau, PowerBI and providing actionable insights to both Executive Leadership and Hospitality Specialists on the team.
• Well versed in SpotOn policies and able to manage the team consistently according to these policies (if applicable).

EDUCATION REQUIREMENTS

• GED or high school diploma
• Bachelor's degree in Business, hospitality management or a related field a plus

PHYSICAL AND MENTAL REQUIREMENTS AND WORKING CONDITIONS

• Must be able to remain in a stationary position a minimum of 50% of the work day
• The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.
• Occasionally lifts and carries equipment in the office weighing up to 20 pounds
• Must be able to travel within allocated region and job shadow with employees

The above statements are intended to describe the general nature and level of work being performed by persons assigned to this classification.  They are not to be construed as an exhaustive list of duties so assigned. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. This job description is subject to change at any time.

Compensation:

• A full-time, W2 position with a base salary of $80,000, with total on-target earnings of $120,000-$180,000.
• Please note the salary range listed is just one component of a competitive compensation package which includes company RSUs.
• Commissions will be paid weekly for new accounts signed, bonuses earned for hardware and implementation, monthly production bonuses, and customer retention.
• Offers will be reflective of the candidate’s location and experience.