Director of Sales, Zonal
Hospitality technology solutions
Job no longer available
Hospitality technology solutions
501-1000 employees
Job no longer available
501-1000 employees
Company mission
To help hospitality companies achieve their business goals.
Role
Who you are
- Highly commercial with a minimum of three years of sales management within an IT solutions environment (ideally hospitality tech), with a strong track record of personally delivering deals to exceed targets
- The ability to present a compelling case for Zonal’s products and services to the C-suite at prospect companies, being credible and challenging preconceptions where necessary
- Ability to build and maintain good relationships internally at all levels, along with the excellent communication skills needed to deliver the best outcomes for customers
- Ability to lead and communicate a clear direction for the team, in line with the organisation’s goals, mission and values. Encouraging and supporting the team to achieve high standards and managing performance effectively
- Committed to obtaining results through taking responsibility, demonstrating a positive attitude and ensuring quality is built into work
What the job involves
- REPORTING TO: Chief Commercial Officer
- The Director of Sales is responsible for delivering the SME/ mid-market “Core” sales target at Zonal, typically hitting £3m revenue each year (based on total Y1 revenue). This revenue is a combination of software, hardware and professional services revenue
- Mid-market deals – the Director of Sales is personally involved in prospecting, pitching and reaching contractual agreements with our target businesses. The focus is on hospitality brands with 10-20 sites
- SME deals – the Core sales team focuses on SME prospects, typically from single sites to 10 venues. These sales are handled by a team of field-based Sales Managers, reporting to the Director of Sales
- Proactively develop relationships with prospect businesses within the hospitality and leisure industries. This is important both personally (Mid-market Sales) and through the team (SME Sales)
- The main channels for developing these relationships are industry events (such as R200 and Propel), proactive outbound sales activity and the use of social media channels, especially LinkedIn
- This will include being one of the “faces of Zonal” at networking events, trade shows and conferences
- Build strong relationships within Zonal, taking end-to-end ownership of the sales process from prospecting through to onboarding
- This may include the completion of a tender process in some cases, for larger or more complex deals
- Master the Zonal product set, ecosystem, competitive landscape and market opportunity, developing the right level of technical understanding to lead mid-market deals and steer the Core Sales team
- Work with the Group Marketing Director to maximise the generation of inbound leads and the conversion of those leads to opportunities for Core sales
- Take overall responsibility for sales team performance, ensuring that annual targets are exceeded in Core Sales
- Working with the CRM system, ensure the funnel of sales opportunities are accurately recorded, providing insight for the wider business and the basis for pipeline management within the team
- Work with the CCO to ensure that effective sales operations processes are in place throughout the team. For example, ensure that quotes are generated accurately, with all sales are recorded in CRM so that commissions are calculated correctly
- Provide input to monthly sales reports for the Zonal Executive Board
Our take
Formed in 1979, when McLean family couldn’t find a solution to solve stock control issues in their Edinburgh hotel, Zonal offers a range of integrated technology solutions for hospitality businesses.
Whilst a stalwart in the industry, Zonal has retained its spot as the largest tech supplier to hospitality businesses in the UK perhaps given it invests around 15% of its turnover in Research & Development each year. This enables the company to update its systems and model so it continues to deliver optimum and up-to-date performance.
Previous investments enabled Zonal to redesign its customer relationship management software and launch a product, Toggle, to help operators sell gift cards and experiences. Following a recent acquisition of Airship, Zonal will integrate the products they offer, expanding its offering for operators and consumers alike.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Employee protection - Life assurance, critical illness, income protection
- Generous annual leave, with the ability to buy extra leave and sell leave back
- Have your birthday as a day off on us
- High street discounts
- £1,500 interest free credit to spend on ‘SmartTech’ per annum
- Cycle to work salary sacrifice scheme
- Company pension
- 2 x paid days per year to spend on charity work
- ‘Values in Action’ quarterly cash awards
- Employee of the year
Company HQ
Edinburgh, UK
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