Application Sales Representative III – HGBU Hotel

Sales - Hotel is primarily responsible for stimulating sales activity within the marketplace in order to achieve and exceed quarterly individual and team’s sales targets. Working in an autonomous environment, this position requires a self-starter capable of generating sales through targeting new Hotel System customers.

 

Key Performance Indicators

• Achievement of quarterly individual financial sales targets
• Sales activities: tasks will include cold calling, product drops, client meetings, trade event participation, quotation preparation and contractual negotiation
• Margins in individual sales through applying Solution/SPIN selling methodologies over discounting/price approach
• Maintenance and growth of existing Hospitality System clients through ongoing account management and upselling

 

Duties & Responsibilities

• Achieve quarterly individual financial sales targets
• Generate sufficient sales activity in your assigned territory/accounts in order to achieve quarterly sales targets, tasks will include but not be limited to cold calling, product drops, client meetings, trade event participation, quotation preparation and contractual negotiation
• Differentiate Oracle Hospitality solutions from competitors through understanding of customer’s needs and tailoring the right solution
• Research the marketplace through reading industry publications, using personal networks, visiting construction areas, etc. in order to capitalise on new customer openings
• Identify and maintain knowledge on competitive solutions in the marketplace
• Foster relationships with existing customers to ensure customer satisfaction and continued sales opportunities
• Stimulate sales through activities such as trade show attendance, customer mailings, product drops and attending industry forums/meetings
• Provide weekly reporting on sales activity and target performance to management
• Make a full, effective use of the OBI system and other relevant technologies
• Perform other duties as requested or as deemed appropriate

 

Other Requirements

• Willing to work overtime and holidays as requested
• Able to travel 
• Willing to work with a wide variety of cultures 
• Adhere to company standards, policy and procedure

 

 

 

 

 

Knowledge, Skills & Abilities

 

Essential

• Experience in a sales/business development role, preferably within the hospitality/ application solution industry
• Understanding of how IT solutions can assist hotel businesses, either through previous sales experience or through operational experience in the hospitality industry
• Experience in cold calling, face to face negotiation, presenting to key decision markets essential
• Ability to work in a self-managed environment
• High level of competency with English and Mandarin language
• Advanced skills in Microsoft Office (Outlook, Word, PowerPoint and Excel)

 

Desirable

• Eexperience in using a CRM or other customer databases
• Previous experience working in IT sales or Hotel Operations

• Relevant degree, diploma, certificate or equivalent experience

 

Professional Skills

• Ability to take responsibility for own sales activity generation

• Ability to overcome customer rejection/objection 

• Capability to convert sales activity into actual sales through superior negotiation skills

• Superior communication skills, written and verbal
• Professional presentation skills, including ability to tailor content to audience requirements
• Strong interpersonal skills with the ability to earn respect from both employees and customers
• Analytical problem solving skills

 

Abilities

• Ability and credibility to work independently and in a team environment

• Ability to create solid and fruitful relationships with customers and colleagues
• Proactive thinking abilities so experience and knowledge may be used to create new opportunities
• A self-starter with initiative, drive and strong desire to succeed
• Ability to work under stress and to deadlines
• Ability to manage time effectively
• Ability to prioritize effectively
• Flexibility with people and time

 

 

Location

Beijing or Shanghai

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.