Regional Sales Executive

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 calculati