Enterprise Sales Director, Hospitality

THE COMPANY

Bevi is on a mission to disrupt the beverage supply chain and replace single-use water bottles with smart water machines. Thousands of companies use Bevi to sustainably provide their employees with pure, sparkling, and flavored water at work. As the market leader in IoT-enabled beverage machines, we’ve raised over $160M in venture capital and we’re doubling year over year. In addition to maintaining hypergrowth with our current segments, Bevi continues to enter new markets and territories.

ROLE & RESPONSIBILITIES

We are looking for an Enterprise Sales Director, Hospitality to lead our sales efforts to expand into hotels, airport lounges and theme parks. This role is responsible for building strategic relationships and driving sales with key partners and customers that will lead to meaningful sales of Bevi machines and high recurring revenue customers. The Enterprise Sales Director will report to the Chief Revenue Officer and will work closely with the rest of the sales and marketing organization.

Key Responsibilities:

• Identify, build, manage and grow strategic, trusted relationships with key decisions makers, influencers and budget holders in the Hospitality vertical
• Leverage your own executive relationships and network to bring new customers to Bevi
• Grow business with accounts by working closely with Bevi’s Account Management team to drive expansion and increase usage
• Develop and execute account plans to build long-term relationships with new accounts
• Work cross functionally within Bevi pre-and post-sales to exceed customer expectations for new installations
• Write business plans for new opportunities and proposals for customer projects
• Prospect for new account opportunities and leads
• Document key sales contacts, events, and strategies in Salesforce.com
• Work closely with Bevi’s marketing team to develop targeted Account-Based Marketing programs for lead generation

Requirements

Skills

• Deep experience in the Hospitality vertical including selling to brands, hotel management companies and contract service providers
• Able to navigate through large customer organizations to identify key constituents in the buying cycle and nurture relationships that will lead to closed business, and build long-term mutual success
• Understanding of trends and business challenges of target personas within Hospitality
• Experience with the Challenger Sales Methodology or similar sales methodology
• Demonstrated success in strategic research-based account planning and relationship building
• High aptitude for problem-solving
• Excellent written and oral communications (emails, business plans, proposals, etc.)

Personal Characteristics

• You are a strategic agent of change, and an energetic, charismatic, trust-building, problem solver with extraordinary business skills
• You have a network of clients who you can bring to Bevi
• You are an active listener and continuous learner
• You are results-focused and detail-oriented

Experience

• At least 10 years of successful direct large account sales experience
• Experience calling on and selling into large Hospitality companies
• Trained in account planning and solutions sales methodologies
• Experience in engaging with senior executives (in person and via phone/video)
• Experience in writing solutions sales emails and proposals
• Experience with Salesforce.com and LinkedIn Navigator
• BA/BS degree

The following are pluses, but not requirements:

• Experience with food & beverage products and/or IoT products
• Experience working with distributors or channel partners
• Experience in Series B to Series D stage companies

LOCATION

Boston preferred, or Remote with frequent travel to Boston (2 times per quarter)

Benefits

• Comprehensive medical, dental and vision insurance plans with BlueCross BlueShield, 95% paid by employer
• 401(k) and environmentally responsible investment options
• Fully employer paid disability and life insurances
• Wellness and fitness reimbursements
• 15 days vacation and 9 paid holidays, plus additional paid days for sick leave, etc (including sustainability or social justice volunteer events)
• Paid parental leave for both primary and secondary caregivers
• Monthly stipends for cell phone use and commuting costs
• Onsite snacks and Bevis... and composting and terracycling, too
• Happy hours, pancake breakfasts, Hero awards - and more!
• Join a team that shares our Bevi Core Values:
  • Put Customers First
  • Be Great to Work with
  • Raise the Bar Together
  • Act Like You Own the Business
  • Be Curious and Ask Why
  • Champion Sustainability