Customer Engagement Representative

| Greater Denver Area
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OpenTable, part of Booking Holdings Inc. (NASDAQ: BKNG)is the world's leading provider of online restaurant reservations, seating more than 25 million diners per month via online reservations across more than 45,000 restaurants. The OpenTable network connects restaurants and diners, helping diners discover and book the perfect table and helping restaurants deliver personalized hospitality to keep guests coming back. The OpenTable service enables diners to see which restaurants have available tables, select a restaurant based on verified diner reviews, menus, and other helpful information, and easily book a reservation. In addition to the company's website and mobile apps, OpenTable powers online reservations for nearly 600 partners, including many of the Internet's most popular global and local brands. For restaurants, the OpenTable hospitality solutions enable them to manage their reservation book, streamline their operations, and enhance their service levels. Since its inception in 1998, OpenTable has seated over 1.4 billion diners via online reservations around the world. OpenTable is headquartered in San Francisco and has bookable restaurants in more than 20 countries, including Australia, Canada, Germany, Ireland, Japan, Mexico, the Netherlands, United Kingdom and the United States.Restaurants are available for reservations in Dutch, English, French, German, Japanese, and Spanish languages.
Job Description

Reporting to the Manager of Inside Sales, this position is responsible for generating revenue by selling additional marketing products to a portfolio of restaurants across North America. He/she will be responsible for making outbound calls/emails, tracking and reporting daily activity, following up on leads, maintaining a customer relations database, identifying additional opportunities and other duties as required. The position will be expected to meet monthly, quarterly, and annual sales objectives.

Primary Objective

In this role, you will be focused on selling OpenTable’s brand new Custom Promotions solution to current OpenTable restaurants over phone/email. You’ll sell into a specifically defined sales territory, have the opportunity to be involved in the exciting launch of a new restaurant solution, and influence the continued launch of the product. You will be focused on working with Account Managers to identifying and close Custom Promotions sales. You understand and anticipate how decisions are made, and you will persistently explore and uncover the business needs of our key groups. You will act as a business leader, manage and own your book of business/territory, run web-based business meetings, and face-to-face meetings with restaurant group decision makers, and close deals based on creating need and urgency.

Essential Duties and Job Responsibilities .

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

  • Cultivate and build upon existing high-level relationships to serve as a trusted advisor to your client base.
  • Provide customized product and service presentations to existing customers to determine solution needs and drive revenue.
  • Encourage customers to think differently about their business and in ways that will help both parties achieve success.
  • Educate restaurant groups about trends in the industry and offer unique insight.
  • Analytically minded with the ability to translate data into restaurant user insights that support restaurant development.
  • Develop and execute on a strategic plan and create reliable forecasts.
  • Provide follow-up with customers to ensure customer satisfaction with solutions. Maintain communication records & prepare productivity reports as required.
  • Provide accurate documentation and feedback through wins/losses, forecasts/pipeline, references & company’s account management systems (including Salesforce).
  • Remain knowledgeable of, and adapt to, company's solutions to facilitate sales efforts.
  • Listen to needs of the market and share this feedback with Product and Marketing teams.
  • Maintain an expert level of understanding of all products and services that OpenTable offers.

Core Value Competencies

The four core value competencies apply to all positions.

Customer First – Fosters trust and confidence with customers; Understands and determines current and future needs; Exceeds expectations; Monitors satisfaction; Looks for opportunities to improve service; Follows through; Solicits and applies feedback; Promotes customer focus; Builds/maintains positive relations

Collaboration and Teamwork - Demonstrates a commitment to team goals thru attitude, contribution & cooperation; willingness to participate in a team; Shares info; Exhibits objectivity & openness to others' views; Takes accountability for own actions; Puts success of team above own interest

Creativity and Innovation - Develops innovative approaches & ideas to achieve goals, Solve problems, improve performance; Receptive to new ideas, methods, technologies; Takes calculated risks to accomplish goals; Meets challenges w/ resourcefulness; Questions conventional methods.

Continuous Improvement - Pursues training & development; Strives to continuously build knowledge, skills & abilities; Seeks & applies feedback to improve performance; Demonstrates urgency/persistence to accomplish goals; Continually seeks to improve processes/products/services.

Job Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

Consultative Meeting Approach: Builds rapport and establishes trust, asks questions to discover client business needs, applies product and market knowledge effectively, presents solutions that meet customer objectives, manages and documents sales process.

Judgment: Displays willingness to make decisions, exhibits sound and accurate judgment, supports and explains reasoning for decisions, includes appropriate people in decision-making process, makes timely decision.

Negotiation skills: Clarifies interests and positions of all parties, adjusts tactics to achieve desired results, manages conflict, manipulation and strong emotions, develops alternative options for mutual gain, builds consensus through give and take.

Qualifications

To perform this job successfully, an individual must meet the minimum qualifications. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education and/or Experience

  • 3+ years inside or outside sales experience or equivalent restaurant experience as restaurant Manager or General Manager
  • Ideal candidates should have a combination of restaurant management and sales experience or sales experience is in the hospitality industry
  • Proven track record of consultative selling, preferably upselling to existing customers
  • Strong knowledge of restaurant operations and corporate decision maker structures
  • College degree preferred

Technology Skills

  • Experience using Salesforce of equivalent CRM solution preferred
  • PC and various software applications (including proficiency in Word, Excel, PowerPoint and online meeting solutions)
  • Experience analyzing data from various tools and systems.

Other Skills and Abilities

  • Competitive, tenacious and results driven.
  • Self-motivated with proven ability to perform well under pressure and against aggressive goals and deadlines.
  • Skilled at presenting new perspectives to customers that reframe and challenge the way they view their business.
  • Exceptional ability to drive business value during client interactions.
  • Keenly tracks economic and industry drivers and understands its implications on the restaurant business, including identifying new business opportunities.
  • Ability to leverage industry knowledge to discuss restaurant issues with client from multiple dimensions.
  • Excellent knowledge of company’s products, software pricing practices and negotiating skills.
  • Excellent communication, listening, influencing and training skills.
  • Proven ability to work across many departments to solve problems and achieve results.
  • Demonstrated success building and maintaining business/customer relationships.
  • Aptitude for gathering and using data to inform and persuade others to make business decisions.
  • Ability to develop compelling strategies that deliver results.
  • Excellent organization, documentation and time management skills.
  • Extraordinary negotiating skills.
  • Attention to detail in administrative responsibilities.
  • Capacity to grasp and learn complex concepts quickly and independently.
  • Proven success working in an unstructured and entrepreneurial environment.
  • Professional appearance and presentation required.
  • Demonstrate leadership by example and assist with development of others on the team through support with training/onboarding.

Benefits

OpenTable is excited to offer many benefits to its employees. Those listed below highlight what a high-performing Inside Sales Rep can expect!

  • Opportunity for career advancement.
  • Business relationships with chefs and restaurateurs across the country.
  • Comprehensive training at an individual, regional, and corporate level.
  • Insight into best practices throughout the restaurant industry.
  • Exposure to talented, seasoned business leaders.
  • Engage in a company culture that encourages work hard/play hard philosophy. Become part of an interesting and charismatic group of sales and account management professionals who love what they do.
  • Full-time, comprehensive benefits along with an annual base salary commensurate with experience.

What's Next?

This is a full time exempt position based in Denver.
If you're interested in joining the OpenTable team and believe this is the role for you, please apply!
OpenTable is proud to be an Equal Employment Opportunity and Affirmative Action Employer M/F/D/V.

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Location

1700 Lincoln Street , Denver, CO

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