The Account Executive is responsible for bringing new restaurants onto the OpenTable dining network through a consultative sales approach within a revenue pod. Acting as a business leader, they will handle and own their book of business/territory, run business meetings with restaurant owners and operators, and close deals based on varying needs.
Key Responsibilities and Duties:
Target, identify, and sell OpenTable products to restaurants within an assigned territory
Nurture and build upon existing relationships with top and elite restaurants to serve as a trusted advisor to your market’s client base.
Drive revenue by connecting with restaurateurs and building opportunities that will make all parties more successful
Present customized in-person and online demos of OpenTable products
Educate operators about trends in the industry and offer rare insight
Challenge customers to think different about their business
Develop and execute on a strategic plan for the territory and build reliable forecasts
Strategically overcome objections and competition
Generate business plans to define your selling strategies and tactics
Consistently over achieve monthly and quarterly acquisition and revenue targets
Utilize your customers’ experience to continually evolve the sales process and our product
Provide and present customer feedback to the Product and Marketing teams
Utilize Salesforce to run your territory, stay organized, forecast sales activity, and process contracts
Understand and adapt to ongoing product and technology developments
High-reaching, tenacious and results driven
Self-motivated and able to perform well under pressure and against bold goals and deadlines
Skilled at presenting new points of view to customers that reframe and challenge the way they view their business
Track economic and industry drivers and understand implications on the restaurant business, including identifying new business opportunities
Knowledgeable about restaurants and is able to demonstrate this to talk about customer issues from multiple dimensions
Excellent oral and written communication and presentation skills
Extraordinary ability to drive business value during sales engagements
Highly analytical with the ability to assess business opportunities and read prospective buyers
Aptitude for gathering and using data to inform decision-making and persuade others
Capable of developing compelling strategies that deliver results
Strong negotiating skills
Restaurant management and/or sales experience is highly preferred
Attention to detail in administrative responsibilities. Expect 20-35% admin
Experience with various computer technologies and software and adaptability to new ones
Capacity to grasp and learn complex concepts quickly and independently
Proficient in Word, PowerPoint, and Excel
This role may require travel up to 20% within the local area. If remote, travel will not be required.
We aspire to have a workplace that reflects all of the diverse communities we serve. We know that when we have diverse teams we produce more creative ideas, products, and better outcomes for our team members. OpenTable/KAYAK is proud to be an Equal Opportunity Employer, and we welcome and encourage candidates from all backgrounds and experiences to apply for roles on our team. Whoever you are, just be you.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform job responsibilities, and to receive other benefits and privileges of employment. Please contact us to request accommodation.