Sales Account Executive, Mid Market- Restaurant Tech

As a Sales Account Executive, Mid Market at PAR, your primary responsibilities will include seeking sales opportunities, driving sales growth within your territory, collaborating with marketing teams, conducting product demonstrations, and managing the entire sales process from prospecting to closing deals. You will also maintain relationships with clients, conduct research on potential customers, and utilize PAR's CRM solutions to track leads and sales activities effectively.

To qualify for the Sales Account Executive, Mid Market position at PAR, candidates should have a bachelor's degree and 3-5 years of experience specifically in Restaurant Tech Sales, ideally within software solution sales. Familiarity with CRM tools like Salesforce, along with strong planning and organizational skills, is essential. The ideal candidate is an excellent communicator and collaborator, capable of building long-term relationships with restaurant executives.

The sales process for a Mid Market Account Executive at PAR involves managing the entire pipeline from initial prospecting to closing deals. This includes conducting discovery calls to understand customer needs, delivering compelling product demonstrations, and effectively communicating the value of PAR's solutions. You will continuously engage with leads through various outreach methods, ensuring accurate and up-to-date records are maintained within the CRM system.

Success as a Sales Account Executive, Mid Market at PAR hinges on several skills, including the ability to drive revenue growth, strong relationship-building capabilities, and proficiency in solution-based consultative sales. Familiarity with the restaurant industry, planning and organization, effective communication, and a solid understanding of full lifecycle sales process management are also critical to excel in this role.

The interview process for the Sales Account Executive, Mid Market role at PAR consists of several steps, including a phone screen with the Talent Acquisition Team, a video interview with hiring managers, a sales presentation, and a final video interview with the VP of PAR Sales. Each step assesses your fit for the role while allowing you to showcase your skills and expertise.

When identifying sales opportunities in the mid-market segment, I prioritize researching and analyzing industry trends and potential client needs. Utilizing CRM tools to manage and track leads helps me pinpoint the right prospects, ensuring I engage with decision-makers effectively. This proactive approach allows me to customize my outreach strategies to resonate with each client.

In my previous role, I orchestrated a sales campaign targeting mid-market restaurants by integrating personalized outreach, educational webinars, and follow-up strategies. By collaborating closely with the marketing team, we were able to generate a significant increase in leads, resulting in a 30% increase in sales over a quarter. Sharing specific results during interviews shows my ability to drive impactful outcomes.

Building relationships with clients involves active listening to understand their pain points and providing relevant information over time. I make sure to follow up regularly with added value, whether through industry insights, relevant resources, or by simply checking in on their progress, which fosters trust and ongoing collaboration.

When facing objections from potential clients, I believe in addressing concerns directly and thoughtfully. By asking probing questions, I seek to understand the root of their hesitations, allowing me to tailor my responses and highlight the unique value propositions of PAR's solutions that align with their specific needs.

I prefer using Salesforce for managing the sales process as it allows for detailed tracking of leads, sales activities, and customer interactions. Its comprehensive reporting features provide valuable insights into my pipeline, enabling me to make data-driven decisions and optimize my sales strategies effectively.

My experience with consultative selling focuses on understanding and addressing client needs rather than just selling a product. I engage in thorough discovery calls to gain insights into their challenges, leading to customized presentations of how PAR's solutions can provide real value and help achieve their business objectives.

I stay informed about industry trends and competitors by regularly reading industry publications, attending trade shows, and participating in networking events. Engaging with online communities and following key influencers also helps me stay ahead of changes in the restaurant tech landscape, enabling me to position PAR's solutions effectively.

To exceed my sales targets, I prioritize setting specific, measurable goals and breaking them down into achievable steps. I continuously evaluate my performance and adjust strategies as needed, focusing on nurturing leads, responding swiftly to inquiries, and leveraging collaborative efforts with marketing for impactful campaigns.

In a competitive sales environment, I focus on highlighting the unique features and benefits of PAR's offerings and proving their value to clients. I also ensure to keep a pulse on competitor product developments, corresponding strategies, and feedback from clients to adapt my pitch and maintain a compelling value proposition.

When conducting product demonstrations, I first ensure I understand the specific needs of the client. I then tailor the demonstration to showcase relevant features and functionalities that address their concerns. Encouraging engagement through Q&A during the demonstration helps ensure clarity and highlights how PAR's solutions can drive their success.