Job Description Summary
Reporting to Global Sales Director, Business Travel; the Director, Travel Industry & Leisure Sales, is responsible for managing targeted, key accounts. He/She is accountable for developing key account plans for these top producing and target accounts, maximizing market share, identifying and developing new key accounts within their segment that fit the criteria for global account management. We are looking for a motivated, self-led, sales professional with a successful track record within a sales organization and demonstrated ability to build mutually beneficial complex customer relationships. The successful candidate will be self-driven, possess excellent communication and customer-relations skills and have solid business acumen. The role is a remote position requiring frequent travel throughout the US.
The position has accountability for growing Sonesta’s fair share of business from new and existing managed account portfolio. As a key enablement tool, the candidate will successfully develop initiatives and strategies that will increase Sonesta’s visibility and improve year over year share to Sonesta Hotels. The position requires a proactive approach and carefully crafted account plans to achieve desired results.
Responsibilities
- Oversee and actively manage assigned accounts and preferred partnerships in the segment via targeted customer facing meetings and opportunities.
- Effectively promote the Sonesta brand to decision makers and client teams and travel agents.
- Client-facing, strategic lead within multiple client teams and luxury agents.
- Proactively develop and execute strategic marketing campaigns.
- Analyze market conditions and account specific data to determine current account status and alter individual account strategies as needed.
- Manage the processes for needed hotels in the system to maximize revenue opportunity.
- Responsible for capturing transient and as relevant group business within all segments specific to assigned accounts.
- Develop brand level presentations, submit proposals and guide hotels on the development of contracts.
- Function as the “voice of the customer” to represent customer insights to key corporate personnel and Sonesta senior leadership.
- Ability to set up and lead customer business reviews, collaborating with other GSO Directors and Hotel teams as appropriate.
- Implement strategic account management: utilize all available sales resources to develop multiple contacts, research various divisions/departments within an organization for full account qualification.
- Identify, research and develop an account plan to expand existing base of key accounts to enhance global sales revenues.
- Develop Strategic Partnership initiatives with key companies to drive incremental revenue and share of business to Sonesta Hotels.
- Develop strong working relationships with Sonesta International Hotel DOSMs and Business Travel Sellers.
- Understand hotel positioning and strategies as relate to key accounts under global management.
- Customize and effectively socialize Sonesta’s value proposition to meet the needs of the account.
- Manage and Optimize annual revenue goal and to achieve YOY key account revenue growth.
- Ability to work with Revenue Management to provide guidance on global pricing for customers under management.
- Oversee designated portfolio of managed accounts, strategic relationships in the B2B and B2C space.
- Acquire new accounts that fit the hotel portfolio and drive incremental impact.
- Promote and reposition the Sonesta brand to decision makers.
- Present company value proposition to all level of decision makers.
- Ensure client and hotel satisfaction by facilitating positive, long-term relationships with both customers and Sonesta Hotels International.
- Network at key industry events, trade shows and luxury agents.
- Responsible for individual performance and incremental contribution to Sonesta hotels.
- Collaborate with hotel teams to activate shared account events and activities.
- Responsible for effectively managing time commitments and meeting/exceeding revenue and room night targets.
- Utilize appropriate account management tools to effectively track activities, opportunities and follow up.
- Lead by example and operate with integrity and respect.
- Maintain a positive, “can do” attitude and a versatile approach to change.
Qualifications
- Bachelor's degree (or equivalent experience).
- 4-8 years of property level sales experience, or 2-5 years’ experience in a National Sales/Global Sales role with responsibility for Luxury Sales.
- A successful track record of sales success and account development.
- Multi-brand hotel experience a plus.
- Must possess the ability and willingness to travel 40% of the time.
- Excellent oral and written communication skills.
- Excellent organizational skills.
- Possess selling skills that are transferable to multiple segments within the hotel industry.
- Appropriate professional appearance and demeanor.
- Ability to deliver presentations in a concise, well-organized manner.
- Proficient in Microsoft Word, Excel and PowerPoint.
- Valid driver license, passport, serviceable automobile, proof of insurance and approved to work in USA.
- The position is remote/home based, requiring a dedicated home office.
Benefits
- Medical, Dental and Vision Insurance.
- Health Savings Account with Company Match.
- 401(k) Retirement Plan with Company Match.
- Paid Vacation and Sick Days.
- Sonesta Hotel Discounts.
- Educational Assistance.
- Paid Parental Leave.
- Company Paid Life Insurance.
- Company Paid Short Term and Long Term Disability Insurance.
- Various Employee Perks and Discounts.
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