Reporting to the Director of Sales and Marketing; the Account Director, BTS is responsible for managing a select group of B 2 B and Local accounts for a defined cluster of hotels within a region. The Account Director will serve as a trusted advisor for internal and external clients to optimize fair share delivery to Sonesta Hotels in addition to the following key responsibilities: Handle BT responsibilities for clustered hotels and be point of contact for all BT accounts (local and national), wh... more details
Job Description Summary
Reporting to the Director of Sales and Marketing; the Account Director, BTS is responsible for managing a select group of B2B and Local accounts for a defined cluster of hotels within a region. The Account Director will serve as a trusted advisor for internal and external clients to optimize fair share delivery to Sonesta Hotels in addition to the following key responsibilities: Handle BT responsibilities for clustered hotels and be point of contact for all BT accounts (local and national), wholesale/FIT, consortia, and government markets. Responsible for all related BT duties/task (Rate & System maintenance/VIP coordination, exception processing, B2B and end user customer service) Will represent hotel(s) for any tradeshow, market solicitation activities. On-site market sales activity required on a weekly basis or as needed
Job Description
Principle duties and responsibilities (Essential Functions) include:
Operational/Functional:
- Effectively promote the Sonesta brand to corporate travel decision makers
- Be fully capable of utilizing primary online tools for RFP solicitation and negotiations including Lanyon, Prologic, Sabre, Delphi FDC, etc. Be able to analyze market conditions and account specific data to determine current account status and alter individual account strategies, as needed.
- Manage the transient processes for assigned hotels system to maximize revenue opportunity
- Leads on-site inspections by customers, performs outside sale calls to develop leads.
- Manages and negotiates account details and contracts so that all pertinent aspects of solicitation and closing are complete and documented. Manages and update Salesforce daily.
- Formulates and submits formal and informal sales proposals to prospective customers in the field, at the hotel, and over the phone.
- Follow company direction, process, and expectations of assigned hotels.
- Partner with operations departments to ensure full participation in servicing accounts.
- Ensure all due dates/deadlines are met and other duties as assigned.
Strategy and Planning:
- Analyze sales statistics with Leadership, to determine sales potential, inventory requirements, and sales goals.
- Awareness of competition, top accounts, rates and sales strategies on an ongoing basis. Stays abreast of trends in the market.
- Ability to coordinate and participate in Sales Blitzes and completes follow up in a timely manner with potential corporate clients.
- Develop a sales plan that addresses new business development, product management from a sales and marketing perspective, strategic sales alliances, and partnerships with companies.
- Ability to set up and lead customer business reviews on a quarterly basis; collaborating with other Sales and Operations teams as appropriate.
- Having a deep knowledge of managed business travel programs, decision making and booking processes for local and national accounts.
- Develop thoughtful and focused sales plans to develop new business, grow market share from existing accounts and secure the right client engagement.
Financial Management:
- Manage and optimize annual revenue goal and to achieve YOY key account revenue growth (room nights, ADR and revenue).
- Ability to work with Revenue Management to provide guidance on global pricing for customers under management and to share information related to customer feedback on future year expectations.
Interact with outside contacts:
- Oversee designated portfolio of managed accounts, strategic relationships in the B2Bspace and represent Sonesta in key industry associations
- Acquire new accounts that fit the hotel portfolio and drive incremental impact
- Manage TMC and wholesale relationships as it relates to corporate accounts
- Promote and reposition the Sonesta brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta.
- Promoting and repositioning the Sonesta brand to corporate travel decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta International relative to account level results.
- Customize and effectively socialize Sonesta's value proposition to meet the needs of the Business Travel Buyer.
- Ensuring client and hotel satisfaction by facilitating positive, long-term relationships with both customers and Sonesta Hotels International.
- Network at key industry events and trade shows.
Accountability:
- Responsible for individual performance and incremental contribution to Sonesta hotels.
- Responsibly collaborate with hotel teams to activate shared account events and activities.
- Responsible for effectively managing time commitments.
- Responsible for meeting and/or exceeding revenue and room night targets.
- Candidate is expected to learn and understand roles, responsibilities and business of the clients with whom we partner with.
- Responsible for using the appropriate account management tools to effectively track activities,
- Responsible for achieving the desired ROI on tradeshow and industry events.
Leading with Passion
- Function as the Voice of the Customer to represent customer insights to key corporate personnel and Sonesta senior leadership.
- Utilize and collaborate with resources across different departments within the corporate office as appropriate.
- Lead by example and operate with integrity and respect.
- Work to achieve goals while overcoming competitive obstacles and planning alternate ways to win.
- Show strong passion and commitment about reaching targets.
- Celebrate individual and team success.
- Maintain a positive, "can do" attitude and a versatile approach to change.
- Appreciates the diversity of our team members, guests, vendors and surrounding community. Is always committed to ensuring a positive and safe work environment.
Additional Job Information/Anticipated
Pay Range
Qualifications and Skills
A candidate for this position must possess the following applicable knowledge, skills and abilities and be able to demonstrate and provide applicable examples to support his/her competency.
- Requires exceptional verbal communication skills.
- Candidate must be able to read and write to facilitate the established departmental communication process to include but not limited to: Business Letters, Proposals, Banquet Event Orders, Group Resumes, Memorandums and the proficient use of email.
- Excellent inter-personal and sales related experience.
- Proven sales ability and skill in both oral and written form. To include the ability to perform site inspections, the ability to close business, the ability to up-sell revenues.
- Exceptional organizational and supervisory skills.
- Knowledge of food and beverage menus, food preparation and presentation.
- Ability to act independently with minimal or no supervision.
- Ability to communicate customer needs and resolve complaints independently.
- Must possess basic computational ability.
- Must possess computer skills, including, but not limited to, Microsoft Word, Excel and Delphi /or/Daylight.
- Ability to establish action plan, master goals and meet deadlines as assigned.
Education and/or Experience
High school or equivalent education required. Bachelor’s Degree preferred.
Two years upscale catering sales experience is ideal, preferably in the local hotel/wedding/corporate catering markets. Past catering sales experience preferred.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Must be able to work a minimum of 8 hours per day. Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. This includes traveling to and from group events, meetings, client appointments/site visits and sales calls. Length of time of these tasks may vary from day to day and task to task. Must be able to lift up to 15 lbs. on a regular and continuing basis. Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Most work tasks are performed indoors. Temperature is moderate and controlled by hotel environmental systems. Work tasks performed outdoors are subject to the existing climate and environment.
Benefits
Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:
- 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
- Hospital Indemnity
- Critical Illness Insurance
- Accident Insurance
Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.
