Director of National Accounts

Job Description

Job Description

Basic Function : Selling properties to group clients to exceed room night / revenue objectives. Acquire and maintain accounts that produce the most profitable business for the properties within assigned market segments / territories as well as work to ensure that external and internal clients are satisfied with the product and service

Work Performed :

• Contact businesses / organizations in defined geographic or market areas through direct outside sales efforts for the purpose of securing business for the Hotel / Resort properties to ensure that pre-determined sales expectations are met / exceeded
• Use sales system at ‘expert level’ for concentrated market penetration, reporting on specific strategies and effectiveness, utilizing support services as needed. Log all information in sales system and maintain accurate / current files
• Research, identify, analyze and develop new business opportunities
• Use Social Media and other research and prospecting tools available (internet, periodicals, etc.) to prospect intelligently and ‘map’ accounts
• Manage current accounts / clientele to ensure continued profitability
• Plan and execute sales trips to feeder cities, trade shows and inbound property FAM trips
• Conduct site inspections with potential accounts and industry professionals
• Conduct direct solicitation and in-person sales calls on assigned / established accounts and potential new accounts, selling all property space and services in an accurate fashion
• Continuously grow knowledge of resorts and area infrastructures, allowing for better communication of options and benefits to potential clients
• Promptly respond to all inquiries and correspondence from customers, prospects, and designated representation firms
• Research, negotiate and answer incoming group requests with the company’s best interest in mind
• Use consultative selling approach to ensure all aspects of the group’s program is addressed appropriately, adapting approach in soliciting / contacting clients as needed for result-producing prospecting
• Prepare accurate proposals, cost estimates and contracts
• Work with accounting department to provide proper documentation to establish client billing
• Develop new / customized promotions or packages and submitting of recommendations to the Director of Sales / Marketing for review and approval
• Disseminate important client information to all applicable departments / staff
• Stay abreast of industry trends and make recommendations of changes which would affect all aspects of company / property profitability
• Conduct Hotel / Resort tours and entertains qualified potential clients in accordance with the company and property policies
• Involve active participation in industry and civic organizations representing opportunities for business
• Provide weekly schedule, weekly production reports, quarterly review of business plan, pre and post trip reports, expense reports, etc., as requested by Director of Sales / Marketing
• Maintain close operation with other departments in arranging accommodation, services, and special events for clients
• Participate in Sales / Marketing department meetings
• Maintain flexible schedule including weekends, evening and early morning hours and holidays, modifying hours as needed to ensure best sales efforts
• Other duties as assigned

Supervision Exercised : May supervise one or more administrative assistants / sales representatives

Supervision Received : Director of Sales

Responsibility & Authority :

Minimum Requirements :

Bachelor’s degree from four-year College or university; or equivalent related work related experience. Minimum 2 years Group Sales Manager experience in a high end full-service hotel / resort. Must practice superior sales skills that result in closing of sales and ensures building and maintaining of professional business relations. Must have proven track record for anticipating and following through on leads to maximize sales. Ability to problem solve and follow through to ensure client needs / expectations are exceeded. Must have strong organizational skills, excellent written and verbal communication skills and be able to perform and prioritize multiple tasks with ease. Computer skills required. Ability to travel, and project a professional self-image. Must have the ability to work productively with internal sales staff and other operating departments. Ability to handle obstacles in a positive and professional manner and to effectively communicate these problems, along with suggested solutions to immediate supervisor. Strong guest and team member relations skills. Strong ability to adapt to change.

Physical Requirements :

90% Sitting

10% walking and standing

Lifting / carrying up to 20 lbs.

Hearing and manual dexterity

Distance vision 1-3 feet

Ability to work in all types of weather conditions

Ability to drive a car / golf cart