Global Account Director, Leisure Sales, Total Account Management at Sonesta Hotels International Corporation in Newton, Massachusetts

Job Description:

Job Description Summary

Reporting to VP of Global Sales; the Director, Leisure Sales, Total Account Management is responsible for managing targeted, key accounts in Leisure, Wholesale and Tour and Travel in both group and individual travel. 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 tools, 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.

Environment
The job environment is fast paced and results oriented. The successful candidate will employ proactive measures to achieve the desired account and revenue objectives.

Job Description

Principle duties and responsibilities (Essential Functions) include:

Operational/Functional:

• 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


• Be able to 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 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 working; 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 the existing base of key accounts to enhance global sales revenues by expanding Sonesta within the segment and the prospecting of new leads.


• Develop Strategic Partnership initiatives with key companies to drive incremental revenue and share of business to Sonesta Hotels.


• Having a deep knowledge of customer strategies, structure, businesses, and synergies in alignment with Sonesta.


• Develop strong working relationships with Sonesta International Hotel Regional Sales Directors, DOSMs and Business Travel Sellers to ensure collaborative management approach and seamless interactions with customers.


• Understand hotel positioning and strategies as it relates to key accounts under global management.


• Customize and effectively socialize Sonesta's value proposition to meet the needs of the account.


• Strong connection with revenue management and distribution leadership to ensure proper connectivity and account growth and acceleration.

• 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.

• Oversee designated portfolio of managed accounts, strategic relationships in the B2B and B2C space and represent Sonesta in key industry associations


• Acquire new accounts that fit the hotel portfolio and drive incremental impact


• Promote and reposition the Sonesta brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta.


• Present company value proposition to all level of decision makers, be comfortable with presenting at a minimum at a VP level but at the C-Level where opportunity arises.


• Ensuring 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


• 
  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, opportunities and follow up.
  
  
  
  


• 
  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.
  
  
  • Supporting team efforts by participating in cross-functional projects as needed in a SME (subject matter expert role)
  
  
  • Celebrate individual and team success.
  
  
  • Maintain a positive, "can do" attitude and a versatile approach to change.
  
  
  
  

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 their competencies therein.

• 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 Wholesale, Leisure and Group TnT.


• 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.


• Demonstrates good working knowledge of job-related processes and systems (i.e. IT systems specific to sales, like Sales Force and Delphi. Knowledge of distribution channels used to source transient business today (Lanyon, Prologic, Sabre).


• 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. Experience working remote preferred.

Additional Job Information/Anticipated

Pay Range

The anticipated pay range for this position is $110,000 - $120,000/annual.

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.