Sonesta Hotels
Complex Director of Business Travel
Sonesta Hotels, Redondo Beach, California, United States, 90278
Job Description Summary
The Complex Director of Business Travel is on-site and executes the sales strategy for two hotels, as defined by the Sales Leadership Team, to ensure that occupancy, average daily rate, and market share goals are achieved. This includes creating and implementing specific account and/or segment-based sales strategies and tactical plans. Production results will be monitored and adjusted to current market conditions to stay nimble and react advantageously to competitors. The Dual Account Director will work directly with management to identify specific strategies and tactics to drive revenue according to the hotel’s seasonal demand.
Job Description
The Complex Director of Business Travel role is one of multiple Transient Sales clusters and is responsible for supporting Sonesta Redondo Beach & Marina and Sonesta Los Angeles Airport. Reporting to both the Director of Sales and Marketing for Sonesta Redondo Beach and Sonesta Los Angeles Airport, the Complex Director of Business Travel is responsible for managing a select group of B2B and Local accounts for a defined cluster of hotels within a region. This position will serve as a trusted advisor for internal and external clients to optimize fair share delivery to Sonesta Hotels. Key responsibilities include:
Handle BT responsibilities for clustered hotels and be the point of contact for all BT accounts (local and national), wholesale/FIT, consortia, and government markets.
Responsible for all related BT duties/tasks (Rate & System maintenance/VIP coordination, exception processing, B2B, and end-user customer service).
Represent hotel(s) for any tradeshow and market solicitation activities. On-site/In-Market mandatory sales activity required every 4 weeks.
We are looking for a motivated, independent sales professional with a successful track record within a global sales organization and a demonstrated ability to build mutually beneficial complex customer relationships. The successful candidate will be extremely self-driven, possess excellent communication and customer-relations skills, and have solid business acumen.
FocusAs key enablement tools, the candidate will successfully embed corporate and local initiatives and strategies that will increase Sonesta's visibility and improve year-over-year share of B2B business to Sonesta Hotels. The position requires a proactive approach and carefully crafted account plans to achieve desired results. The Complex Director of Business Travel will also be measured on successful collaboration with varying stakeholders, including leadership, revenue management, regional sales, and global sales.
EnvironmentThe job environment is fast-paced and results-oriented. The successful candidate will employ proactive measures to achieve the desired account and revenue objectives.
DUTIES AND RESPONSIBILITIES:
Operational/Functional:
Effectively promote the Sonesta brand to corporate travel decision-makers.
Utilize primary online tools for RFP solicitation and negotiations including Lanyon, Prologic, Sabre, Delphi FDC, etc. 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 to maximize revenue opportunities.
Lead on-site inspections by customers and perform outside sale calls to develop leads.
Manage and negotiate account details and contracts, ensuring all pertinent aspects of solicitation and closing are complete and documented. Update Salesforce daily.
Formulate and submit formal and informal sales proposals to prospective customers.
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 perform other duties as assigned.
Strategy and Planning:
Analyze sales statistics with Leadership to determine sales potential, inventory requirements, and sales goals.
Maintain awareness of competition, top accounts, rates, and sales strategies on an ongoing basis.
Coordinate and participate in Sales Blitzes and complete follow-ups with potential corporate clients.
Develop a sales plan that addresses new business development, product management, strategic sales alliances, and partnerships.
Lead customer business reviews on a quarterly basis, collaborating with other Sales and Operations teams as appropriate.
Develop strong working relationships with Sonesta Hotel DOSMs, global sales, and regional teams to ensure a collaborative management approach.
Develop thoughtful and focused sales plans to grow market share from existing accounts and secure the right client engagement.
Financial Management:
Manage and optimize annual revenue goals to achieve YOY key account revenue growth (room nights, ADR, and revenue).
Work with Revenue Management to provide guidance on global pricing for customers and share customer feedback on future expectations.
Interact with Outside Contacts:
Oversee a designated portfolio of managed accounts 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 they relate to corporate accounts.
Promote and reposition the Sonesta brand to decision-makers by analyzing needs, mapping business opportunities, creating strategies, and measuring growth.
Customize and effectively socialize Sonesta's value proposition to meet the needs of the Business Travel Buyer.
Ensure client and hotel satisfaction by facilitating positive, long-term relationships.
Network at key industry events and trade shows.
Accountability:
Responsible for individual performance and incremental contribution to Sonesta hotels.
Collaborate with hotel teams to activate shared account events and activities.
Manage time commitments effectively.
Meet and/or exceed revenue and room night targets.
Learn and understand the roles and responsibilities of clients with whom we partner.
Use appropriate account management tools to track activities, opportunities, and follow-ups.
Achieve desired ROI on tradeshow and industry events.
Leading with Passion:
Function as the Voice of the Customer to represent insights to corporate personnel and Sonesta senior leadership.
Utilize and collaborate with resources across different departments within the corporate office.
Lead by example and operate with integrity and respect.
Work to achieve goals while overcoming competitive obstacles.
Celebrate individual and team success.
Maintain a positive, "can do" attitude and a versatile approach to change.
Appreciate the diversity of team members, guests, vendors, and the surrounding community.
Benefits
Sonesta recognizes that benefits play a vital role in ensuring 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
Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.
Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications will not be considered.
Pay Range
Pay Range: $100,000.00 - $110,000.00. Base pay offered may vary depending on various factors including job-related knowledge, skills, and experience. Our Sales Incentive Program is designed to reward hard work with competitive and attractive rewards for hitting targets.
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The Complex Director of Business Travel is on-site and executes the sales strategy for two hotels, as defined by the Sales Leadership Team, to ensure that occupancy, average daily rate, and market share goals are achieved. This includes creating and implementing specific account and/or segment-based sales strategies and tactical plans. Production results will be monitored and adjusted to current market conditions to stay nimble and react advantageously to competitors. The Dual Account Director will work directly with management to identify specific strategies and tactics to drive revenue according to the hotel’s seasonal demand.
Job Description
The Complex Director of Business Travel role is one of multiple Transient Sales clusters and is responsible for supporting Sonesta Redondo Beach & Marina and Sonesta Los Angeles Airport. Reporting to both the Director of Sales and Marketing for Sonesta Redondo Beach and Sonesta Los Angeles Airport, the Complex Director of Business Travel is responsible for managing a select group of B2B and Local accounts for a defined cluster of hotels within a region. This position will serve as a trusted advisor for internal and external clients to optimize fair share delivery to Sonesta Hotels. Key responsibilities include:
Handle BT responsibilities for clustered hotels and be the point of contact for all BT accounts (local and national), wholesale/FIT, consortia, and government markets.
Responsible for all related BT duties/tasks (Rate & System maintenance/VIP coordination, exception processing, B2B, and end-user customer service).
Represent hotel(s) for any tradeshow and market solicitation activities. On-site/In-Market mandatory sales activity required every 4 weeks.
We are looking for a motivated, independent sales professional with a successful track record within a global sales organization and a demonstrated ability to build mutually beneficial complex customer relationships. The successful candidate will be extremely self-driven, possess excellent communication and customer-relations skills, and have solid business acumen.
FocusAs key enablement tools, the candidate will successfully embed corporate and local initiatives and strategies that will increase Sonesta's visibility and improve year-over-year share of B2B business to Sonesta Hotels. The position requires a proactive approach and carefully crafted account plans to achieve desired results. The Complex Director of Business Travel will also be measured on successful collaboration with varying stakeholders, including leadership, revenue management, regional sales, and global sales.
EnvironmentThe job environment is fast-paced and results-oriented. The successful candidate will employ proactive measures to achieve the desired account and revenue objectives.
DUTIES AND RESPONSIBILITIES:
Operational/Functional:
Effectively promote the Sonesta brand to corporate travel decision-makers.
Utilize primary online tools for RFP solicitation and negotiations including Lanyon, Prologic, Sabre, Delphi FDC, etc. 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 to maximize revenue opportunities.
Lead on-site inspections by customers and perform outside sale calls to develop leads.
Manage and negotiate account details and contracts, ensuring all pertinent aspects of solicitation and closing are complete and documented. Update Salesforce daily.
Formulate and submit formal and informal sales proposals to prospective customers.
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 perform other duties as assigned.
Strategy and Planning:
Analyze sales statistics with Leadership to determine sales potential, inventory requirements, and sales goals.
Maintain awareness of competition, top accounts, rates, and sales strategies on an ongoing basis.
Coordinate and participate in Sales Blitzes and complete follow-ups with potential corporate clients.
Develop a sales plan that addresses new business development, product management, strategic sales alliances, and partnerships.
Lead customer business reviews on a quarterly basis, collaborating with other Sales and Operations teams as appropriate.
Develop strong working relationships with Sonesta Hotel DOSMs, global sales, and regional teams to ensure a collaborative management approach.
Develop thoughtful and focused sales plans to grow market share from existing accounts and secure the right client engagement.
Financial Management:
Manage and optimize annual revenue goals to achieve YOY key account revenue growth (room nights, ADR, and revenue).
Work with Revenue Management to provide guidance on global pricing for customers and share customer feedback on future expectations.
Interact with Outside Contacts:
Oversee a designated portfolio of managed accounts 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 they relate to corporate accounts.
Promote and reposition the Sonesta brand to decision-makers by analyzing needs, mapping business opportunities, creating strategies, and measuring growth.
Customize and effectively socialize Sonesta's value proposition to meet the needs of the Business Travel Buyer.
Ensure client and hotel satisfaction by facilitating positive, long-term relationships.
Network at key industry events and trade shows.
Accountability:
Responsible for individual performance and incremental contribution to Sonesta hotels.
Collaborate with hotel teams to activate shared account events and activities.
Manage time commitments effectively.
Meet and/or exceed revenue and room night targets.
Learn and understand the roles and responsibilities of clients with whom we partner.
Use appropriate account management tools to track activities, opportunities, and follow-ups.
Achieve desired ROI on tradeshow and industry events.
Leading with Passion:
Function as the Voice of the Customer to represent insights to corporate personnel and Sonesta senior leadership.
Utilize and collaborate with resources across different departments within the corporate office.
Lead by example and operate with integrity and respect.
Work to achieve goals while overcoming competitive obstacles.
Celebrate individual and team success.
Maintain a positive, "can do" attitude and a versatile approach to change.
Appreciate the diversity of team members, guests, vendors, and the surrounding community.
Benefits
Sonesta recognizes that benefits play a vital role in ensuring 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
Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.
Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications will not be considered.
Pay Range
Pay Range: $100,000.00 - $110,000.00. Base pay offered may vary depending on various factors including job-related knowledge, skills, and experience. Our Sales Incentive Program is designed to reward hard work with competitive and attractive rewards for hitting targets.
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