City of Newton, Massachusetts

Director – Global Travel Industry Sales

Newton, MA | $123K - $164K

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Qualifications

The successful candidate will be self-driven, possess excellent communication and customer-relations skills and have solid business acumen
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 Luxury Sales
A successful track record of sales success and account development
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 withing 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
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

Responsibilities

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
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
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 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 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 existing base of key accounts to enhance global sales revenues by expanding Sonesta’s existing customer base 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 DOSMs and Business Travel Sellers to ensure collaborative management approach and seamless interactions with customers
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
The successful candidate has a clear understanding of on and off property sales efforts and has the ability to optimize his/her efforts to activities that will yield the greatest return
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 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
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
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

Benefits

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

: 1,001-5,000 employees
: Biotechnology, Financial Services, Technology, Education, Healthcare
: Government Agency
: Newton, MA