Now Hiring - Director of Luxury Hotel Sales in Dana Point, CA

JOB SUMMARY

The position serves as the primary sales person for high value business within specialized account segments for a group of three or more assigned luxury brand properties. Provides account management support through applying the principles of strategic account management and team-based selling. Partners with stakeholders and account team members, if applicable, to develop a comprehensive strategic plan to grow market share from their assigned accounts. Develops strong relationships with buyers for the purpose of penetrating and growing market share and driving sales for luxury hotels. Responsible for proactively soliciting and handling group and/or transient opportunities with significant revenue potential for each participating property. Works to develop, build and maintain long-term, value-based customer relationships in order to achieve personal and team related revenue goals for all assigned properties. According to properties’ needs, the Senior Account Executive focuses on specialized accounts (e.g., high net worth transient, business travel, entertainment, citywide & affiliate, sports, consortia, suite sales, international inbound, etc.). Partners with properties to ensure business is transacted and turned over properly and in a timely fashion for proper service delivery in accordance with brand standards. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Provides service to our customers in order to grow an account portfolio on behalf of the company.

CANDIDATE PROFILE

Education and Experience

• 4-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years’ experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES

Understanding Markets & Maximizing Revenue

• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

• Targets specialized group and/or BT accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation.

• Provides account management support and implements the overall account strategy for assigned accounts in the luxury segment.

• Identifies, qualifies and solicits new accounts with a focus on increasing business.

• Strives to achieve personal and each property’s revenue goals.

• Closes the best opportunities for each property based on market conditions and individual property needs.

• Identifies and develops new markets.

Developing & Executing Sales Plans

• Develops and implements an effective sales plan.

• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

• Retains, expands and grows account revenue through total account penetration, margin management and implementation of sales and marketing initiatives.

• Penetrates assigned accounts for group, transient, leisure, extended stay and catering sales business. Maintain current business relationships for new business within accounts.

• Leads Business Travel (BT) pricing process, if applicable for the account portfolio, on behalf of the account at luxury hotels based on the customer’s request.

• Manages allocated sales and marketing budget from each funding hotel to support travel, promotions, and marketing campaigns with in designated market segment.

• Executes designated sales strategies to develop and solicit specific accounts to achieve revenue goals.

• Turns over, when appropriate, operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence) to the properties for execution.

Building Successful Relationships

• Works collaboratively with GSO Strategic Accounts, U.S. Luxury Account Sales, Convention Bureaus, Conventions Centers and other property counterparts to drive revenue, ensure customer satisfaction and increase market share.

• Develops and manages relationships with key stakeholders, both internal and external.

• Uses sales resources and administrative/support staff effectively.

Providing Exceptional Customer Service

• Builds and strengthens relationships with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

• Gains understanding of the property’s primary target customer and service expectations to offer targeted business solution prior to and during the program/event.

• Understands the customer’s business needs and recommends the appropriate features and services to exceed their expectations.

• Executes exemplary customer service to drive customer satisfaction and loyalty and grow account share by assisting the customer and ensuring their satisfaction before and during their program/event.

• Maintains customer, account and opportunity data in SFA.

• Executes and supports the brand’s Customer Service Standards and property’s Brand Standards.

• Participates in and practices daily service basics of the brand.

Additional Responsibilities

• Utilizes intranet for resources and information.

• Manages group or interpersonal conflicts effectively.

• Conducts site inspections.

• Creates contract strategies, as required.

The salary range for this position is $89,678.00 to $158,430.00 annually. This position offers health care benefits, flexible spending accounts, 401(k) plan, accrued paid time off (including sick leave where applicable), life insurance, disability coverage, other life and work wellness benefits and may include incentive compensation. Benefits and incentive compensation may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions.