Dual Account Director

Job Description Summary

The Dual Account Director is on site and executes the sales strategy for two hotel, 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 identify specific strategies and tactics to drive revenue according to the hotel's seasonal demand.

Job Description

The Dual Account Director role is one of multiple Transient Sales clusters and responsible for supporting Sonesta Redondo Beach & Marina, and Sonesta Los Angeles Airport, Reporting to both Director of Sales and Marketing for (Sonesta Redondo Beach, and Sonesta Los Angeles Airport) the Dual Account Director, BTS is responsible for managing a select group of B2B and Local accounts for a defined cluster of hotels within a region. The Dual Account Director will serve as a trusted advisor for internal and external clients to optimize fair share delivery to Sonesta Hotels in addition to the following key responsibilities: Handle BT responsibilities for clustered hotels and be point of contact for all BT accounts (local and national), wholesale/FIT, consortia, and government markets. Responsible for all related BT duties/task (Rate & System maintenance/VIP coordination, exception processing, B2B and end user customer service) Will represent hotel(s) for any tradeshow, market solicitation activities. On-site/In-Market mandatory in market sales activity required every 4 weeks.

We are looking for motivated, independent, sales -professional with a successful track record within a global sales organization and 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.

Focus
As 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 Dual Account Director, BTS will also be measured on successful collaboration with varying stakeholders to include leadership, revenue management, regional sales and global sales

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
DUTIES AND RESPONSIBILITIES:

Operational/Functional:
•Effectively promote the Sonesta brand to corporate travel decision makers
•Be fully capable of utilizing primary online tools for RFP solicitation and negotiations including Lanyon, Prologic, Sabre, Delphi FDC, etc. Be able to 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 system to maximize revenue opportunity
•Leads on-site inspections by customers, performs outside sale calls to develop leads.
•Manages and negotiates account details and contracts so that all pertinent aspects of solicitation and closing are complete and documented. Manages and update Salesforce daily.
•Formulates and submits formal and informal sales proposals to prospective customers in the field, at the hotel, and over the phone.
•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 other duties as assigned.

Strategy and Planning:
•Analyze sales statistics with Leadership, to determine sales potential, inventory requirements, and sales goals.
•Awareness of competition, top accounts, rates and sales strategies on an ongoing basis. Stays abreast of trends in the market.
•Ability to coordinate and participate in Sales Blitzes and completes follow up in a timely manner with potential corporate clients.
•Develop a sales plan that addresses new business development, product management from a sales and marketing perspective, strategic sales alliances, and partnerships with companies.
•Ability to set up and lead customer business reviews on a quarterly basis; collaborating with other Sales and Operations teams as appropriate.
•Having a deep knowledge of managed business travel programs, decision making and booking processes for local and national accounts.
•Develop strong working relationships with Sonesta Hotel DOSMs, global sales and regional teams to ensure collaborative management approach and seamless interactions with customers.
•Develop thoughtful and focused sales plans to develop new business, grow market share from existing accounts and secure the right client engagement.

Financial Management:
•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 space 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 it relates to corporate accounts
•Promote and reposition the Sonesta brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta.
•Promoting and repositioning the Sonesta brand to corporate travel decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta International relative to account level results.
•Customize and effectively socialize Sonesta's value proposition to meet the needs of the Business Travel Buyer.
•Ensuring client and hotel satisfaction by facilitating positive, long-term relationships with both customers and Sonesta Hotels International.
•Network at key industry events and trade shows.

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.
•Responsible for achieving the desired ROI on tradeshow and industry events.

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.
•Celebrate individual and team success.
•Maintain a positive, "can do" attitude and a versatile approach to change.

•Appreciates the diversity of our team members, guests, vendors and surrounding community. Is always committed to ensuring a positive and safe work environment.

Additional Job Description

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

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.

Additional Job Information/Anticipated

Pay Range

Pay Range $100,000.00 - $110,000.00. Base pay offered may vary depending o various factors including but not; limited to job related knowledge, skills and job specific experience/relevant experience. We see our sales incentive plan as the exciting cherry on top of the job! Our Sales Incentive Program is designed to make your hard work pay off in more ways than one! With competitive and attractive rewards for hitting those targets, you're encouraged to grow and outdo yourself, turning every milestone into a celebration of your achievements!

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

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.
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