Account Director – Travel Industry

JOB SUMMARY

 

Functions as the leader of the property’s corporate sales effort and responsible for implementing the sales strategy and achieving revenue goals. Leads and manages all day-to-day activities related to corporate sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Achieves personal sales goals and makes recommendations on sales goals of direct reports.

 

CANDIDATE PROFILE 

 

Education and Experience

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

OR

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in sales and marketing or related professional area.

 

CORE WORK ACTIVITIES

 

Developing & Executing Sales Strategies

• Works with sales leader to ensure understanding of corporate sales strategy and effective implementation of this strategy.

• Develops, implements and sustains aggressive solicitation program focused on increasing business.

• Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the Director of Sales.

• Assists with the development and implementation of promotions, both internal and external.

 

Maximizing Revenue

• Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal sales goals).

• Recommends sales goals for sales team members.

 

Managing Sales Activities

• Monitors all day-to-day activities of direct reports.

• Participates in sales calls with members of sales team to acquire new business and/or close on business.

• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

 

Analyzing & Reporting on Sales and Financial Data

• Analyzes market information by using sales systems and implements strategy to achieve property’s financial goals.

• Assists Revenue Management with completing accurate six period projections.

• Reviews guest satisfaction results to identify areas of improvement.

 

Ensuring Exceptional Customer Service

• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.

• Interacts with guests to obtain feedback on product quality and service levels.

• Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.

• Empowers employees to provide excellent customer service.

• Observes service behaviors of employees and provides feedback to individuals and/or managers.

• Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement.

• Ensures that a customer recognition program is in effect throughout Sales.

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

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

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

• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty.

• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solutions.

 

Building Successful Relationships

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

• Works collaboratively with off-property sales channels (e.g., , Market Sales, GSO) to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.

• Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements.

• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers.

 

Managing and Conducting Human Resource Activities

• Interviews and hires management and hourly employees with the appropriate skills to meet the business needs of the operation.

• Develops, implements and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job.

• Utilizes all available on the job training tools for employees.