Regional Account Director (Boston/Philadelphia) at Sonesta International Hotels Corporation in Newton, Massachusetts

Job Description:

DUTIES AND RESPONSIBILITIES :

• Operational/Functional:


• Effectively promotethe 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 forassignedhotelssystem 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 themarket.


• 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 reviewson a quarterlybasis;collaborating with otherSales and Operationsteamsas appropriate.


• Having a deep knowledge ofmanaged business travel programs, decision making and booking processes for local and national accounts.


• Develop strong working relationships with Sonesta International Hotel DOSMs andregional teamsto ensure collaborative management approach and seamless interactions with customers.


• Financial Management:


• Manage andoptimizeannual 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 pricing for customers under management and to share information related to customer feedback on future year expectations.


• Interact with outside contacts:


• Overseedesignated portfolio ofmanaged accounts,strategic relationships in the B2Bspaceand represent Sonesta in key industry associations


• Acquire new accounts that fit the hotel portfolio and drive incremental impact


• Manage BT and Leisure negotiated relationships asit relates to the properties 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 forindividualperformance andincrementalcontribution 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.


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• Qualifications and Skills


• A candidate for this position mustpossess the followingapplicableknowledge, skills and abilities and be able to demonstrateand provide applicable examples to support their competencies therein.


• Bachelor's degree(or equivalent experience)


• 5+years of property level transient sales experience


• A successful track record of sales success and team development.


• Multi-brand hotel experienceis advantageous


• Must possess the ability and willingness to travel


• Excellent oral and written communication skills.


• Excellent organization skills.


• Possess selling skills that are transferable to multiple segmentswithinthe hotelindustry


• Appropriate professional appearance and demeanor.


• Ability to deliver presentations in a concise, well-organized manner.


• Proficient at statistical and competitive analysis, solid experience usingAgency360andability to obtain and review customer RFP documents.


• Advanced proficiency in Microsoft Word, Excel and PowerPoint.


• Demonstratesgood workingknowledge of job-related processes and systems (i.e.IT systems specific to sales, likeSales Force and Delphi. Knowledgeofdistribution channels used to sourcetransientbusiness today (Lanyon, Prologic,Sabre).


• Valid driver license, passport, serviceable automobile, proof of insurance and approved to work in USA


• Position is remote/home based, requiring a dedicated home office.Experience working remote preferred.We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or any other characteristics required by law.

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 and Various Employee Perks and Discounts.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

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