Dual Account Director

2 weeks ago

Redondo Beach, United States Sonesta Full time

**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.

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.

**Focus**

**Environment**

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 repositio

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