Global Account Director, Corporate Total Account

2 weeks ago

Newton, United States Sonesta Full time

**Job Description Summary**

Environment
- ** Operational/Functional**:

- Oversee and actively manage assigned accounts and preferred partnerships in the Business Travel and Group Segment via targeted customer facing meetings and opportunities.
- Effectively promote the Sonesta brand to corporate travel decision makers with managed travel programs.
- Be fully capable of utilizing primary online tools for RFP solicitation and negotiations including Lanyon, Prologic and Sabre. 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 all hotels in the system to maximize revenue opportunity
- Responsible for capturing transient and as relevant group business within all segments specific to assigned accounts.
- Develop brand level presentations, submit proposals and guide hotels on the development of contracts.
- **Strategy and Planning**:

- Function as the “voice of the customer” to represent customer insights to key corporate personnel and Sonesta senior leadership.
- Ability to set up and lead customer business reviews working; collaborating with other GSO Directors and Hotel teams as appropriate.
- Implement strategic account management: utilize all available sales resources to develop multiple contacts, research various divisions/departments within an organization for full account qualification.
- Identify research and develop an account development plan to expand existing base of key accounts to enhance global sales revenues by expanding Sonesta’s existing customer base within the Business Travel Sales Segment and the prospecting of new leads.
- Develop Strategic Partnership initiatives with key companies to drive incremental revenue and share of business to Sonesta Hotels.
- Having a deep knowledge of customer procurement strategies, structure, businesses, and synergies in alignment with Sonesta.
- Develop strong working relationships with Sonesta International Hotel DOSMs and Business Travel and Group Sellers to ensure collaborative management approach and seamless interactions with customers.
- Understand hotel positioning and strategies as relate to key accounts under global management.
- Customize and effectively socialize Sonesta’s value proposition to meet the needs of the Business Travel Buyer and Group Buyer.
- ** Financial Management**:

- Manage and Optimize annual revenue goal and to achieve YOY key account revenue growth (room nights, ADR and revenue).
- Partner with Group Third Party Lead and TMC lead to maximize account production/performance.
- 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 relationship 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.
- Present company value proposition to all level of decision makers, be comfortable with presenting at a minimum at a VP level but at the C-Level where opportunity arises.
- 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.
- Responsible for using the appropriate account management tools to effectively track activities, opportunities and follow up.
- ** 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

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