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Director of Global Sales, Corporate

2 months ago

Newton, United States Sonesta International Hotels Full time
Job Description Summary

The Director of Global Sales, Corporate is responsible for leading the Corporate TAM (Total Account Management) Global Sales team. They are responsible for developing and growing the assigned account base of global accounts for both the transient and group market segments for Sonesta; directing the development of strategic account plans for all managed accounts with an emphasis on maximizing market share and driving incremental growth for the Sonesta portfolio. This position will manage the B2B relationships, programs, and initiatives for Sonesta. The role is based in a remote position requiring frequent travel throughout the US.

Focus
The position has accountability for driving sales strategy and revenue generation in conjunction with our hotels, which includes strategic account initiatives, for the global sales organization. He /She is responsible for ensuring the organization's sales resources are managed, developed, and levered to their fullest potential. The candidate will be responsible for the design, staffing, and oversight of all sales functions related to the Corporate TAM (total account management) team. The position will partner closely with the Senior Director of Global Sales, Field Sales, Marketing & Communications, Revenue & Distribution and Operations leadership. The position will also design and direct the multi-year vision for their segments aligning these initiatives with Sonesta's strategy, brand, and distribution. He / She is accountable for development and implementation of initiatives to drive revenue in each segment.

Environment
The job environment is fast paced and results oriented. While there is urgency for goal achievement, responsibility for the achievement of results needs to be shared and effectively delegated when necessary. Initiating projects and processes beyond established practices will often require training and developing others. Enlisting their support by using a "selling" rather "telling" communication style is a key attribute of the position.

Job Description
  • Operational/Functional:
  • Manage the Global Corporate TAM team on a day to day basis to ensure goal achievement supporting hotel revenue production
  • Business Development and Strategic Account Planning/Execution
  • Manage the transient and group RFP processes for the Corporate TAM team.
  • Ensure that all programs and process within the sales organization meet best in class standards.
  • Partner with Distribution, IT and Marketing to create and enhance contribution to the hotels
  • Support team efforts by participating in cross-functional projects in a(subject matter expert role)
  • Function as the "voice of the customer" to represent customer insights to key corporate personnel and Sonesta senior leadership.
  • Ensure that all programs and process within sales organization meet best in class standards.
  • Develop plans on global sales engagement and ramp up for new hotel acquisitions
  • Identify, research, and develop an aggressive business development plan to optimize a new set of accounts to enhance hotel sales revenues and market share.
  • Carry an annual revenue goal for the entire team and to achieve YOY key account revenue growth (room nights, ADR, and revenue)
  • Interact with outside contacts:
  • Lead managed accounts/strategic relationships, representing Sonesta in industry associations
  • Acquire new accounts that fit the hotel portfolio and drive incremental impact
  • Promote and reposition the Sonesta to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta.
  • Business owner for development and delivery of brand presentations, proposals, and marketing.
  • Act as SME to optimize hotel level B2B marketing spend and synergize with Global Sales
  • Accountability:
  • Responsible for team booking performance and contribution to Sonesta hotels.
  • Monitor/Review, booking standards and compliance of Global Sales bookings within the team.
  • Review performance and progress on a regular basis to ensure team is achieving results.
  • Work closely with Revenue Management team to maximize revenue opportunities.
  • Leading with Passion
  • Responsible for ensuring success through the eyes of employees, guests, and owners
  • Utilize and collaborate with resources across different departments within the corporate office
  • Capable of influencing managers to perform to their highest standard and establishing a trusting environment to enrich the culture
  • Lead by example and operate with integrity and respect
  • Work to achieve goals while overcoming obstacles and planning alternate ways to win.
  • Show strong passion and commitment about reaching targets.
  • Inspire your team to embrace and demonstrate our values and GUEST People Standards
  • Managing your Team
  • Attract, retain, and motivate the best talent
  • Ensure team members receive proper training applicable to their position and career aspirations and in accordance with company policy and/or local laws
  • Responsible for monitoring, measuring, and recognizing performance of team members who directly report to the role and indirect reports
  • Support, comply and promote company initiative, policies and guidelines
  • Handle employee issues in a professional and timely manner
  • Create an environment of high engagement
A candidate for this position must possess the following applicable knowledge, skills and abilities and be able to demonstrate and provide applicable examples to support his/her competency.
  • Track record of delivering exceptional HR service
  • Bachelor's degree(or equivalent experience) preferred
  • 8-10 years of multi-unit sales experience with 2 years of experience in a National Sales/Global Sales role with responsibility in the hospitality sector
  • Prior sales experience with hotel properties including both full and select/limited service brands preferred and extended stay.
  • A successful track record of sales success and team development.
  • Must possess the ability and willingness to travel 40% of the time.
  • Excellent oral and written communication skills.
  • Excellent organization skills.
  • Appropriate professional appearance and demeanor.
  • Ability to deliver presentations in a concise, well-organized manner.
  • Partner with all levels of managers, providing a consultative approach and ability to influence
  • Ability to act quickly and efficiently with high degree of professionalism and accuracy
  • Ability to work independently and in a team environment
  • Mastery in Microsoft Office suite of tools
  • Demonstrates knowledge of job-related processes and systems (i.e., IT systems specific to sales, like Sales Force and Delphi. Knowledge of distribution channels used to source business today (Lanyon, Cvent, etc.).
  • Position is remote/home based, requiring a dedicated home office. Experience working remote preferred.
Additional Job Information/Anticipated

Pay Range

Up to $165k. Base pay offered may vary depending on various factors including but not limited to job related knowledge, skills, and job specific/overall experience.

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
  • Hospital Indemnity
  • Critical Illness Insurance
  • Accident Insurance


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