Corporate Director of Transient Sales

Salary: $ 125,000 annually

Company Description:

Pacific Hospitality Group provides a unique value proposition to investors and team members through our owner/operator approach. We are a family focused company committed to long term holds that enable us to grow our business and our team members. Our vision is to enrich people's lives by offering memorable experiences, giving back to our communities and honoring God in all that we do. We are focused on long-term value creation and sustainable growth.

Our Guiding Principles:

Integrity, Compliance, Value Creation, Principled Entrepreneurship, Customer Focus, Knowledge, Change, Humility, Respect, & Fulfillment

Job Description

Job Summary:

Focus on managing and nurturing relationships with key global accounts, Legacy Collection wholesale partners, TMC's partners for a collection of PHG Owned and Managed Properties (Legacy and Meritage). Providing support, advice and developing opportunities for key Business Travel Managers and leaders within the company. Leverage national account roster for hotels and act as a liaison for Marriott, Hilton and Hyatt branded hotels on behalf of PHG.

What You Will Accomplish

Job Responsibilities:

• Sales Functions: Execute sales activities to achieve budgeted Business Travel goals and support the growth of multiple properties, specifically AC/RI Dallas Galleria, Hotel Zessa, Doubletree Irvine Spectrum, AC Irvine, Hyatt Place Phoenix, AC Tempe, Hotel Viata and Denu.
• Account Management: Pursue and negotiate Transient accounts through various means, including telephone solicitation, outside sales calls, sales trips, trade shows, site inspections, networking, and sales entertainment.
• Marketing Strategies: Develop and implement sales and marketing strategies for TMC, Wholesale and Business Travel markets.
• Market Research: Research, analyze, and monitor financial, technological, and demographic factors to identify market opportunities and establish a leadership position. Utilize RFP Rollups and includes YoY performance.
• Client Relationships: Develop new business with key and target accounts, playing a pivotal role in hotel sales efforts.
• Sales Trips/FAMs: Plan and execute sales trips and industry-related meetings relevant to various markets and territories to develop new business travel accounts in key markets. Collaborate with property Business Travel Sales Managers on customer outreach.
• Strategic Client Management: Establish and nurture long-term business relationships with selected high-growth TMC, and BT clients.
• Global Hotel Alliance Accounts:
• Navan
• AMEX GBT
• BCD
• CWT
• CTM
• Amazon
• Southwest Airlines
• ABC Global
• Ovation Lawyers Services
• Apple Inc.
• Marriott/Hilton/Hyatt Ambassador:
• Act as brand ambassador with Marriott, Hyatt and Hilton Global Sales Organization
• Host quarterly calls with Business Travel Managers for PHG Branded Hotels.
• Collaborate with each other to discover key accounts that can be beneficial to PHG Branded Hotels.
• Discover new ways to generate revenue
• Prepare and discuss RFP season.
• Discuss best practices for working with the Brand Global Sales Organization
• Provide feedback on needs and wants to be successful within the comp-set.
• Share best practices for all branded hotels.
• Work hand and hand with Revenue Management to forecast and achieve obtainable BT goals.
• Hold annual wish/walk rate discussions to ensure that BT goals are obtained and to discover the best ways of driving ADR on Global Accounts.

Sales Strategy Development:

• Collaborate with the hotel's leadership and BT Team to develop comprehensive strategies focusing on the Business Travel Market. This involves identifying target markets, setting sales targets, and devising effective plans to achieve them.

Market Analysis:

• Conduct market research to understand the local business travel landscape in each destination. Provide insights into consumer behavior, market trends, competitor analysis, and opportunities for growth.

Relationship Management:

• Cultivate and maintain strong relationships with key clients, corporate accounts, and other stakeholders. Enhance partnerships to generate leads and drive business.

Responding to Marriott, Hyatt and Hilton Global Leads:

• Responding to Brand Global Leads and ensuring all leads are actioned in a timely manner.

Local Accounts:

• Uncovering new Local Accounts in each respective destination market. Working with current Business Travel Local clients to ensure room night production. Working with the Front Office team to gain more insight as to who is staying at the hotel to uncover more Business Travel leads.

Collaboration:

• Working with the DOS and property BT Teams to host hotel activations and spearhead market blitzes to gain more production and traction for the hotels. Hotel Viata – Oversight of Business Travel & Leisure Sales Manager at Hotel Viata. By actively collaborating, sharing knowledge and providing support, ensure a great partnership with the new Business Travel and Leisure Sales Manager. Continue to contribute to significant success of Hotel Viata.

What You Will Bring

Onboarding & Training:

• Introducing Business Travel & Leisure Sales Manager to key account stakeholders.
• Provide comprehensive training on the hotel's offerings, services, and sales strategies tailored specifically for business and leisure travel.
• Share insights on successful sales tactics and customer relationship management within the destination.

Sharing Market Insights:

• Offer insights into the local market trends, including the preferences of business travels and leisure guests in each destination.
• Share data and analytics regarding past sales performance, customer feedback and areas of potential growth or improvement.

Collaborative Planning:

• Collaborate closely to create sales strategies and initiatives that align with the hotel's business objectives and market demands.
• Assist in developing targeted sales plans for various business segments, including corporate accounts, travel agencies and TMC's.

Networking & Relationship Building:

• Leverage existing network and connections within the region to introduce the new manager to potential clients, industry partners, and key decision-makers.
• Facilitate opportunities for Business Travel Manager to attend local networking events, industry conferences and trade shows.

Resource Allocation & Support:

• Help allocate resources effectively, ensuring the Sales Manager has the necessary tools, marketing materials, and support to excel in their role.
• Offer guidance on budget planning, expense management, and forecasting to optimize sales performance.

Performance Metrics Evaluation & Feedback:

• Regularly review sales performance metrics with the Sales Manager, offering constructive feedback and guidance for improvement.
• Implement a system for tracking progress and evaluating the success of the sales initiatives.

Adaptation to Changing Trends:

• Stay updated on the evolving trends in business travel and adapt strategies, accordingly, sharing these insights with the Sales Manager to stay ahead in the market.

Maintaining Brand Standards:

• Emphasize the importance of upholding the hotel's brand standards and customer service excellence in all sales activities.

Continuous Support and Mentorship:

• Act as a mentor and provide ongoing support, encouragement, and mentorship to nurture the Sales Manager's professional growth within the company.

Technology Support

• Facilitating comprehensive instruction on operational frameworks and procedural methodologies.
• Providing a deep understanding of sales tools i.e. SynsXis, BI Market Data, Lanyon, Readybid.

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We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity, or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.