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Complex Account Director
1 month ago
Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.
Overview:The Complex Account Director is responsible for driving revenue growth and expanding the hotel’s market share through strategic sales efforts. This position involves building and maintaining strong relationships with clients, maximizing sales opportunities, and promoting the hotel’s services to both new and existing customers. The Complex Account Director will also oversee the hotel’s sales strategies, lead generation, and contract negotiations.
Responsibilities:- Develop and implement a strategic sales plan to increase hotel revenue and market share.
- Identify and pursue new business opportunities, targeting both corporate and leisure markets.
- Build and maintain strong relationships with clients, travel agents, corporate accounts, and event planners.
- Conduct regular sales calls, site inspections, and presentations to potential clients.
- Lead contract negotiations and pricing discussions to secure business.
- Collaborate with the marketing team to create promotional materials and packages.
- Monitor and analyze competitor activities and industry trends to stay competitive.
- Work closely with the revenue management team to ensure pricing strategies align with sales objectives.
- Organize and attend networking events, trade shows, and other marketing opportunities.
- Track and report on sales performance, including revenue targets, bookings, and lead generation.
- Provide excellent customer service and support to clients before, during, and after events or bookings.
- Manage and grow accounts through follow-up, building repeat business, and maximizing opportunities.
- Coordinate with the hotel operations team to ensure smooth execution of client events or stays.
- At least 3-5 years of hotel sales experience
- Must be skilled in Windows, Company approved spreadsheets, Delphi and word processing.
- Long hours sometimes required.
- Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
- Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
- Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
- Must be able to multitask and prioritize departmental functions to meet deadlines.
- Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
- Attend all hotel required meetings and trainings.
- Participate in M.O.D. coverage as required.
- Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
- Maintain high standards of personal appearance and grooming, which include wearing nametags.
- Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
- Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
- Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
- Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
- Must be able to maintain confidentiality of information.
- Perform other duties as requested by management.
