Account Director, Global Sales

2 months ago

Birmingham, United States Shangri-La Full time

Headquartered in Hong Kong, we have over 100 hotels and resorts under four brands nested in key cities and beautiful beachfront locations globally. We are expanding rapidly with a strong development pipeline throughout Asia, the Middle East, Europe and Africa.

Regarded as one of the world's finest hotel ownership and management companies, Shangri-La is dedicated to delight guests around the world with legendary service, finely tuned from over 45 years of hospitality from the heart. We have an affinity with Asian travelers and we offer them a gateway to the rest of the world, positioning us a leading brand in luxury hospitality.

As an enviable employer with industry leading levels of colleague engagement, our people are our priority. Our success is only made possible through the efforts and abilities of over 42,000 colleagues worldwide. In accordance with this belief, the focused investment we make in the learning and development of our colleagues is unparalleled in the global hospitality industry. From welcoming new colleagues, to best in class leadership development, you can be sure that potential is identified and nurtured throughout your career.

PURPOSE / OBJECTIVE / SCOPE

Maximize sales, yield and revenue opportunities for all Shangri-La Hotels and Resorts through the development of Global Account RFPs and MICE business including agents and travel partners in Shanghai. Conduct product briefing, training and educational programs for the hotels, corporate customers, and travel partners in understanding the product/program objectives and knowledge, selling points and sales channels of the special leisure programs & promotions to optimize business. Achieving Revenue and Room-Night targets which set by Director, Global Sales (Shanghai). The performance will be reviewed as monthly basis.

DUTIES & RESPONSIBILITIES

Sales Functions

Represent all China hotels (including some APAC hotels) in the yearly RFP rate submission and negotiation process with the responsible global accounts to ensure that best financial growth for our SLI hotels during RFP periods as well as new hotels with potential are being enlisted. Maximize revenue through quality customer base optimization for Corp MICE segment Responsible for sales activities related to Corporate Segment, Travel and MICE segments assigned by Director, Global Sales (Shanghai). Develop effective selling strategies for Corporate segments, Travel and MICE segments in the assigned area ensure achievement of the sales production goals. Closely monitor accounts revenue and business production, come up with effective sales plan and actions taken without losing business opportunities. Interact and maintain relationship with Corporate and MICE agent customers in Shanghai. Conduct sales trips as required to build rapport and develop business with existing or new accounts. Attend Corporate MICE & Business Travel related trade shows on behalf of GSO SHA and/or hotels for networking, business discussion and sales solicitation. Assist with the organization of Sales Missions, BDW/BCW and participation of trade shows in China as assigned by Director, Global Sales (Shanghai). Propose, organize and/or conduct Corporate & Travel agent customer familiarization trips to SLI destinations especially of the new hotels and resorts. Provide market intelligence, Corporate and Travel agent customer feedback to the Director, Global Sales (Shanghai), hotels and VP, Sales & Marketing (China). Buddy GSO SHA Sales members as assigned. Responsible for quarterly Global account review with client, liaise with other GSO RAMs and final report to Director, Global Corporate Sales (Shanghai). Fully understand the Global account RFP process and ensure that communications between Global Accounts team and hotel sales force are smooth, effective and the entire network work toward the same goal, maintaining good team spirit. Working closely with Director, Global Sales (Shanghai), GSO RAMs and Regional Sales/Revenue Leaders in the negotiation process for each of the key global accounts, to ensure maximizes revenue opportunities i.e. new hotels. Pro-actively source for NDA and growth both FIT and MICE business. Interact and maintain a strong rapport with responsible key clients/accounts. Monitor analyze and report on competitors sales and promotion activities.

Human Resources and Global Sales Organization Functions

Director, Global Sales (Shanghai) will evaluate its performance (PDRs) at least once every six months; review business achieved compared to goals in qualitative and quantitative performance. Ensure compliance with all human resource regulatory requirements. Maintain the highest standard of professionalism, ethics and attitude towards colleagues and clients.

Administration

Formulate Sales action Plan of own portfolio, discussed and review regularly with Director, Global Sales (Shanghai) Responsible for the development and maintenance of the Corporate customer database in Salesforce. Perform any additional duties or projects as directed by the Director, Global Sales (Shanghai). Fully responsible of the accuracy account information and production update of Global Accounts plan. Develop and maintain clientele database and track their business activities in Salesforce. Update all RFP related information on Lanyon (including company background, market information, negotiation strategies etc.) and constantly review the status of each global account. Pro-actively source leads for the hotels (both China and non-China) and communicate these leads to the hotels through Salesforce. Ensure all group leads are updated in Salesforce on a timely manner. Ensure all reports are presented in the required format and delivered within set time frames. Achieve Key Performance Indicators as set and agreed to.

Communications

Ensure positive relationships are developed and maintained with all relevant external and internal parties, including Corporate clients, MICE agents, SLI hotels and GSO, etc. In representing the company, to ensure that the Shangri-La brand is not compromised in any way when carrying out sales activities. Communicate with the hotel DoSM, Global Corporate Sales and other GSOs on a regular basis for business related subjects. Provide assistant to colleagues from visiting hotels and senior management from SLIM.

ACCOUNTABILITIES

Achieve Revenue, Room-Nights, and other strategic targets which set by Director, Global Sales (Shanghai). New business development in MICE and Transient segments in Shanghai. Accountable for execution of the Global Accounts RFP Process. To meet the companys goal with regards to the Global Account in terms of ADR and revenue. Business Growth from Shanghai market in MICE Travel Agency/ Company.

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