Area Director of Business Travel Sales

REMOTE SALES POSITION

JOB DESCRIPTION

Job Title: Area Director of Business Travel Sales

Department: Sales and Marketing

JOB SUMMARY

The Area Director of Business Travel Sales is responsible for growing business in the corporate negotiated segment and/or assigned segments for their assigned hotels. The ADBTS will continue to further penetrate existing accounts as well as procure new business for their assigned hotel(s). The ADBTS is responsible for meeting assigned monthly production, solicitation, and key action plan metrics/goals.

MINIMUM REQUIREMENTS

Education

• College Degree

Experience

• A minimum of 3 years hotel Business Travel segment experience.

Skills and Knowledge

• The individual must possess the following knowledge, skills and abilities to be able to explain and demonstrate that he or she can perform the essential
• functions of the job, with or without reasonable accommodation.
• Must be able to read, write, an understand English
• Excellent verbal and written communication skills including leading and participating in formal presentations
• Advanced level of producing business transient revenue through direct solicitation of business via prospecting, making presentations, developing contracts, negotiating and closing sales.
• Ability to formulate a strategic sales plan and pre-call planning to higher level internal (Brand Global Sales partners) and External (Company Corporate Travel executives) customers.
• Strong organizational skills with the ability to handle multiple tasks (for multiple assigned hotels) in a fast-paced environment.
• Strong computer skills, Microsoft Office, Delphi FDC, Envision, CI/TY, Sales Pro and other programs as it pertains to this position.
• Experience with amadeus business intelligence products and must be an Agency360 and D360 proficient user.
• Experience reading and understanding STR reports.
• Experience with multiple brands (Hyatt, Hilton, Marriott, IHG) and brand specific sales systems
• Ability to work as part of a team.
• Strong desire to deliver high quality customer service and has the ability to create in-house (property level) processes that will allow for account qualification and service delivery.
• Detail oriented and organized as it pertains to accuracy and efficiency.
• Good personnel and management and organizational skills. Must have the ability to adjust when needed and prioritize to address the needs of assigned hotels.

JOB DUTIES

• Responsible for meeting or exceeding revenue goals in the Business Travel market segment(s) and/or other market segments for assigned hotel(s). These segments could include Corporate Negotiated, Local Negotiated, Govt., and/or Consortia accounts.
• Responsible for the on-line RFP Management processes as applicable to brand or third-party source, for securing new accounts within the Business Travel market segment(s) including the Consortia, Govt. segments for assigned hotel(s).
• Assist with the completion of required reports for assigned hotel(s) in a timely manner.
• Effectively communicate with Director of Revenue and Director of Sales of assigned hotel(s) to review opportunities that impact revenue goals.
• Conduct weekly sales calls to existing and new accounts, as well as uncover new business in assigned market segment(s).
• Conduct site inspections, client visits, actively entertain, and personally interact with customers, as appropriate for transient travel development for assigned hotel(s).
• Travel to all assigned hotels multiple times a year -based on the need to conduct outside calls and account presentations.
• Obtain membership to at least one local chapter of GBTA and attend a monthly meeting at least every other month and two meetings in each deployed city per year.
• When applicable, attend the annual GBTA convention. Participating with the Brand that you are deployed against. Pre-planning to ensure all hotels “target accounts” have a selling plan developed.
• Generate leads and new business through use of A360, ZoomInfo, Internet searches, telephone and email solicitations, mailings, referrals, networking, professional and community organizations, sales blitzes.
• Maintain relationship with brand’s national sales office and develop relationship as the Internal customer.
• Arrange site inspections of assigned hotel(s) for new accounts.
• Respond to all sales inquiries within 24 business hours. Respond to RFP's on time and ahead of deadline when possible.
• Execute and support the operational aspects of business booked (e.g.., generating agreement, respond to RFP, writing contract, customer correspondence)
• Responsible for negotiating volume account contracts and the implementation and set up as required.
• Analyze historical, current and future hotel/market trends and develop strategies to maximize occupancy and rate.
• Assist in the development of the annual budget and quarterly owner reviews for assigned hotel(s).
• Attend a minimum; attend of two revenue strategy calls per month per assigned hotel(s).
• Coordinate, schedule, and attend at least one monthly client event at each of your assigned hotel(s).
• Schedule and lead monthly formal account reviews with assigned hotels DOS, GM, and DORM.
• Maintain and facilitate target account programs to increase production and loyalty to assigned hotels. e.g., company of the quarter, tier match and fast track programs offered by the brand.
• Participate in yearly creation of BT budget.
• Assist with the completion of marketing and owner presentations for assigned hotel(s).
• Partner with operations team of assigned hotels to coordinate customer specifications, effectively respond to customer issues and comments to ensure customer satisfaction.
• Provide a weekly sales activity recap to property GM and DOS - This may also require the information being entered in the property sales system, as requested.
• Completion of the daily/weekly sales activity and booking report for all assigned hotels.
• Adjust work schedule as needed to meet the business demands, which may include hours in early morning, evening and/or weekend hours.
• Other duties as assigned.