Director of Luxury, & Leisure

Position: Director of Luxury & Leisure Business Travel Sales 

Department Sales - The Pierre New York

Reports to: Director, Sales & Marketing, The Pierre    

 SKILLS/COMPETENCIES:   

• Demonstrated track record of success/strong performance in achieving revenue targets in both the luxury leisure and corporate segments
• Established and loyal client following/solid reputation in the luxury segment; strong command of the New York luxury market
• Proven ability to work independently/highly self-motivated and organized 
• Excellent communication/presentation skills and an engaging personality 
• Ability to represent The Pierre in a manner consistent with the Taj Code of Conduct.

SCOPE AND RANGE:

Carry out the duties and responsibilities of a Luxury Leisure & Corporate Sales Manager and manage both segments effectively for The Pierre.   

DUTIES & RESPONSIBILITIES:

Luxury Leisure Segment

• Provide market leadership in the luxury leisure segment.
• Achieve/exceed RN/REV targets established for the luxury leisure segment to meet The Pierre’s strategic objectives; build loyalty and market share 
• Grow production and solicit new business working closely with key partners including AmexFHR, Virtuoso, Signature, Ensemble (among others), and actively engage with high revenue producing agencies on a consistent basis with a focus on suite sales. 
• Identify and develop new opportunities within the segment to drive revenue by creating and executing innovative plans and actions 
• Develop and continually enhance relationships with key accounts to maintain and increase market share.
• Maintain an active outside sales call activity and site experience schedule, with weekly one-on-one appointments and a focus on new business development.
• Initiate sales trip activity to focus on new account development and relationship building, while increasing awareness and driving revenues for the hotel.
• Maintain positive working relationships with clients through prompt and informative replies to inquiries, quality lead generation and providing thorough details on qualified accounts.
• Monitor market trends and make recommendations, which will allow hotels to maximize average rate and occupancy.
• Stay abreast of competitor’s performance and offerings, including seasonal promotions and packages, ensuring that The Pierre maintains and increases RevPAR positioning. Review STAR and Hotelligence 360 monthly reports.  
• Manage and monitor the consortia partner sites on an ongoing basis to ensure hotel information is current and the site is optimized. Liase with DOSM on marketing opportunities.
• Manage the annual contracting process.
• Partner closely with professional industry organizations and participate in select events in order to raise The Pierre’s hotel profile and to make recommendations on overall trends and current issues.

 Corporate Negotiated & Local Account Segment

• Solicit new and manage existing global and local accounts to meet/exceed business travel revenue goals through telephone prospecting, outside sales calls, site inspections and written communication
• Develop and maintain relationships with key global travel managers
• Write and implement strategic business cases for future accounts including rate strategies; develop target lists and account plans for solicitation
• Lead efforts to maximize account penetration and expand customer base.
• Manage the annual RPF process on Lanyon in collaboration with the global sales team; position and negotiate corporate rates working closely with the DOSM and Revenue Director to meet hotel revenue objectives 
• Manage accounts to ensure negotiated rates are visible and bookable both internally and on client booking tools
• Collaborate with internal hotel team working closely with Reservations & Revenue teams to ensure a seamless booking process.
• Be knowledgeable about the competitive market including competitor’s strengths and weaknesses, economic trends, supply and demand and how to sell against the competition.
• Conduct quarterly account reviews to monitor account performance and ensure that accounts are on pace to meet production goals
• Plan sales trips, calls and client entertainment to support strategic goals; participate in the budget preparation for the segment

Requirements:

• 5 plus years of sales experience, luxury hotel experience strongly preferred and experience
• Bachelor’s degree preferred
• Ability to work in a fast paced environment and team oriented environment
• Ability to take on new responsibilities and exhibit flexibility to take on additional roles as the market demands
• Possess excellent guest service skills.
• Computer skills including Microsoft Office Suite.