Account Director - Sales

Account Director - Sales

Full-Time / Exempt

Job Summary

The Account Director oversees group sales operations for the hotel. This role is responsible for achieving optimal occupancy and ADR growth to maximize total revenue while meeting or exceeding hotel profit objectives. The Account Director will also be tasked with effectively soliciting and securing new accounts within the assigned market.

Main responsibilities:

• Coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue.
• Coordinate sales automation efforts, ensuring a region sales database is developed and managed for various email campaigns and customer solicitation efforts, to maximize overall revenue.
• Develop, recommend, implement programs for the hotel to maximize rate, occupancy and food & beverage opportunities thus ensuring the hotel meets/exceeds revenue/profit goals and expectations.
• Initiate and develop sales trips to key feeder markets / cities with a focus on identifying accounts that can directly benefit revenue performance targets at all hotels located within the cluster.
• Proactively conduct outside sales calls, conduct sales tours and entertain clients.
• Understand the content reflected in contracts and how to negotiate terms therein.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate trends within your market.
• Conducts on property visits to hotels within assigned collection to assess strength of sales leadership, strategic culture and adherence to Company established regulations, company standards, sales standards and sales metrics.
• Comply with attainment of individual goals, as well as team goals and budgeted metrics.
• Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management, providing training on a rotational basis.
• Travel, as required.

Minimum requirements of the position:

• At least 2 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 1 year of related experience; or a 2-year college degree and at least 2 years of related experience.
• Must possess highly developed verbal & written communication skills to frequently negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients.
• Must have thorough experience with professional selling skills: opening, probing, supporting, closing.
• Shows strong analytical skills and strategic vision in establishing appropriate sales deployment.
• Must be proficient in general computer knowledge especially Microsoft Office products.
• Must be able to work independently and simultaneously manage multiple tasks.
• Strong organization and presentation skills.
• Requires advanced knowledge of the principles and practices within the sales/marketing/hospitality profession.
• Must be able to work with and understand financial information and data, and basic arithmetic functions.

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