Job Details

Name
Business Travel Operations Director
City
State
United States
Job ID
10924
Job Description
Reporting to the VP, Sales, the Director, Transient Sales is responsible for leading the Regional Business Travel Sales team dedicated to Sonesta full-service hotels and driving optimal performance through sales initiative and employee development. The successful candidate is responsible for developing and growing the assigned account base of regional transient accounts for Sonesta; directing the development of strategic account plans for all regional accounts with an emphasis on maximizing market share and driving incremental growth for the Sonesta portfolio. The role is based in a remote position requiring frequent travel throughout the US.

Job Description
Focus
The position has accountability for driving regional sales strategy in conjunction with our hotels and in partnership with global sales and hotel sales; which would include programs and local initiatives. He /She is responsible for ensuring regional sales resources and are managed, developed and levered to their fullest potential. The candidate will be responsible for upholding and redesigning as appropriate, the regional sales SLA to internal and external stakeholder groups as business needs evolve. The position will partner closely with Hotel Leadership (DOSMs & GMs), Regional Revenue Management, Field Marketing and Hotel Operations to align on strategy and opportunities. The position will also play an integral role in contributing to transient sales marketing plans and forecast for Sonesta Full-Service operations.  

As a key enablement tool, the candidate will work closely with the Regional Sales Director team and the Director, Business Travel for GSO to improve processes and local sales activation designed to increase sales effectiveness. Improved reporting for production, incremental impact and business development will be key deliverables coupled with effective plans to integrate into account strategy driving growth. Success in the role is measure by a combination of year over year growth, achieving optimal market share, and developing a strong results-oriented team culture.  

Operational/Functional:
  • Manage the Full-Service Hotels Regional Sales team on a day to day basis to ensure goal achievement supporting hotel revenue production 
  • Review, optimize sales plans, local business development 
  • Oversee local account negotiations to include participation in the annual RFP process for the transient market all full-service hotels in the system to maximize revenue opportunity 
  • Ensure that local sales efforts and activities meet best in class standards 
  • Ability to work with Distribution, IT and Marketing to create enhance contribution to the hotels 
  • Support team efforts by participating in cross-functional projects as needed in a SME (subject matter expert role) 
  • Function as the “voice of the customer” to represent local customer insights to key corporate personnel and Sonesta senior leadership.  
Strategy and Planning:  
  • Direct and administer the development of the transient segment (business travel, wholesales and consortia) and account plans designed to increase Sonesta’s share of wallet 
  • Actively support a culture of proactive sales and develop a team of trusted advisors to internal and external stakeholders 
  • Ensure that execution of programs and process within the regional sales team meet best in class standards 
  • Develop plans on regional sales engagement for optimal impact 
  • Identify, research and develop an aggressive business development plan to optimize a new set of accounts to enhance hotel sales revenues and market share.  
  • Support team efforts by participating in cross-functional projects as needed in a SME (subject matter expert role) 
  • Function as the “voice of the customer” to represent customer insights to key corporate personnel and Sonesta senior leadership 
Financial Management:
  • Carry an annual revenue goal for the entire team and to achieve YOY or Market Share regional account revenue growth (room nights, ADR and revenue) 
  • Work alongside global and hotel sales leadership to administer the Regional Sales incentive plan  
  • Interact with outside contacts:  
  • Oversee managed local and regional accounts and strategic relationships in the B2B and represent Sonesta in key industry associations 
  • Acquire new accounts that fit the hotel portfolio and drive incremental impact 
  • Support efforts to promote and reposition the Sonesta brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta 
  • Support regional sales team as necessary on sales calls to close on key opportunities 
Accountability:
  • Responsible for regional team booking performance and contribution to Sonesta hotels. 
  • Monitor and Review, booking standards and compliance of all regional sales booking transactions 
  • Review performance and progress on a regular basis to ensure team is achieving results 
  • Test to see if goals are sufficiently challenging and implements corrective action based on deviations 
  • Work closely with Revenue Management team to maximize revenue opportunities 
Leading with Passion
  • Responsible for ensuring success through the eyes of employees, guests, and owners 
  • Utilize and collaborate with resources across different departments within the corporate office 
  • Capable of influencing managers to perform to their highest standard and establishing a trusting environment to enrich the culture 
  • Lead by example and operate with integrity and respect  
  • Work to achieve goals while overcoming competitive obstacles and planning alternate ways to win. 
  • Show strong passion and commitment about reaching targets. 
  • Inspire your team to embrace and demonstrate our values and GUEST People Standards 
Additional Job Description

A candidate for this position must possess the following applicable knowledge, skills and abilities and be able to demonstrate and provide applicable examples to support his/her competency. 
  • Track record of successfully leading and developing teams of 10 or more.  
  • 5-7 years of multi-unit sales experience with 3-5 years’ experience in a National Sales/Global Sales role with responsibility in the hospitality sector 
  • A successful track record of sales success and team development. 
  • Must possess the ability and willingness to travel 40% of the time. 
  • Excellent oral and written communication skills. 
  • Excellent organization skills. 
  • Appropriate professional appearance and demeanor. 
  • Ability to deliver presentations in a concise, well-organized manner. 
  • Ability to partner with all levels of managers, providing a consultative approach and ability to influence 
  • Ability to act quickly and efficiently with high degree of professionalism and accuracy 
  • Ability to work independently and in a team environment 
  • Mastery in Microsoft Office suite of tools (Candidates will participate in an assessment) 
  • Demonstrates knowledge of job-related processes and systems (i.e. IT systems specific to sales, like Opera, Sales Force and Delphi. Knowledge of distribution channels used to source business today (Lanyon, HRS, Prologic, etc.)  
Preferred Qualifications
  • Bachelor's degree (or equivalent experience) preferred
  • 5-8 years direct experience in Business Travel Sales plus working knowledge of consortia, airlines, wholesale and leisure verticals are preferred.  
  • Prior sales experience with hotel properties including both full and select/limited service brands preferred
  • Position is remote/home based, requiring a dedicated home office. Experience working remote preferred. 
Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:
  • Compensation: $160,000
  • Medical, Dental and Vision Insurance
  • Health Savings Account with Company Match
  • 401(k) Retirement Plan with Company Match
  • Paid Vacation and Sick Days
  • Sonesta Hotel Discounts
  • Educational Assistance
  • Paid Parental Leave
  • Company Paid Life Insurance
  • Company Paid Short Term and Long Term Disability Insurance
  • Various Employee Perks and Discounts
Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.

#IND2
 
Aleron companies (Broadleaf Results and TalentRISE) are Equal Employment Opportunity and Affirmative Action Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

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