Director of Specialty Markets
Newton, MA, USA | Hospitality company
Industry:Hospitality, Travel, & Leisure
Job Description:56 people have viewed this job
Reporting to the Senior Director, Global Sales, the Director of Specialty Markets is responsible for managing targeted, key corporate accounts within a defined group of B2B accounts. The role is accountable for total account management of select accounts with strong business travel and groups and meetings programs.
The Director of Specialty Marketswill partner with Buyers and strong influencers to increase number of hotels including in preferred programs, secure strategic meetings partnerships and create solutions to maximize market share for Hospitality company Hotels. The role is collaborative with internal and external stakeholder groups and requires organization and discipline.
We are looking for a motivated, independent, sales professional with a successful track record of business development and have demonstrated the ability to build mutually beneficial complex customer relationships within both groups and meetings and transient segments. The successful candidate has strong business acumen, is extremely self-driven, and possesses excellent communication and customer-relations skills.
The role is based is a remote position requiring frequent travel throughout the US.
The role is consultative in nature, responsible for designing mutually beneficial solutions for Hospitality company and its client partners.As key enablement tools, the candidate will successfully embed corporate initiatives and strategies that will increase Hospitality company’s visibility and improve year over year share of B2B business to Hospitality company Hotels. The position requires a proactive approach and carefully crafted strategic account plans to achieve desired results.
The job environment is fast paced and results oriented. The successful candidate will employ strategic measures to achieve the desired account and revenue objectives.
Principle Duties and responsibilities (Essential Functions) include:
The successful candidate must understand the intricate details in managing varying market segments and verticals that encompass Hospitality company’s strategic accounts.
The Strategic Account Director will design strategic initiatives that drive incremental revenue within accounts from both business travel and groups and meetings segments.
The role is responsible for total account management of all segments within TAM account portfolio.
Effectively promote the Hospitality company brand to corporate Buyers and decision makers with managed programs.
The successful candidate must have effective working knowledge of SMMP and how these programs blend into transient programs as well as the ability to negotiate favorable business terms.
The successful candidate must have effective working knowledge of MSAs and how to use resulting partnerships to drive share.
The successful candidate must have effective working knowledge of the Business Travel annual RFP process.
Be fully capable of utilizing primary online tools for RFP solicitation and negotiations including Lanyon, Sabre and Prologic. Be able to analyze market conditions and account specific data to determine current account status and alter individual account strategies, as needed.
Serve as a Consultant to Hospitality company hotels - guiding the processes for all hotels in the system to maximize revenue opportunity.
Responsible for capturing transient and as relevant group business within all segments specific to assigned accounts.
Develop brand level presentations, submit proposals and guide hotels on the development of contracts.
Strategy and Planning:
Effectively spearhead meetings and strategy sessions with senior level Buyers who serve as decision makers for total travel spend throughout the US and/or Globally; including customer business reviews that may require collaborating with other GSO Directors and Hotel teams
Function as the “voice of the customer” to represent customer insights to key corporate personnel and Hospitality company senior leadership.
Implement strategic account management: utilize all available sales resources to develop multiple contacts, research various divisions/departments within an organization for full account qualification.
Through in-depth research identify strategic opportunities within new and existing accounts on an ongoing basis
Develop Strategic Partnership initiatives with key companies to drive incremental revenue and share of business to Hospitality company Hotels.
Having a deep knowledge of customer procurement strategies, structure, businesses, and synergies in alignment with Hospitality company.
Develop strong working relationships with Hospitality company International Hotel DOSMs and Sellers to ensure collaborative management approach and seamless interactions with customers.
Understand hotel positioning and strategies as relate to key accounts under global management.
Customize and effectively socialize Hospitality company’s value proposition to meet the needs of the B2B buyer.
Manage and Optimize annual revenue goal and to achieve YOY key account revenue growth (room nights, ADR and revenue).
Ability to work with Revenue Management to provide guidance on global pricing for customers under management and to share information related to customer feedback on future year expectations.
Interact with outside contacts:
Oversee designated portfolio of managed accounts, strategic relationships in the B2B space plusrepresent Hospitality company in key industry associations
Acquire new accounts that fit the hotel portfolio and drive incremental impact.
Manage TMC relationships in both transient and groups and meetings as it relates to corporate accounts.
Promote and reposition the Hospitality company brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Hospitality company.
Promoting and repositioning the Hospitality company brand to corporate travel decision makers, meeting planners and agencies by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Hospitality company International relative to account level results.
Present company value proposition to all level of decision makers, be comfortable with presenting at a minimum at a VP level but at the C-Level where opportunity arises.
Ensuring client and hotel satisfaction by facilitating positive, long-term relationships with both customers and Hospitality company Hotels International.
Network at key industry events and trade shows.
Responsible for individual performance and incremental contribution to Hospitality company hotels.
Responsible for effectively managing time commitments.
Responsible for meeting and/or exceeding revenue and room night targets
Facilitation and coordination of hotel level account strategy and hotel level account activities.
Candidate is expected to learn and understand roles, responsibilities and business of the clients with whom we partner with.
Responsible for using the appropriate account management tools to effectively track activities, opportunities and follow up.
Leading with Passion
Function as the Voice of the Customer to represent customer insights to key corporate personnel and Hospitality company senior leadership.
Utilize and collaborate with resources across different departments within the corporate office as appropriate.
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.
Supporting team efforts by participating in cross-functional projects as needed in a SME (subject matter expert role)
Celebrate individual and team success
Maintain a positive, “can do” attitude and a versatile approach to change
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 their competencies therein.
Bachelor's degree (or equivalent experience)
4-8 years of property level sales experience, or 2-5 years’ experience in a National Sales/Global Sales role and 2-3 years of experience managing Business Travel Sales and Groups and Meetings segment
A successful track record of sales success
Existing relationships at the Buyer level is advantageous
Excellent analytical skills
Multi-brand hotel experience a plus.
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.
Proficient at statistical and competitive analysis, solid experience using business intelligence tools such as Agency 360, Knowland etc. and ability to obtain and review customer RFP documents.
Mastery in Microsoft Word, Excel and PowerPoint.
Demonstrates knowledge of job-related processes and systems (ie IT systems specific to sales, like Sales Force and Delphi. Knowledge of distribution channels used to source transient and groups/meetings business today (Lanyon, Sabre, Cvent etc).
Valid driver license, passport, serviceable automobile, proof of insurance and approved to work in USA
Position is remote/home based, requiring a dedicated home office. Experience working remote preferred