Job Description

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Job Description Summary

Reporting to the Director of Sales & Marketing, the Director of Sales is responsible for executing a strategic business plan targeting all Group segments to achieve or exceed revenue goals. This role provides leadership, training, and mentorship to the group sales team while actively managing key accounts. The position requires travel to meet with clients, collaborate with the Global Sales Organization (GSO), and attend industry trade shows or related events. The ideal candidate is a driven sales professional with a proven track record in both sales and account management, and a demonstrated ability to cultivate complex, mutually beneficial customer relationships.

Responsibilities

1. Manage assigned region, verticals, and preferred partnerships in the group segment via direct and third-party lead management, targeted customer-facing meetings, and participation in trade shows and industry-related events.
2. Specialize in key vertical markets and top account management.
3. Work with Revenue Management to provide guidance on RFPs.
4. Identify, research, and develop key account plans.
5. Develop brand-level presentations, submit proposals, and develop contracts.
6. Understand hotel positioning and strategies related to key accounts.
7. Ensure client and hotel satisfaction by fostering positive, long-term relationships with customers and Sonesta.
8. Manage and execute the sales process to secure group business, ensuring clear communication across hotel departments, and oversee the sales team to adhere to processes and procedures.
9. Participate in team meetings and other functions as required by management.
10. Conduct Daily Business Reviews with Sales and Revenue teams.
11. Develop strategic action plans with Group sellers, monitor progress, and report on key metrics including conversion rates and ROI.
12. Set and communicate annual sales goals, maintain documentation of performance metrics.
13. Achieve revenue goals and YOY growth in key accounts, including room nights, ADR, and revenue, along with team goals and budgets.
14. Proficient in Delphi and Meeting Broker; utilize research tools like Knowland and Cvent.
15. Perform other duties as assigned.

Qualifications and Requirements

• Bachelor’s degree in Hotel Administration, Business Administration, or related field preferred.
• Minimum five years of hotel sales experience preferred.
• At least one year as a Director of Sales or two years as an Associate Director of Sales.
• Fluent in English; additional languages beneficial.
• Strong verbal and written communication skills.
• Basic math, budgeting, profit/loss, and variance skills.
• Ability to prioritize, organize, problem-solve, motivate, and train.
• Experience with Microsoft Office, Opera, and Delphi FDC preferred.
• Willingness to travel, including overnight stays.
• Physical ability to stand, bend, move about, and lift up to 25 pounds.

Additional Information

Salary range: $115,000 - $125,000, depending on experience and skills.

Benefits include health insurance, 401(k), paid time off, hotel discounts, educational assistance, and more.

Sonesta is an equal opportunity employer. Full applications with resumes are required for consideration.

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