Director of National Accounts

Position Statement:

The Director of National Accounts represents the hotel in the development of market segment(s) and new customer relationships while maintaining existing relationships with assigned accounts while consistently striving to maximize revenue in rooms, public space, food and beverage and ancillary products and services.  In particular, we are searching for a candidate with strong client connections in California.

Supportive Functions:

• Represents hotel by soliciting, responding to and negotiating with persons requiring large and complex group accommodations (generally over 60 guest rooms) with or without meeting space and/or on-site (hotel) catering, based upon market segment and account files assigned by the Director of Group Sales. Represents hotel in significant interactions dealing with customers relative to sales and operational questions, concerns and issues.  Negotiates contracts with customers and commission agreements with third party agencies.
• Initiates the preparation of proposals and/or contracts to advise prospective customers primarily of the hotel guest rooms, but also meeting space and/or banquet date, space and rate availability. Develops and quotes prices for same.
• Develops sales forecasts, salesperson productivity and market segment plans. 
• Monitors the successful execution of these plans and oversees the maintenance of sales files, accounts and other administrative duties.
• Attends weekly sales departmental meeting and other scheduled meetings to support business operations, e.g., tentative review, lost business review, group-pick up, etc.
• Conducts site inspections with potential customers, visiting guest rooms, meeting space and banquet facilities, as well as other hotel facilities.
• Meets with clients and travel industry experts on and off property and attends major trade events around the world in order to assist in developing and closing major pieces of business.
• Provides guidance to sales managers.
• Provides training for administrative support.
• Focuses on business process and continuous improvement using “best practices” standards as norms for the office.
• Conducts customer (internal/external) site inspections of represented properties.
• Travels to industry and company-related tradeshows/meetings in various destinations.
• Participation in key organizations as recommended by management.
• Inputs and retrieves information from computer systems for file maintenance, correspondence, reporting and preparation of budgets and forecasts.

Qualifications

• Proficiency in the use and operation of computer systems with the ability to navigate efficiently through Word, Excel, Access, Outlook, Delphi (or in-house sales system), Market Vision, OnQ, InFocus, Internet and Intranet and Optimum Settings (or in-house CAD program)
• Requires a minimum of two years’ experience in hotel sales.
• Minimum of four years of college level courses with an emphasis on business. Bachelor's degree in Hotel Management, Business Administration, Marketing or Communications preferred.