Regional Director of Sales, Business Transient Segment

B. F. Saul Company Hospitality Group
Bethesda, MD
Jul 19, 2019
Jul 24, 2019
Analyst, Business, Sales
Full Time
The employer operates within the hospitality sector. Targets and develops Business Transient accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation within Business Transient segment. Understands the overall market; competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them. Analyzes current client base and target market for the hotel using Demand 360. Focuses efforts on key and target accounts with significant potential sales revenue. Monitors production of all top accounts and evaluate trends within the designated markets. Reaches out to organizations and businesses that might require a hotel for transient guests from the local market. Responds to incoming sales leads for the property. Identifies, qualifies and solicits new business to achieve personal and properties' revenue goals. Handled annual RFP season negotiations and annual contract renewals. Works with existing accounts and conduct quarterly reviews with Travel Managers to ensure accounts are on pace to meet targeted production. Develops and executes effective sales plans and actions. Meet or exceed sales solicitation call goals as assigned by Senior Vice President of Sales, Marketing and Revenue Management Closes the best opportunities for the property based on market conditions and property needs. Uses negotiating skills and creative selling abilities to close on business and negotiate contracts. Handles complex business with significant revenue potential as well as significant customer expectations. Builds and strengthens relationships with existing and new customers to enable future bookings. Activities to include sales calls, entertainment, FAM trips, trade shows, etc. Develops relationships within community to strengthen and expand customer base for sales opportunities. Provides excellent customer service in order to grow share of the account. Collaborates with Director of Revenue and Channel Management to manage rate positioning. Collaborates with all other operational departments to communicate group details via the group resume pertaining to arrival/departures, billings, special requests, etc. Identifies improvements to enhance the client experience. Maintains performance level when experiencing changes or challenges. Adhere to all standards, policies, and procedures and consistently maintain a professional and ethical representation within the Sales and Catering Department. Performs other duties, as assigned, to meet business needs. Excellent oral and written communication skills. Demonstrates independent problem solving skills and identify process improvements needed. Strong knowledge of Microsoft Office and Excel. Strong work ethic and professional focus; High level of integrity and discretion. Ability to work extended hours based on business needs, with physically demanding responsibilities such as walking, standing, carrying, and lifting throughout the extended shift. Ability to push, pull, and lift up to 20 pounds on occasional basis At least (8-10) year experience in sales role, (5-7) years preferred in the hotel or event management role. A proven track record of success in a hotel or a related service industry 2-year degree from an accredited university in Hotel and Restaurant Management, Hospitality, or related major, preferred.