National Group Sales Manager

Hostelling International USA
Washington, DC
Oct 20, 2019
Oct 23, 2019
Management, Sales
Full Time
Hostelling International USA (HI USA) is a large, national non profit organization headquartered in Silver Spring, MD. HI USA's mission is to promote intercultural understanding and exchange through experiential travel. Founded in 1934, HI USA delivers its mission through a network 50 youth hostels, the delivery of educational programs, and engagement with local community members and travelers. . HI USA has an opening for a National Group Sales Manager (NGSM). The NGSM will have primary responsibility for acquiring and maintaining a solid base of tour operators, agencies and travel organizations that book and sell group hostel accommodation for multiple properties across the HI USA network. They will also act as a resource and provide training, oversight and support to all HI USA Group Sales Managers. Additionally, the NGSM is responsible for supporting revenue maximization efforts to ensure optimal financial results for the organization. . The NGSM can be based out of Los Angeles, Washington DC, Chicago, Boston, San Francisco or New Orleans. . Responsibilities: . In partnership with the VP of Sales and Revenue Management, the NGSM is responsible for planning and coordination of National group sales campaigns and sales collateral. . Present strategy for securing new National business accounts; meet or exceed all prospecting goals and maintain accountability for group revenue goals. . Coordinate and provide technical training and mentoring to support the sales process and oversee reporting of Group Sales Managers and ensure effective distribution of all pertinent information. . Content and data collection for HI USA Group Satisfaction Survey . Management of tools or subscriptions, as required (eg Amazon business account, Zoom, HSMAI). . Collaborate with hostels to design and implement a group sales plan that secures bookings in key national and international markets. . Responsible for the continuous use of Delphi account and contact database. Collect and organize data to measure stated benefits of Delphi. Educate hostels on report/data resources available. Develop, maintain and manage the utilization of a central group database to be used in group sales prospecting. . Maintain all National Sales files (best practices, training, intranet, billing and contracts etc.) . Work with Group Sales Managers to implement a sales plan that secures bookings in key national and international markets. . Identify, create and maintain relationships with key group customers to grow volume of business delivered to the hostels. . Track weekly group sales production and prepare weekly sales call that tracks success, introduces best practices and addresses current issues. . Represent HI USA at travel tradeshows and conventions. Maintain relationships developed at these shows. . Maintain membership in the International Group Scheme through HI and coordinate marketing and sales efforts and tracking with the participating HI USA hostels. . Promote internal sales and support referral of network hostels. . Participate constructively as a team leader reflecting the organizations values and principles to facilitate optimum collaboration, communication and service. Exemplify HI USA?s Success Through Service principles through words and actions. . Act as a liaison for the department, consulting on all things group sales with other departments ranging from Marketing, Digital, Membership and Engagement . All other duties as assigned. . Skills/Qualifications: . BA in Tourism/Hospitality or equivalent related work experience. . Brand specific experience & primary market sales group sales experience. . Proven track record in sales required; minimum of three years? experience in the hospitality industry in a sales management role including Supervisory experience of Sales team. . Travel trade market sales experience preferred. . Strong mathematical comprehension such as calculating percentages, percentage changes, averages and weighted averages. . Must have experience in "cold call" solicitation, contract closing, and contract negotiations. . Proven sales negotiation and relationship management skills. . Ability to coach and train property staff to optimize strategy and foster team atmosphere. . Must be flexible and a self-starter with strong oral and written communication skills. . Excellent analytical, interpersonal and collaboration skills. . Must be able to work well under pressure, prioritize and multi-task. . Strong systems experience with knowledge of PMS systems, booking engines, and OTAs as well as Microsoft Office Suite, Word, Excel, and PowerPoint essential.