Director of National Accounts

Job Description

Job Description

POSITION PURPOSE:

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.

EXAMPLES OF DUTIES:

ESSENTIAL FUNCTIONS:

• Represent hotel by soliciting, responding to and negotiating with persons requiring large and complex group accommodations (generally over 50 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 Sales (and Marketing). 
• Represent hotel in significant interactions dealing with guests relative to sales and operational questions, concerns, and issues. Negotiate contracts with guests and commission agreements with third party agencies.
• Initiate the preparation of proposals and/or contracts to advise prospective guests primarily of the hotel guest rooms, but also meeting space and/or banquet date, space and rate availability. Develop and quote prices for same.
• Engage in outside sales activities to discuss business opportunities and entertain guests in local and assigned markets (percentage of travel dependent on specific market). Direct site visits and H.O.S.T. programs for respective accounts and participates in tradeshows, industry and guest events.
• Attend weekly sales departmental meeting and other scheduled meetings to support business operations, e.g., tentative review, lost business review, group-pick up, etc.
• Conduct site inspections with potential guests, visiting guest rooms, meeting space and banquet facilities, as well as other hotel facilities.

OTHER:

Due to the cyclical nature of the hospitality industry, associates may be required to work varying schedules to reflect the business needs of the hotel.

Regular attendance in conformance with the standards, which may be established by Doral Golf Resort & Spa from time to time, is essential to the successful performance of this position.   Associates with irregular attendance will be subject to disciplinary action, up to and including termination of employment.

Due to the industry, that we are in a need will occur for each associate to provide “Lateral Service”. Our goal is to ensure that we are maximizing customer satisfaction and as a result there will be times when our associates in the Operation will call upon us for support in order to ensure customer satisfaction occurs. When we are fortunate enough for this to occur, each associate will positively respond unless there is a chance that an opportunity resulting in dissatisfying a guest could occur. If this is the case the leader is to be notified and the level of support that is being requested will be obtained.

SUPPORTIVE FUNCTIONS:

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the hotel.

• Provide guidance to sales managers.
• Provide training for administrative support.

PHYSICAL

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY:

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation using some other combination of skills and abilities.

• Basic hotel product knowledge, i.e., staffing, operations, safety, security, union rules, structural, terminology, fire, police and health codes, hotel policies, city ordinances.
• Basic knowledge of the hotel structure/layout and how all departments interact.
• Basic knowledge of various types of set up styles used in the meeting rooms.
• Basic knowledge of audio visual equipment, telecom equipment, lighting and room temperature control.
• Extensive knowledge of market and related meeting industry.
• Ability to effectively deal with internal and external guests, some of whom will require high levels of patience, tact and diplomacy to diffuse anger, collect accurate information and resolve conflicts.
• Quantitative processing of data via office machine equipment, mathematical computations and analytical skills necessary to accurately determine and communicate financial, forecasting and space utilization calculations.
• 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).
• Ability to read, write and speak the English language to fully comprehend guest requests, memos, proposals, general correspondence and similar written materials.
• Possess a good conceptual understanding of electronic devices and the ability to operate such items as copy machines, slide projectors, microphones, computers, portable radios, pagers, etc.
• Ability to complete a contract in compliance with all checklists, standards and hotel policies.
• Interpersonal skills to provide overall guest satisfaction.

SAFETY REQUIREMENTS:
Personal Protective Equipment (PPE) may be required when performing work duties that may have the potential of risk to your health or safety. The hotel will provide the required PPE. Associates will be trained in the proper use and care of any assigned PPE. It is your responsibility to report defective, damaged or lost PPE, or equipment that does not fit properly, to your Manager.

PHYSICAL REQUIREMENTS:

Frequency Key: Never – 0 hours; Rare – up to 1 hour; Occasional – 1-3 hours; Frequent – 3-6 Hours;

Constant – 6-8 hours

Physical Activity  Frequency

Sitting                                                                                                        Constant

Standing                                                                                                   Occasional

Walking                                                                                                     Occasional

Climbing stairs                                                                                         Occasional

Crouching/Bending/Stooping Occasional

Reaching                                                                                                   Occasional

Grasping                                                                                                   Occasional

Pushing/Pulling                                                                                       Occasional

Near Vision                                                                                               Frequent

Far Vision                                                                                                 Occasional

Hearing                                                                                                     Constant

Talking                                                                                                      Constant

Smell                                                                                                         Rare

Lifting/Carrying(# lbs)                                                                            Rare

Travel                                                                                                        Rare

OTHER DUTIES:

Assimilate into Trump National Doral - Miami  Cultural Foundation through understanding, supporting and participating in all elements of the Trump Cornerstones. Demonstrate working knowledge of the service standards.

QUALIFICATION STANDARDS:

EDUCATION 

Minimum of two years of college level courses with an emphasis on business or communications required.

Bachelor’s degree in Hotel Management, Business Administration, Marketing or Communications preferred.

EXPERIENCE 

Experience in a resort, private club or wellness related field.

LICENSES OR CERTIFICATES 

CPR Certified Preferred.

GROOMING/UNIFORMS 

All associates must maintain a neat, clean and well-groomed appearance. Specific uniform guidelines and/or required articles of clothing will be explained to you as a part of the orientation process. 

Trump National Doral participates in the federal E-Verify program, an electronic system that verifies employment authorization in the United States by comparing information from an employee’s Form I-9, Employment Eligibility Verification, with government databases. The company uses E-Verify only after an employee has accepted a job offer and completed the Form I-9. The company does not use E-Verify to pre-screen job applicants or candidates who have not received a job offer from the company.