Director of National Accounts

Overview

The Director of National Accounts (On-Site) is responsible for generating group business from a national region/market. The primary objective is to maximize revenue generation and market penetration from within the geographic territory. This includes, but is not limited to the nurturing of existing good accounts and feeder markets, developing known high potential markets and the identification of emerging sources of business. This position serves as a Terranea Resort product expert to the group meetings industry. The position requires a thorough understanding of direct sales, account management, and the distribution channels related to group room sales.

This position requires the availability and willingness to work flexible hours and weekends, when necessary. Minimum 25% travel is required for sales calls, which will be expensed through our expense/travel program. In this role you will be required to be onsite for site tours, event management meet and greets, as well as leadership and department meetings.

Responsibilities

• Apply proactive and strategic sales approach to business solicitation including but not limited to; phone solicitation, customer appointments, sales missions/blitzes, tradeshow participation, on-line research and customer engagement, as well as resort and portfolio wide customer event participation.
• Dedicate a majority of time to direct telephone sales, email prospecting, internet prospecting and direct cold calls within assigned market.
• Make personal visits, when necessary to target areas and call on prospective client’s located in a specific market or area.
• Book annual meetings, regional meetings, sales meetings, executive level meetings, incentive meetings, and leadership meetings from your assigned territory.
• Rework and maintain old account files and solicit new accounts.
• Respond to all correspondence from assigned areas and trace dates for reworking and follow up.
• Set-up site inspections and FAM trips with appropriate on site communication, planning and follow through.
• Attend trade shows pertinent to your Market and attend meetings, seminars and functions through membership in related industry associations.
• Perform general office duties and assist other personnel, as required.
• Maintain a constant contact with meeting planners; maintain membership and contacts in hotel industry associations.
• Maintain a positive working relationship with departments interacting with convention groups.
• Develop new accounts by demonstrating the ability to identify potential new customers through the affiliate membership of associations.
• Stay abreast of industry trends and make recommendations of changes which would affect operations.
• Maintain accurate sales productivity forecast, manage budgeted expenses and recap information.
• Set-up and conduct site inspections for entire property.
• May supervise one or more administrative assistants.
• Familiar with legality of contractual agreements and actively participate in ongoing training opportunities.
• Must be able to effectively deal with internal & external guests, some of whom will require levels of patience, tact and diplomacy to defuse anger, collect factual information and resolve conflict.
• Able to analyze resource reports through Salesforce, Cvent, Knowland etc.
• Sound understanding of yield management principals
• Hearing and visual ability to observe and detect signs of emergency situations.
• Must be able to communicate verbally and in writing in English and prepare dynamic proposals.
• Ability to access and accurately input information using a moderately complex computer system.
• Provide hands on support during peak business times.

Additional Duties & Responsibilities:

• Identifies positive public relation opportunities emerging business markets.
• Motivates and actively contributes to a work environment in which associates are productive.
• Establish, measure, monitor, and evaluate processes and polices.
• Understands how to develop direct sales plan for a defined market and evaluate business trends to modify strategies.
• Attends department and other property meetings.

Qualifications

To perform this job successfully, and individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Knowledge:

A minimum of 3 years experience in a group sales role or closely related direct sales position is required. Prior experience selling a world class resort and/or Forbes 4/5 star property(s) is preferred, and experience in a property with a dominant group business mix is highly desirable. Knowledge in computer systems related to account and yield management and technical proficiency in Microsoft applications is required. Customer service experience in a high-volume environment is necessary for success in this role, with the ability to problem solve, identify and find solutions. A strong financial competency is highly desired.

Skills

• Excellent communication skills – both verbal and written required
• Excellent organization and time management skills
• Good interpersonal skills required
• Excellent listening skills required
• CRM experience (Customer Relationship Management)

Abilities:

• The ability to work well in a team
• Ability to learn quickly
• Must be adaptable and flexible
• Ability to multi-task
• Remain calm and professional under stress
• Ability to maintain a positive attitude
• The ability to handle conflict and confrontation
• Ability to work with little or no supervision
• Be able to make decisions, possess good judgment

Experience, Education, & Licensure:

• High school graduate or GED
• College degree preferred
• Industry certifications a plus

Compensation

Base Pay Start Rate: $110,000/Yr. - $135,000/Yr. + Quarterly Sales Incentives!

We offer a competitive benefit package for full-time, regular team members that includes: group medical, dental, vision, life, and disability benefits, as well as participation in a pre-tax flexible benefit plan for healthcare and dependent care reimbursement and an employee assistance program. We also offer paid time off/sick time and are proud to offer participation in a 401(k) plan with a company match!

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