Director of National Accounts (Property Based)

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Job description

Job Overview

The Director of National Accounts role is responsible for generating group business from key accounts within a national market. The market consists of Midwest corporate and Incentive As a result this position has proven to be of the highest of performers achieving the DH&R President's Club or Chairman's Club level for performance. 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 key accounts and feeder markets, developing known high potential markets and the identification of emerging sources of business. The position is responsible for development of administrative assistants and performs performance reviews for these positions. This position serves as a Terranea Resort product expert to the group meetings industry and is also responsible for serving as a positive and knowledgeable advocate of the entire DH&R portfolio. The position requires a thorough understanding of direct sales, account management, and the distribution channels related to group room sales. Must be able to multi-task, problem solve, manage administrative expectations and be flexible and adaptable to differing situations. Due to the intensity of interaction, excellent inter-personal skills are a must.

Essential Functions

-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 clients 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.
-Takes a leadership role in the Setting-up of site inspections and FAM trips with appropriate on-site communication, planning and follow through.
-Attend trade shows pertinent to the assigned territory market and attend meetings, seminars and functions through membership in related industry associations.
-Serve as an active participant in all DH&R related sales programs including, but not limited to Synergy Sales, Affinity Team sales, and Strategic Account Teams. Serve as a positive advocate for sister properties within the portfolio.
-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 all operating 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.
-Complete performance reviews for assistance.
-Maintain constant contact and excellent relationships with DH&R National Sales, Representation Firms and third-party contacts.
-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 Delphi, Market Vision, Hoovers, Dow Jones, 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.
-Must be able to lift, push, and pull a minimum of 25 lbs.
-Must be able to stand/walk/sit 6-8 hours per day.