Business Travel Sales Manager (Finance)

Job Description Summary

Job Description Summary

Reporting to the Director of Sales and Marketing; the Business Travel Sales Manager is responsible for managing a select group of B2B and Local accounts for hotel. The Business Travel Sales Manager will serve as a trusted advisor for internal and external clients to optimize fair share delivery to hotel in addition to the following key responsibilities: Handle BT responsibilities for hotel and be point of contact for all BT accounts (local and national), consortia, and government markets. Responsible for all related BT duties/task (Rate & System maintenance/VIP coordination, exception processing, B2B and end user customer service) Will represent hotel for any tradeshow, market solicitation activities. On-site market sales activity as well as Outside calls to customers is required on a weekly basis or as needed

We are looking for motivated, independent, sales -professional with a successful track record within a sales organization and demonstrated ability to build mutually beneficial complex customer relationships. The successful candidate will be extremely self-driven, possess excellent communication and customer-relations skills and have solid business acumen. The role is a remote position requiring frequent travel throughout the US.

Job Description

Location
This position based on property.

Focus
As key enablement tools, the candidate will successfully embed corporate and local initiatives and strategies that will increase hotel's visibility and improve year over year share of B2B business. The position requires a proactive approach and carefully crafted account plans to achieve desired results. The Business Travel Sales Manager will also be measured on successful collaboration with varying stakeholders to include leadership, revenue management, regional sales and global sales

Environment
The job environment is fast paced and results oriented. The successful candidate will employ proactive measures to achieve the desired account and revenue objectives.

Job Description
DUTIES AND RESPONSIBILITIES:

Operational/Functional:
• Effectively promote the Sonesta brand and hotel to corporate travel decision makers
• Be fully capable of utilizing primary online tools for RFP solicitation and negotiations including Lanyon, hotel PMS, Sabre, Delphi FDC, TravelClick, etc. Be able to analyze market conditions and account specific data to determine current account status and alter individual account strategies, as needed.
• Manage the transient processes for assigned hotel system to maximize revenue opportunity
• Leads on-site inspections by customers, performs outside sale calls to develop leads.
• Manages and negotiates account details and contracts so that all pertinent aspects of solicitation and closing are complete and documented. Manages and update Delphi FDC daily.
• Formulates and submits formal and informal sales proposals to prospective customers in the field, at the hotel, and over the phone.
• Follow company direction, process, and expectations of hotel.
• Partner with operations departments to ensure full participation in servicing accounts.
• Ensure all due dates/deadlines are met and other duties as assigned.

Strategy and Planning:
• Analyze sales statistics with Leadership, to determine sales potential, inventory requirements, and sales goals.
• Awareness of competition, top accounts, rates and sales strategies on an ongoing basis. Stays abreast of trends in the market.
• Ability to coordinate and participate in Sales Blitzes, company wide Sales Activations and complete follow up in a timely manner with potential corporate clients.
• Develop a sales plan that addresses new business development, product management from a sales and marketing perspective, strategic sales alliances, and partnerships with companies.
• Ability to set up and lead customer business reviews on a quarterly basis; collaborating with other Sales and Operations teams as appropriate.
• Having a deep knowledge of managed business travel programs, decision making and booking processes for local and national accounts.
• Develop thoughtful and focused sales plans to develop new business, grow market share from existing accounts and secure the right client engagement.

Financial Management:
• Manage and optimize annual revenue goal and to achieve YOY key account revenue growth (room nights, ADR and revenue).
• Ability to work with Revenue Management to provide guidance on pricing for customers under management and to share information related to customer feedback on future year expectations.

Interact with outside contacts:
• Oversee designated portfolio of managed accounts, strategic relationships in the B2B space and represent hotel in key industry associations
• Acquire new accounts that fit the hotel and drive incremental impact
• Manage TMC relationships as it relates to corporate accounts
• Promote and reposition the hotel and Sonesta brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth.
• Customize and effectively socialize the hotel and Sonesta's value proposition to meet the needs of the Business Travel Buyer.
• Ensuring client and hotel satisfaction by facilitating positive, long-term relationships with both customers, Hotel and Sonesta Hotels International.
• Network at key industry events and trade shows.

Accountability:
• Responsible for individual performance and incremental contribution to hotel.
• Responsibly collaborate with hotel teams to activate shared account events and activities.
• Responsible for effectively managing time commitments.
• Responsible for meeting and/or exceeding revenue and room night targets.
• Candidate is expected to learn and understand roles, responsibilities and business of the clients with whom we partner with.
• Responsible for using the appropriate account management tools to effectively track activities, opportunities and follow up.
• Responsible for achieving the desired ROI on tradeshow and industry events.

Leading with Passion
• Function as the Voice of the Customer to represent customer insights to hotel leadership and corporate regional support.
• Lead by example and operate with integrity and respect.
• Work to achieve goals while overcoming competitive obstacles and planning alternate ways to win.
• Show strong passion and commitment about reaching targets.
• Celebrate individual and team success.
• Maintain a positive, "can do" attitude and a versatile approach to change.
• Appreciates the diversity of our team members, guests, vendors and surrounding community. Is always committed to ensuring a positive and safe work environment.

Additional Job Description
Benefits
Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:
• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts
Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.

Additional Job Information/Anticipated

Pay Range

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts
• Hospital Indemnity
• Critical Illness Insurance
• Accident Insurance

Sonesta is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.