Multi-Property Account Director - Leisure Travel
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Key skills for this role
About the Role
St. Regis Hotels & Resorts seeks a Multi-Property Account Director for Leisure Travel to manage the leisure/wholesale segment for properties in Abu Dhabi. The role involves developing and executing sales strategies, building relationships with travel partners, and driving revenue.
Key Skills for This Role
Responsibilities
- Accountable for assigned hotels’ respective leisure/wholesale segment
- Proactively solicit and handle a defined account portfolio in collaboration with MP Sales Executive – Leisure Travel
- Develop, execute and drive leisure segment strategy, action plans against new and existing target accounts
- Liaise with on property and above property stakeholders to maximize business opportunities
- Own all day to day sales activities of defined segment with focus on implementing and driving the commercial segment strategy
- Attend domestic and global leisure tradeshows, showcases, conferences, industry meetings, workshops
- Plan and execute national & international sales trips, sales calls, site inspections, familiarization trips
- Proactively identify and uncover new prospect accounts for acquisition
- Participate in regular business reviews and strategy meetings
- Ensure business is turned over properly for exquisite service delivery
- Analyse and maintain knowledge of customers, leisure market trends and competition
- Represent Marriott International worldwide, promoting quality image
Requirements
- Fluency in English
- Additional EU language skills required e.g. French, Spanish, Italian
- Experience within luxury hotel chains/5 star luxury properties required
- Substantial knowledge and established network of connections within leisure/wholesale sales segment required
- Proven track of proactive leisure/wholesale sales experience on managerial level; minimum 2 years as Sales Manager – Leisure Travel
- Proven prospecting and luxury business development abilities
- Middle East/UAE experience preferred
Full Job Posting
Job Summary
- Accountable for assigned hotels’ respective leisure/wholesale segment.
- Proactively solicits and handles a defined account portfolio in collaboration with MP Sales Executive – Leisure Travel.
- Develops, executes and drives leisure segment strategy, action plans against new and existing target accounts.
- Liaises with on property and above property stakeholders to maximize business opportunities and collaborations.
- Owns all day to day sales activities of defined segment with focus on implementing and driving the commercial segment strategy, and develops and maintains long term, value based customer relationships that enable the achievement and exceedance of sales objectives, segment revenue and individual sale
- Attends domestic and global leisure tradeshows, showcases, conferences, industry meetings, workshops and functions as required on behalf of assigned properties.
- Plans and executes national & international sales trips, sales calls, site inspections, familiarization trips and client entertainments as appropriate.
- Proactively identifies and uncovers new prospect accounts for acquisition through a variety of channels and sales tools.
- Participates in regular business reviews and strategy meetings.
- Ensures business is turned over properly and in a timely fashion for an exquisite service delivery and in accordance with brand standards.
- Analyses and maintains knowledge of customers, leisure market trends and competition.
- Represents Marriott International worldwide, promoting the quality image of the company at every opportunity, and uncovers additional leads for Marriott International utilizing available tools such as MI Leads, where applicable.
Candidate Profile
- Fluency in English
- Additional EU language skills required e.g. French, Spanish, Italian etc.
- Experience within luxury hotel chains/5 star luxury properties required
- Substantial knowledge and established network of connections within leisure/wholesale sales segment required
- Proven track of proactive leisure/wholesale sales experience on managerial level; minimum 2 years of experience as Sales Manager – Leisure Travel
- Proven prospecting and luxury business development abilities
- Middle East/UAE experience preferred
Core Work Activities: Building Successful Relationships that Generate Sales Oppo
- Builds and strengthens business relationships with existing and new customers to enable future bookings and grow leisure market share.
- Effectively develops valuable business relationships within leisure/wholesale segment to further expand customer base.
- Works collaboratively with off property sales channels (i.e. Market Sales, Global Sales Organization) to ensure leisure/wholesale sales efforts are coordinated, complementary and in alignment with the hotels’ overall (sales & distribution) strategy within that specific segment.
- Manages and develops relationships with internal and external key stakeholders.
Managing Sales Activities
- Develops, implements and drives the commercial strategy of the leisure/wholesale segment. Supports company wide wholesale distribution and direct connectivity efforts.
- Action plans against existing and new target accounts to achieve and exceed sales quotas and gain market share.
- Manages a pre determined number of leisure accounts in close collaboration with MP Sales Executive – Leisure Travel to ensure maximum yield in line with budgetary objectives.
- Identifies and acquires new potential partnerships through a variety of channels.
- Drives suite and villa sale (as applicable) through existing and new program inclusions and partner activations.
- Responsible for monitoring rate alignment across all wholesale channels with support of revenue team, ensuring rate parity.
- Proactively schedules sales calls and corresponding activities such as site inspections, familiarization trips, agent trainings, webinars, virtual calls, client entertainment etc. to strengthen business relationships, educate partners and uncover new business opportunities.
- Attends international and local leisure showcases, conferences, tradeshows, functions etc. as a representative of both properties, ensuring that the quality image of the unique portfolio is portrayed, and that every opportunity is taken to promote the hotels and Marriott International.
- Conducts content checks on e channels, websites, and printed/digital brochures to ensure accurate details about the properties.
- Takes responsibility for the compilation and execution of quarterly sales action plans as agreed with MP Assistant Director of Sales & Distribution/ MP Director of Sales & Distribution. Communicates any trends, updates, obstacles on a regular basis.
- Tracks monthly segment results, monitors production/weekly pick up and handles the corresponding reports accordingly.
- Executes and supports the operational aspects of leisure business booked (incl. customer correspondence).
Using Knowledge of Market Trends and Target Customer Information to Maximize Rev
- Understand hotels’ business mix and how leisure segment ties into overall strategy.
- Analyses and maintains knowledge of customers, leisure/wholesale market trends, competitors’ strengths and weaknesses, economic developments, supply and demand etc. to allow for optimal selling. Monitors, collects, analyses data and communicates information accordingly to adapt selling strategies an
- Closes the most profitable business opportunities for the hotels based on market conditions and location needs.
- Gains understanding of the hotels’ primary target customers and service expectations. Serves the customers by understanding their business, requirements and potential concerns in order to offer enhanced solutions both prior to and during the stay/program/event.
Providing Exceptional Customer Service
- Partners with reservations, revenue, hotel operations and other concerned departments to provide an exemplary customer service, while building long lasting business relationships and loyalty to Marriott International
- Sets a positive example and collaborates with various departments to create distinctive moments for the clients on property, ensuring that expectations are exceeded.
- Executes and supports the company’s service standards, driving customer loyalty by delivering consistent service excellence throughout each customer experience.
- Interacts with clients to obtain feedback on product quality and service levels.
- Demonstrates high energy levels to motivate and inspire the team to focus on consistently providing the highest level of customer service.
- Conducts training for associates about leisure/wholesale segment, initiatives, requirements and expectations.
Additional Responsibilities
- Conducts and coordinates site inspections for hotels, as required.
- Performs other duties, as assigned, to meet business needs.
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