Corporate Director, Global Sales- Group

Sage Hospitality Group is set to hire a Corporate Director, Global Sales- Group to join us, remote based!

As part of Sage Hospitality Group, we passionately strive to be the best and create excellence in everything we do. We believe in enriching lives one experience at a time. More than a slogan, we empower our employees to make positive impacts on the communities in which we live and work. By providing genuine service we build relationships with our guests and value for our shareholders, and we create unforgettable experiences.

We are looking for independent thinkers. Those who harness their entrepreneurial spirit so that it breaks preconceived notions. We’re not afraid to forge our own path. After all, it’s what industry leaders do. That’s why we welcome risk takers and creative spirits alike.

Job Overview

The Corporate Director, Global Sales - Group, actively sells and leads global group sales to meet and exceed revenue goals by developing new global accounts and growing existing global and hotel accounts with a profitable and win-win selling approach. The Director will manage all key group accounts as defined as global sales or hotel accounts.

This role will work closely with the Senior Director for the organization, to ensure that their strategic sales priorities and booking strategy is in line with properties’ business needs, with a particular focus on new group business.

Responsibilities

1. LEADERSHIP
   1. Ensures team is proactively prospecting and soliciting, working all accounts to produce the highest greatest amount of revenue possible in line with yield management practices, providing a high level of service to build strong relationships and repeat business, and ensuring that deadlines for RFPs, contracts and client needs are met promptly.
   2. Leads by example and is fully accountable for goals and revenue production, creative selling strategies and wow site inspections.
   3. Produces reports on a timely basis.
   4. Positive interaction and providing information to other hotel departments to ensure smooth customer service experiences and delivering on promises.
   5. Ensures team and self to achieve a minimum of 90% of productivity goals and 100% of activity goals, as established by management.
   6. Participants in revenue management and strategy discussions and stays aligned with hotel’s overall goals.
   7. Shows initiative, proactive approach and can work independently.
2. DIRECT SALES
   1. Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and sales & marketing plan.
   2. Key account management: maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
   3. Negotiates corporate agreements with 3rd party group Third Party Intermediaries for the portfolio.
   4. Strategically works with brand GSOs to ensure maximizing opportunities to communicate with meeting planners, 3rd party agencies, and meeting and event management companies with new and existing accounts.
   5. Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
   6. Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions.
   7. Plans and organizes group conferences and events as outlined by Sr. Director in the annual tradeshow calendar.
   8. Understands the overall market – competitor’s strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
   9. Develop annual SMART strategic account plans for Global Accounts - detailing objectives, timelines, and sales methods – and identify opportunities and solicit for new business to optimize performance.
   10. Captures competitor's accounts through networking, research and tradeshow attendance in order to target and solicit those most probable to generate new business. Acquires referrals from existing accounts: Follows up on all leads within 8 business hours of receipt in an effort to create new business for our Sage hotels.
   11. Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts.
   12. Continually targets and prospects for new business through relationship building, individual creativity, and innovation.
3. REVENUE MANAGEMENT
   1. Utilizes revenue management techniques by profitably negotiating room rates in order to enhance the hotel's financial performance.
   2. Works closely with DORMs and DOSMs to set rates and create group strategies to meet hotel revenue goals.
   3. Understands revenue management functions and group profitability.
   4. Exhibits financial management skills e.g., ability to analyze P&L statements and forecasting.
4. ACCOUNT SERVICE AND MANAGEMENT
   1. Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner. Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.
   2. Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner.
   3. Keeps properties updated on all GSO news and account production and seeks assistance to bring customers to see the property.
5. PRODUCT KNOWLEDGE
   1. Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.
   2. Creates campaigns and promotional offers that use brand messaging and highlights product differentiators in an effective presentation.
6. TIME MANAGEMENT AND PROFESSIONALISM
   1. Focuses on revenue-producing activity and maximizes selling time by dedicating over 50% work time on direct sales efforts.
   2. Professionalism: Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.
   3. Represents themselves, the hotel and Sage Development Resources, Inc. with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times. Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel. Displays a neat, clean, and business-like appearance at all times.
7. OTHER RESPONSIBILITIES
   1. Achieves their activity goals as established by management and completes all reports and assignments in an accurate and timely fashion.
   2. Contributes to the hotel's overall sales effort during planning and strategy phases through research and knowledgeable input.
   3. Community/Trade Involvement: Actively participates in those community and trade organizations that most benefit the hotel's exposure to the portfolio and the hotel's bottom line.
   4. All other duties as assigned, requested or deemed necessary by management.
   5. Up to 50% travel anticipated.
8. SUPERVISORY DUTIES
   1. Dotted line to Vice President of Sales & Marketing Operations.

Qualifications

1. Education/Formal Training
   1. Bachelor's degree in Hospitality Management, or related field;
2. Experience
   1. Required to have a minimum of 10+ years of hotel sales experience with 5+ years experience selling in a global or commercial role on behalf of a chain or collection of hotels.
3. Knowledge/Skills
   1. Knowledge of computer equipment.
   2. Knowledge of general sales techniques, yield management, and customer service skills.
   3. Excellent personal management skills; time management, meeting deadlines, effective communication and presentations skills.
   4. Must be extremely confidential and able to manage sensitive and confidential situations tactfully.
   5. Negotiate, convince, sell and influence professionals and or associates.
   6. Ability to work under pressure and can complete multiple tasks simultaneously.
   7. Excellent problem solving, reasoning, motivating, organizational and training abilities.
   8. Develop strong internal and customer relations.
   9. Excellent mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances.

Physical Demands

1. The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
2. Must be able to communicate with other associates and customers.
3. Mobility -limited mobility between offices and departments. No continuous standing, climbing or driving. Ability to travel up to 50%.
4. 95% indoor office environment.

Benefits

1. Eligible to participate in Sage bonus plan.
2. Unlimited paid time off.
3. Eligible to participate in the Company’s 401(k) program with employer matching.
4. Health savings and flexible spending accounts.
5. Basic Life and AD&D insurance.
6. Company-paid short-term disability.
7. Paid FMLA leave for up to a period of 12 weeks.
8. Employee Assistance Program.
9. Great discounts on Hotels, Restaurants, and much more.
10. Eligible to participate in the Employee Referral Bonus Program. Up to $1,000 per referral.

The application period will be open for approximately 30 days or until a suitable candidate is identified. We encourage qualified individuals to submit their applications within this timeframe.