Sonesta International Hotels · 5 months ago
Complex Business Travel Sales Manager
Austin, TX
Full-time
Onsite
Mid LevelSonesta International Hotels is seeking a Complex Business Travel Sales Manager to manage a select group of B2B and local accounts for two Austin hotel locations. The role involves optimizing hotel visibility and revenue through proactive sales strategies, client relationship management, and collaboration with various stakeholders.
Asset ManagementEventsHospitalityHotelLeisureLifestyleReal EstateTravel
Responsibilities
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
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
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
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
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
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
Qualification
Required
Successful track record within a sales organization
Demonstrated ability to build mutually beneficial complex customer relationships
Excellent communication and customer-relations skills
Solid business acumen
Ability to utilize primary online tools for RFP solicitation and negotiations including Lanyon, hotel PMS, Sabre, Delphi FDC, TravelClick, etc
Ability 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
Manage and negotiate account details and contracts so that all pertinent aspects of solicitation and closing are complete and documented
Formulate and submit formal and informal sales proposals to prospective customers in the field, at the hotel, and over the phone
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
Ability to coordinate and participate in Sales Blitzes, company wide Sales Activations and complete follow up in a timely manner with potential corporate clients
Ability to set up and lead customer business reviews on a quarterly basis
Deep knowledge of managed business travel programs, decision making and booking processes for local and national accounts
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
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
Customize and effectively socialize the hotel and Sonesta's value proposition to meet the needs of the Business Travel Buyer
Responsible for individual performance and incremental contribution to hotel
Responsible for effectively managing time commitments
Responsible for meeting and/or exceeding revenue and room night targets
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
Lead by example and operate with integrity and respect
Show strong passion and commitment about reaching targets
Maintain a positive, 'can do' attitude and a versatile approach to change
Appreciates the diversity of team members, guests, vendors and surrounding community
Benefits
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
Company
Sonesta International Hotels
Sonesta facilitates a number of hotels and resorts that provide professionals, couples, and families with accommodations.
Founded in 1937
10001+ employees
Funding
Current Stage
Late StageLeadership Team
John Murray
President & CEO
Jordan Langlois
Senior Vice President, Franchise Operations at Sonesta Hotels / RLH Corporation
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