Apply on Employer Site

Sage Hospitality Group · 2 months ago

Director of Business Travel and Luxury Sales

Chicago, IL

Full-time

Onsite

Lead/Staff, Director/Executive

$70K/yr - $85K/yr

4+ years exp

Sage Hospitality is a renowned leader in luxury hospitality, known for its iconic properties and exceptional service. The Director of Business Travel and Luxury Sales will be responsible for leading a team to drive revenue through the development of new accounts and the management of existing corporate and travel industry accounts. This role involves strategic sales efforts, relationship management, and collaboration with various hotel departments to ensure the highest level of service and client satisfaction.

HospitalityLifestyleReal Estate Investment

Growth Opportunities

Responsibilities

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

Leads by example and holds team accountable for goals and revenue production, creative selling strategies and wow site inspections

Produces reports on a timely basis

Positive interaction and providing information to other hotel departments to ensure smooth customer service experiences and delivering on promises

Ensures team and self to achieve a minimum of 90% of productivity goals and 100% of activity goals, as established by management

Participants in revenue management discussions and stays aligned with hotel’s overall goals

Shows initiative, proactive approach and can work independently

Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan

Key account management: maximizes current hotel key accounts by identifying and capturing those that offer revenue growth

Strategically works with GSOs to ensure maximizing opportunities to communicate with travel managers, agents and travelers with new and existing accounts

Uses negotiating skills and creative selling abilities to close on business and negotiate contracts

Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions

Understands the overall market – competitor’s strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them

Captures competitor's accounts through networking, research and Hotelligence reports in order to target and solicit those most probable to generate new business

Acquires referrals from existing accounts: Follows up on all leads within 24 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other Sage hotels

Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts

Continually targets and prospects for new business through telemarketing, individual creativity and innovation

Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance

Works closely with Revenue Manager and Director of Sales and Marketing to set rates and create packages to meet hotel revenue goals

Understands revenue management functions and account profitability

Exhibits financial management skills e.g., ability to analyze P&L statements and forecasting

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

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

Keeps GSOs updated on all property news and account production and seeks assistance to bring customers to see the property

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

Creates campaigns and promotional offers that use brand messaging and highlights product differentiators in an effective presentation

Focuses on revenue-producing activity and maximizes selling time by dedicating over 50% work time on direct sales efforts

Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs

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

Qualification

Business travel experienceYield management experienceSales techniquesCustomer service skillsBusiness writing skillsProblem-solvingTime managementRelationship buildingEffective communication

Required

Minimum of high school diploma or equivalent

Four years business travel and travel industry experience, with 1 year successful supervisory leadership experience

Requires knowledge of general sales techniques

Requires yield management experience

Requires highly developed customer service skills

Requires ability to hear, speak, read and write English fluently

Requires 12th grade level mathematics, spelling and reading skills

Requires effective business writing skills

Must be able to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment

Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions

Understand and follow verbal/written instructions

Work on more than one task at a time

Develop strong internal and customer relationships

Set and manage priorities and plan activities in advance

Solve problems and make sound business decisions

Respond to coaching, feedback and training

Strong and effective sales skills