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Kessler Collection · 1 day ago

National Sales Director

Orlando, FL

Full-time

Hybrid

Lead/Staff, Director/Executive

5+ years exp

Kessler Hospitality is a portfolio of artistically inspired boutique hotels, and they are seeking a National Sales Director to generate group, banquet, and catering revenue opportunities. The role involves developing new key accounts and partnering with hotel-level sales teams to achieve sales goals across the Kessler Collection portfolio.

CommunitiesLeisureLifestyleReal EstateTravel

Responsibilities

Fully develop Key Market Segments (Group and Related Banquets/Catering as primary) through the identification/solicitation of key accounts that will yield incremental group or banquets/catering revenue opportunities

Develop and implement sales action plans & sales activity/travel calendar designed to best penetrate key accounts (both existing & target) to achieve revenue targets or goals across Kessler Collection properties

Research, identify, and engage potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings /presentations with clients that will keep the hotels’ pipeline consistently full of opportunities

Further to the above, engage with Marriott Global and Area Sales representatives to ensure Kessler Collection properties are top of mind for appropriate opportunities, frequently engaging with each Marriott seller to establish and execute account level action plans that drive awareness and consideration

Identify and qualify potential prospect key accounts, promote Kessler Collection hotels to earn new opportunities, and forge client relationships through participation in industry tradeshows, concentrated sales blitzes/calls and other sales initiatives

Promote all Kessler Collection properties and proactively present revenue opportunities that effectively cross sells each property

Closely monitor production and lead volume of defined vertical markets/accounts and evaluate all group/catering trends, recommend, and implement strategic changes as needed to positively impact top line revenue

Maintain a complete database of key accounts/contacts in each vertical market/territory assigned

Partner with hotel teams and commercial leaders to negotiate favorable contract terms/conditions and measure effectiveness of secured business

Maintain key account relations, brand Global Sales network relations, trade relations, industry relations and property staff relations

Engage, in property sales leaders, with CVBs and tourism districts (as needed) to help establish hotels within their respective submarkets

Actively participate in above property sales strategy meetings and business reviews – as determined by your Corporate Director of Sales

Develop and implement sales plans encompassing market analysis, account opportunities, short- & long-term goals, strategic initiatives, and measurable outcomes

Submit Quarterly Sales Action/SMART Plans & new business development goals/targets

Track and grow production of new accounts

Participate in sales development training that help support defined markets/accounts

Other duties, projects, or assignments as determined by your Corporate Director of Sales

Qualification

Sales solicitationContract negotiationKey account managementHotel operations knowledgeMicrosoft OfficeProfessionalismData evaluationProblem solvingRelationship building

Required

Ability to work in a remote environment; including frequent travel to visit key accounts may be required

5 or more years of related experience in sales work at a full-service hotel(s) preferred

Must have experience in sales solicitation, contract closing, site inspections/visits with clients, setting up fam trips and contract negotiations

Ability to maximize efforts towards productivity, identify opportunity areas and assist in implementing solutions

Ability to perform in a manner that always demonstrates professionalism

Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary

Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives

Have working knowledge of all hotel operating departments

Must be able to maintain confidentiality of information

Established relationships with brand Marriott Global and Area Sales representatives, direct buyers, group intermediary partners, etc. strongly preferred

Proficient in Microsoft Office including Excel, Word, PowerPoint, and Outlook; strong preference with experience in Marriott systems such as but not limited to CI/TY, GXP and Sales ARM, etc