Corporate Director, Southwest Group Sales (GSO)

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Corporate Director, Southwest Group Sales (GSO)

SUMMARY

Working inside the Montage Global Sales Organization, the Corporate Director is responsible to prospect, establish and grow a broad base of group accounts that enable the portfolio and individual business units to meet and/or exceed set revenue goals.  This position is designated for a seasoned sales professional who has demonstrated consistent high performance and strong revenue production as well as tenured relationships with companies located within the designated geographic as well as any assigned vertical markets. 

As a true Corporate Director, this individual will promote and implement best-in-class strategy and relationship building techniques to further strengthen Montage and Pendry as the leaders in luxury hospitality.

ESSENTIAL FUNCTIONS

• Work diligently to develop and maintain knowledge of macro and micro market trends, competition, and customers.
• Travel up to 50% of the time is an expectation of associate availability and responsibility in this role.
• Be based in-market
• Be viewed as a market and segment expert in the assigned group field as well as the overall MICE marketplace

• Solicit new and existing accounts to meet/exceed revenue goals through telephone and email solicitation, in person sales calls, site inspections (as necessary to attend), signature events, and trade shows.
• Attend and participate in leading organization of industry trade shows, community events and meetings.
• Prepare correspondence to customers, internal booking reports and file maintenance.
• Participate in pre-convention meetings (as requested/necessary), training and other sales-related meetings as required. 

• Partner with the sales leaders at individual hotels and other GSO associates to evolve the global sales operations framework and function and keep pace with rapidly changing and growing business needs.  Understand various business needs of hotels based on size, market needs, and adjust client outreach accordingly.
• Drive continuous improvement of key processes (e.g. forecasting, opportunity management, quoting, lead management, etc.)
• Lead and participate in special projects and teams to drive business objectives, best-practice sharing and process standardization
• Measure and analyze data and drive sales analysis activities that are aligned with our global business and growth strategies
• Provide analytical support and counsel to improve strategies, coverage models and territory configurations to maximize sales effectiveness

• Prepare weekly, monthly, quarterly, and annual reports as required as well as host monthly call with hotel sales managers deployed against the market
• As needed, assists in the preparation of forecasting/re-forecasting hotel revenue objectives using complex knowledge of market intelligence
• Develop relationships and build the network of internal and external subject matter experts to fulfill financial needs of all MI hotels and resorts
• Organize & lead strategic business reviews with customer base to review production, develop consensus on short- and long-term initiatives, and identify new growth opportunities
• Plan & attend in-market Sales Missions / tradeshows / FAMs to further penetrate share with external stakeholders.

QUALIFICATIONS

• Bachelor’s Degree preferred.
• 5-7+ years prior luxury hotel sales or related experience required
• Requires excellent communication skills, both verbal and written.
• Must be proficient, including, but not limited to, use of Microsoft Office, Amadeus (Delphi) and an ability to quickly adapt to new technology.
• Ability to create and manage a travel budget; ownership of an event P&L to ensure that very high-quality events are executed on time and within expected costs.
• Extensive knowledge of sales and an outstanding network of connections/clients within assigned geographic market
• Ability to assess/evaluate Associates’ performance fairly.
• Ability to lead an internal team while traveling and in-market
• Extensive knowledge of revenue management and a keen understanding of responsibility to both the needs of the client AND the hotel.
• Extensive knowledge of luxury hotel industry and property specific competitive markets both in traditional luxury and contemporary luxury, resort and city knowledge preferred.
• Ability to analyze data and establish appropriate action plans.
• Actively participates in prescribed sales training
• Develops, energizes and helps lead a motivated, competent and cohesive team assigned as part of the market (i.e. proven leader in sales)

PHYSICAL REQUIREMENTS 

Must be able to sit at a desk for at least 5 hours per day. Walking and standing are required the rest of the working day. Must be able to lift up to 15 lbs. occasionally. Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.

We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.