Global Account Director, Total Account Management (Finance)

Job Description Summary

The Global Account Director, Total Account Management is responsible for managing targeted, key corporate accounts within a defined group of B2B accounts. The role is accountable for developing key account plans for these top producers under management, maximizing market share, identifying and developing new key corporate accounts within their segment that fit the criteria for global account management. We are looking for motivated, independent, sales -professional with a successful track record within a global sales organization and demonstrated ability to build mutually beneficial complex customer relationships. The successful candidate will be extremely self-driven, possess excellent communication and customer-relations skills and have solid business acumen. The role is a remote position requiring frequent travel throughout the US.

The position has accountability for growing Sonesta's fair share of business from new and existing managed account portfolio. As key enablement tools, the candidate will successfully embed corporate initiatives and strategies that will increase Sonesta's visibility and improve year over year share of B2B business to Sonesta Hotels. The position requires a proactive approach and carefully crafted account plans to achieve desired results.

Environment

The job environment is fast paced and results oriented. The successful candidate will employ proactive measures to achieve the desired account and revenue objectives.

Job Description

Operational/Functional:

• Oversee and actively manage assigned accounts and preferred partnerships in the Business Travel and Group Segment via targeted customer facing meetings and opportunities.
• Effectively promote the Sonesta brand to corporate travel decision makers with managed travel programs.
• Be fully capable of utilizing primary online tools for RFP solicitation and negotiations including Lanyon, Prologic and Sabre. 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 all hotels in the system to maximize revenue opportunity
• Responsible for capturing transient and as relevant group business within all segments specific to assigned accounts.
• Develop brand level presentations, submit proposals and guide hotels on the development of contracts.

Strategy and Planning:

• Function as the "voice of the customer" to represent customer insights to key corporate personnel and Sonesta senior leadership.
• Ability to set up and lead customer business reviews working; collaborating with other GSO Directors and Hotel teams as appropriate.
• Implement strategic account management: utilize all available sales resources to develop multiple contacts, research various divisions/departments within an organization for full account qualification.
• Identify research and develop an account development plan to expand existing base of key accounts to enhance global sales revenues by expanding Sonesta's existing customer base within the Business Travel Sales Segment and the prospecting of new leads.
• Develop Strategic Partnership initiatives with key companies to drive incremental revenue and share of business to Sonesta Hotels.
• Having a deep knowledge of customer procurement strategies, structure, businesses, and synergies in alignment with Sonesta.
• Develop strong working relationships with Sonesta International Hotel DOSMs and Business Travel and Group Sellers to ensure collaborative management approach and seamless interactions with customers.
• Understand hotel positioning and strategies as relate to key accounts under global management.
• Customize and effectively socialize Sonesta's value proposition to meet the needs of the Business Travel Buyer and Group Buyer.
• The successful candidate has a clear understanding of on and off property sales efforts and has the ability to optimize his/her efforts to activities that will yield the greatest return.

Financial Management:

• Manage and Optimize annual revenue goal and to achieve YOY key account revenue growth (room nights, ADR and revenue).
• Partner with Group Third Party Lead and TMC lead to maximize account production/performance.
• Ability to work with Revenue Management to provide guidance on global pricing for customers under management and to share information related to customer feedback on future year expectations.

Interact with outside contacts:

• Oversee designated portfolio of managed accounts, strategic relationships in the B2B space and represent Sonesta in key industry associations
• Acquire new accounts that fit the hotel portfolio and drive incremental impact
• Manage TMC relationship as it relates to corporate accounts
• Promote and reposition the Sonesta brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta.
• Promoting and repositioning the Sonesta brand to corporate travel decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta International relative to account level results.
• Present company value proposition to all level of decision makers, be comfortable with presenting at a minimum at a VP level but at the C-Level where opportunity arises.
• Ensuring client and hotel satisfaction by facilitating positive, long-term relationships with both customers and Sonesta Hotels International.
• Network at key industry events and trade shows.

Accountability:

• Responsible for individual performance and incremental contribution to Sonesta hotels.
• 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.

Leading with Passion

• Function as the Voice of the Customer to represent customer insights to key corporate personnel and Sonesta senior leadership.
• Utilize and collaborate with resources across different departments within the corporate office as appropriate.
• 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.
• Supporting team efforts by participating in cross-functional projects as needed in a SME (subject matter expert role)
• Celebrate individual and team success.
• Maintain a positive, "can do" attitude and a versatile approach to change.

A candidate for this position must possess the following applicable knowledge, skills and abilities and be able to demonstrate and provide applicable examples to support their competencies therein.

• Bachelor's degree (or equivalent experience)
• 4-8 years of property level sales experience, or 2-5 years' experience in a National Sales/Global Sales role with responsibility for Business Travel sales.
• A successful track record of sales success and account development.
• Multi-brand hotel experience a plus.
• Must possess the ability and willingness to travel 40% of the time.
• Excellent oral and written communication skills.
• Excellent organization skills.
• Possess selling skills that are transferable to multiple segments within the hotel industry
• Appropriate professional appearance and demeanor.
• Ability to deliver presentations in a concise, well-organized manner.
• Proficient at statistical and competitive analysis, solid experience using Hotelligence 360o and ability to obtain and review customer RFP documents.
• Proficient in Microsoft Word, Excel and PowerPoint.
• Demonstrates good working knowledge of job-related processes and systems (i.e. IT systems specific to sales, like Sales Force and Delphi. Knowledge of distribution channels used to source transient business today (Lanyon, Prologic, Sabre).
• Valid driver license, passport, serviceable automobile, proof of insurance and approved to work in USA
• Position is remote/home based, requiring a dedicated home office. Experience working remote preferred.

Additional Job Information/Anticipated

Pay Range

$110,000 to $135,000. Base pay offered may vary depending on various factors including but not limited to job related knowledge, skills, and job specific/overall experience.

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

• 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

Sonesta is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.