CAREER OPPORTUNITIES & LEADERSHIP

Director of National Account Sales

Lead strategic national account management, drive revenue expansion, and cultivate key buyer relationships across our portfolio of luxury hospitality destinations.

OCC CODE:C10840

LEVEL:Front Line Leader

FUNCTIONAL FAMILY:Sales & Marketing

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EXECUTIVE SUMMARY

Strategic Account Management & Portfolio Revenue Growth

Manages and provides dedicated account management support to a targeted portfolio of national accounts. Builds and maintains enduring business relationships with key decision-makers by applying strategic account management principles to achieve market share targets. Leverages brand portfolios, custom products, and value creation strategies to maximize profitable share and total account penetration.

QUALIFICATIONS & EXPERIENCE

Candidate Profile

Required Qualifications

Mandatory Background

2-Year Degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major with 3+ years of professional experience in hospitality sales and marketing; OR
4-Year Bachelor's Degree in Business Administration, Marketing, Hotel & Restaurant Management with 2+ years of progressive experience in sales and marketing.

Preferred Competencies

Desired Expertise

Total Account Management (TAM) experience in multi-property or chain scale environments.
Proven track record in luxury hospitality sales and corporate account solicitation.
Fluency in written and spoken English and local business languages.
Expertise in Opera Sales & Catering (S&C) or equivalent enterprise CRM platforms.
Demonstrated success in RFP negotiation, group business, and extended stay contracting.

RESPONSIBILITIES & SPECS

Core Work Activities

Supporting the National Sales Team vision by executing transactional sales excellence across key pillars.

Sales & Account Management

•Develops and implements overall account strategies to achieve target revenue goals.
•Penetrates assigned accounts for group, transient, extended stay, and catering business.
•Identifies key decision-makers and articulates financial benefits of proposals to buyers.
•Maintains accurate customer data and opportunity pipelines in Opera Sales and Catering.

Revenue Generation

•Relates customer needs directly to property capabilities and pricing strategies.
•Collaborates with Revenue Management to support in-market pricing & RFP strategies.
•Executes proactive sales calls, entertainment, trade shows, and familiarization ("fam") trips.
•Quantifies business impact for both client and hotel portfolio to drive bookings.

Value Creation & Service

•Anticipates customer requirements and delivers value-added products for long-term loyalty.
•Acts as customer advocate and local service guarantee at every touchpoint.
•Positions self as Subject Matter Expert on market dynamics, competitors, and trends.
•Executes brand customer service standards and ensures 100% resolution of client needs.

Market Integration & Leadership

•Monitors and adapts account sales strategies as market conditions fluctuate.
•Facilitates educational alignment between National Sales Team and property leadership.
•Supports regional property in-market needs and pulls through market strategy.
•Fosters strong internal cross-departmental relationships with hotel general managers.

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