Senior Director, Global Sales

Newton, MA, United States

Job Description Summary Reporting to the VP, Global Sales, the Senior Director of Global Sales will be responsible for strategic leadership of various vertical segments and global accounts through overarching strategies. Partnering with the Senior Director of Global Sales, Transient Sales, and VP of Global Sales to drive topline revenue and market share growth.This individual leads the team to achieve defined revenue targets and KPI’s through strategic account growth, business development, brand programs, best practices, and modern selling, leading a remote sales organization.Direct experience in large and strategic account management is required, with a successful track record within a global sales organization and demonstrated ability to teach, tailor and take control of high-level negotiations. The successful candidate will be extremely self-driven, possess excellent communication and customer-relations skills and have a refined business acumen. The role is a remote position requiring frequent travel throughout the US.EnvironmentThe 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 Job Description Fully capable of utilizing business intelligence and data analytics tools, leading the conversation with internal stakeholders on technology investment decisions.

Fully capable of utilizing primary online tools for Lead Generations and Response facilitating solicitation and negotiations including Lanyon, Cvent and Sabre. Lead the conversation on process, tools, and structure of B2B sales support.

Own the B2B managed account list process.

Approve brand level presentations, proposals and guide corporate operations on impacting initiatives and competitive brand standards.

Strategy and Planning: Function as the “voice of the customer” to represent customer insights from key clients and with Sonesta Team members.

Establish the format, reporting and objectives for customer business reviews.

Establish account plan formats to expand existing base of key accounts to enhance global sales revenues by expanding Sonesta’s existing customer base within Sales Segments and the prospecting of new leads.

Having a deep knowledge of customer procurement strategies, structure, businesses, and synergies in alignment with Sonesta.

Develop strong working relationships with Sonesta International Hotel RSDs, DOSMs and Property Sellers to ensure collaborative management approach and seamless interactions with customers.

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.

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.

Accountability: Responsible for the team performance and incremental contribution to Sonesta hotels.

Responsibly collaborate with internal stakeholders and 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.

Responsible for achieving the desired ROI within different organizations including travel organizations and partners like GBTA, MPI, IMEX, BTN, TMC/Consortia and Third-Party opportunities.

Responsible for recruiting, supervising, training & motivating employees.

Ensure team members receive proper training applicable to their position.

Responsible for monitoring, measuring, and recognizing performance management of team members who directly report to the role

Support, comply, and promote company initiatives, policies, and guidelines

Handle employee issues in a professional, thoughtful, and timely manner.

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.

Additional Job Description 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 multiple sales segments/accounts.

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 organizational 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 360/Demand 360, Delphi, Salesforce and Cvent 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.

The position is remote/home based, requiring a dedicated home office. Experience working remote preferred.

Additional Job Information/Anticipated Pay Range 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

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

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