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Director, Global Accounts - Global Sales Office, Washington DC

Director, Global Accounts - Global Sales Office, Washington DC

Requisition ID 
2017-18883
# of Openings 
1
Job Locations 
US-DC-Washington
Posted Date 
9/18/2017
Category (Portal Searching) 
Sales

More information about this job

Job Description

Purpose of this position is to develop and execute strategic sales and marketing plans against a defined Regional Market (all market segments). This person will maximize segment revenues for Omni Hotels & Resorts through direct sales, marketing and designated value add activities.  Knowledge of future company direction, goals and initiatives are imperative to success.   Success is measured through increased revenues from this region and market segments, improved account revenue share and increased customer value.

Responsibilities

Business Planning

  • Identifies customer requirements and expectations relative to region and segments
  • Uses resources and data to develop strategic plans to sell segments.  These plans will incorporate both customer expectations and company’s goals relative to revenue.
  • Understands Omni Hotels sales and business processes, supports corporate and hotel goals and contributes the enhancement of customer value.
  • Executes tactical sales processes that support strategic plan.
  • Organizes activities and resources in a manner that maximizes productivity and efficiency
  • Focuses on personal sales efforts to achieve maximum revenue return from Key Accounts.
  • Develops and supports the design of products and services that deliver unique customer value.  Has the ability to proactively identify customer business requirements and craft customer offers, which leverage the full strength of all Omni Hotels business needs.
  • Monitors achievement objectives for the region / segments and takes appropriate action to correct shortfalls versus the strategic plan.

Account Management

  • Maintains regional / segment key Accounts to increase customer satisfaction and overall account share and revenue.
  • Achieve or exceed set individual and team revenue goals that support attainment of company targets.
  • Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
  • Articulates the financial benefits of Omni Hotels.  Solutions to close sales opportunities.
  • Prepare and manage an annual budget for travel and other business expense.
  • Grow relationships at the appropriate levels, both internally and externally that enable the development and advancement of sales initiatives.
  • Assure high visibility of Omni Hotels at industry functions within geographic region.
  • Coordinate all aspects of trade show participation for shows within geographic region.

 

Communication

  • Develops effective presentation (orally and written) where ideas, opinions, recommendations and conclusions are easy to understand.
  • Maintains communication with Key Accounts.  Understands brand performance, customer issues and trends.
  • Clearly articulates vision, goals, initiatives and expectations for Omni Hotels.
  • Promotes and provides leadership in fostering property sales / national sales synergies.

Qualifications

Basic Skills & Requirements

  • Account Planning Skills.  Identifying and understanding account potential and the ability to set mutual Omni / Customer expectations
  • Management of the customer decision and relationship process
  • Ability to communicate issues and concerns at all level of the organization
  • Ability to direct and lead activities through internal and external resources
  • Strong interpersonal skills and the ability to work in a team oriented environment
  • Business Planning skills and budget management skills
  • Ability to scan and assess the competitive arena as it relates to region and segment to refine/improve customer value proposition.
  • Creative and strategic skills.
  • Ability to manage multiple priorities and reprioritize when necessary
  • Financial analysis skills.  Ties strategies and planned actions and results
  • Strong statistical analysis and business case development
  • Communication skills including group presentations, written and oral.
  • Team management skills including participation, engages in difficult issues, and effectively influences non-direct reports.
  • Strong understanding and expertise in the sales process.
  • Administer monthly P&L and annual budget
  • Review and evaluate Account Deployment and coverage by team

Qualifications

  • 2-4 years hotel operations experience preferred
  • Director of Sales and Marketing, National Director of Sales or Global Account Director experience preferred
  • College degree or equivalent experience
  • Proficient in use of Excel, Word and access database tools