• Director, Global Accounts - Incentives

    Job Locations US-TX-Dallas
    Posted Date 2 weeks ago(6/6/2018 12:37 PM)
    Requisition ID
    2018-26093
    # of Openings
    1
    Category (Portal Searching)
    Sales
  • Overview

    Omni Hotels and Resorts creates genuine, authentic guest experiences at 60 distinctive luxury hotels and resorts in leading business gateways and leisure destinations across North America. Omni Hotels is known for its exemplary culture, authenticity to the markets in which we operate, innovation and exceptional service.  Our commitment to career development has created tenure and loyalty that enables us to perpetuate our family atmosphere.

    Job Description

    Omni Hotels & Resorts is seeking a Director, Global Accounts - Incentives to join our Global Sales Team. This virtual / remote based position is perfect for someone with extensive experience working with incentive intermediaries. The purpose of this position is to develop and execute overall account management, strategic planning, and goal setting for Incentive Intermediaries. 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 these market segments, improved account revenue share, and increased customer value.

    Responsibilities

    Business Planning

    • Identifies customer requirements and expectations relative to regions 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.
    • Negotiates brand wide agreements and facilitates quarterly reconciliations.
    • Executes annual incentive sales mission with 7 hotels.
    • Organizes activities and resources in a manner that maximizes productivity and efficiency.
    • Executes tactical sales processes that support strategic plan.
    • 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 this segment and takes appropriate action to correct shortfalls versus the strategic plan.

    Account Management

    • Maintains 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 and coordinate high visibility of Omni Hotels at industry functions within this segment.
    • Assists with Incentive Customer Advisory Board meetings, bi-annually.
    • Attends industry events within this segment, including but not limited to IRF, SITE, and IMEX.
    • Assists Regional Director, Global Sales coordinate hosted buyers for IMEX

     

    Communication

    • Develops and delivers 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, working with both C Suite and Account Executive level stakeholders.
    • Works with Global Account Directors whose end users work with assigned incentive intermediaries.
    • Establishes relationships and collaboration with hotel partners.

    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

    • Director of Sales and Marketing, National Director of Sales or Global Account Director experience preferred, with a focus on incentive intermediary relationships
    • 2-4 years hotel operations experience preferred
    • College degree or equivalent experience
    • Proficient in use of Excel, Word and Salesforce tools

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