Manager, Global Sales - Sports Market

Job Description Summary

Reporting to the Global Account Director, Sports, Group the Global Account Manager is responsible for growing the groups, room blocks and the meetings segment through strategic partnerships with key Sports Organizations and appropriate, Third Party/Intermediary and Associations. They are responsible for developing account plans and market strategies, to maximize share of B2B business for Sonesta Hotels. They will work closely with their director and the Global Director of Group Sales to drive market share in the competitive sports market.

We are looking for a motivated sales-professional with a successful track record within a global sales organization or a regional sales capacity for a branded hotel company with demonstrated ability to build mutually beneficial complex customer relationships. This candidate should have extensive knowledge and experience with Sports Travel (including amateur, collegiate and professional) as well as in depth knowledge and established relationships with key accounts and third-party travel companies. 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 is specifically focused on establishing strategic partnerships and preferred status with key organizations and market segments listed above. The role requires the ability to think outside the box to find creative solutions to promote Sonesta Hotels to meeting planners and Buyers.

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.

The job environment is fast paced and results oriented. The successful candidate will employ proactive measures to achieve the desired account and revenue objectives. The role is collaborative with on property sellers and leaders.

Job Description

Operational/Functional:

• Develop effective group presentations that articulate the value proposition of Sonesta Hotels.
• Manage the RFP Process for Groups and Meetings with respect to relevant accounts within a managed portfolio.
• Maintain timely and clear communication with internal and external customers. Grow relationships at the appropriate levels, both internally and externals (hotels and customers) to enable the development and advancement of sales results.
• Clearly articulate visions, goals and benefits of Sonesta Hotels.
• Liaise with Hotel leadership as appropriate to development mutually beneficial agreements that yield favorable returns.
• Utilizes a proactive approach to selling and meeting segment objectives.
• Properly track and log activities and leads in Delphi for accurate reporting and data capture.
• Exercises an effective turnover of group leads to Hotels once business is confirmed.
• As the Global Lead will be the “go to” for all things related to Sports group travel.

Strategy and Planning:

• Function as the “voice of the customer” to represent customer insights to key corporate personnel and Sonesta senior leadership.
• Partner with Group Team in capturing and growing market share throughout the Meetings and Event Space at Sonesta.
• Candidate understands Strategic Meetings Management Programs (SMMP) and the ability to propose solutions that are mutually beneficial.
• Ability to set up and lead customer business reviews working; collaborating with other GSO Directors 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 a specific geographic territory 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 DOSMs and Business Travel Sellers to ensure collaborative management approach and seamless interactions with customers.
• Understand hotel positioning and strategies as relate to key accounts under global management.
• Ability to develop relationships at the Buyer and string influencer level. Customize and effectively socialize Sonesta’s value proposition to meet the needs of the Meeting Planners, their customers and end users.
• Ability to effectively track performance against success metrics and apply customized solutions to favorable outcomes.
• Apply a thoughtful approach to choosing the right events or Tradeshows to invest in.

Financial Management:

• Manage and Optimize annual revenue goal and to achieve YOY key account revenue growth (room nights, ADR and revenue)
• 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.
• Ability to negotiate a customized commission structure for favorable returns to Sonesta Hotels.
• Ability to track and effectively articulate ROI on Tradeshow and Meeting Planning investments.
• Interact with outside contacts:
• Oversee designated portfolio of managed groups and meetings accounts, establish strategic B2B relationships and represent Sonesta in key industry associations and events.
• Have existing strategic relationships at the Groups and Meetings level with several Organizations and Accounts with potential in Sonesta markets.
• 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 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.
• 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 producing and reporting on ROI on segment investments.

Leading with Passion

• Contribute positive energy within Sonesta Hotels.
• Demonstrate the ability to lead the sales efforts within the territory, with hotel participation, to increase overall revenue from all market segments. Seek input and opinions from all relevant parties and secure all facts prior to making decisions.
• Model proper selling techniques, effective development of others, and a commitment to the industry and to professional development.
• Interact on behalf of the Global Sales Team with the hotels throughout the portfolio to ensure a degree of visibility and leadership is demonstrated on behalf of the GSO. 
• Function as the Voice of the Customer to represent customer insights to key corporate personnel and Sonesta senior leadership.
• 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 Information/Anticipated

Pay Range

Pay Range: $105-$125k. Base pay offer may vary depending on various factors, including but not limited to job related knowledge, skills, and 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.