Director of Business Travel and Luxury Sales

Sage Hospitality Resources, LLP•Chicago, IL

67d•$70,000 - $85,000

About The Position

Iconic architecture, a thriving culinary scene, beautifully landscaped public spaces, and an array of museums are just part of what draws visitors to the Windy City. At The Ritz-Carlton, Chicago, a luxury hotel set atop Water Tower Place in the historic Gold Coast, guests will have every chance to explore the city, from shopping along Michigan Avenue to viewing famous works at the Art Institute. Yet with our hotel's spa, rooftop lounge, locally inspired restaurant, indoor lap pool and spacious accommodations overlooking the city, guests may not want to leave the premises. Recognized as the gold standard of hospitality, The Ritz-Carlton selects only the most passionate and skilled hospitality professionals. As one of our Ladies and Gentlemen, you will reflect the values that make us the world's finest luxury brand. Here, in a diverse environment where individual aspirations are fulfilled and quality of life is enhanced, you will be inspired to work alongside your fellow employees to bring special moments to life for our guests and each other. Job Overview Actively sells and leads business travel and travel industry team to meet and exceed revenue goals by developing new accounts and growing existing hotel accounts with a profitable and win-win selling approach. Manages accounts with corporate travel throughout the year and negotiates rates for those accounts which travel on a consistent basis. The Director will also manages travel industry and wholesale accounts that book both business and leisure travel. The Director and their team are responsible for managing the relationship of corporate and travel industry accounts located locally and nationally and working with the Hotel brand channels. The primary intent is to drive revenue for the hotel in all transient business and leisure segments.

Requirements

Minimum of high school diploma or equivalent. Bachelor's degree preferred.
Four years business travel and travel industry experience, with 1 year successful supervisory leadership experience.
Requires knowledge of general sales techniques.
Requires yield management experience.
Requires highly developed customer service skills.
Requires ability to hear, speak, read and write English fluently.
Requires 12th grade level mathematics, spelling and reading skills.
Requires effective business writing skills.
Must be able to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.
Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions.
Understand and follow verbal/written instructions.
Work on more than one task at a time.
Develop strong internal and customer relationships.
Set and manage priorities and plan activities in advance.
Solve problems and make sound business decisions.
Respond to coaching, feedback and training. Strong and effective sales skills.

Responsibilities

Ensures team is proactively prospecting and soliciting, working all accounts to produce the highest greatest amount of revenue possible in line with yield management practices, providing a high level of service to build strong relationships and repeat business, and ensuring that deadlines for RFPs, contracts and client needs are met promptly.
Leads by example and holds team accountable for goals and revenue production, creative selling strategies and wow site inspections.
Produces reports on a timely basis.
Positive interaction and providing information to other hotel departments to ensure smooth customer service experiences and delivering on promises.
Ensures team and self to achieve a minimum of 90% of productivity goals and 100% of activity goals, as established by management.
Participants in revenue management discussions and stays aligned with hotel's overall goals.
Shows initiative, proactive approach and can work independently.
Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.
Key account management: maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
Strategically works with GSOs to ensure maximizing opportunities to communicate with travel managers, agents and travelers with new and existing accounts.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions.
Understands the overall market - competitor's strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
Captures competitor's accounts through networking, research and Hotelligence reports in order to target and solicit those most probable to generate new business. Acquires referrals from existing accounts: Follows up on all leads within 24 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other Sage hotels.
Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts.
Continually targets and prospects for new business through telemarketing, individual creativity and innovation.
Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance.
Works closely with Revenue Manager and Director of Sales and Marketing to set rates and create packages to meet hotel revenue goals.
Understands revenue management functions and account profitability.
Exhibits financial management skills e.g., ability to analyze P&L statements and forecasting
Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner. Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.
Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner.
Keeps GSOs updated on all property news and account production and seeks assistance to bring customers to see the property.
Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.
Creates campaigns and promotional offers that use brand messaging and highlights product differentiators in an effective presentation.
Focuses on revenue-producing activity and maximizes selling time by dedicating over 50% work time on direct sales efforts.
Professionalism: Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.
Represents themselves, the hotel and Sage Development Resources, Inc. with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times. Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel. Displays a neat, clean, and business-like appearance at all times.