Director of Business Travel

Sonesta Hotels•Miami Beach, FL

6d•Onsite

About The Position

We’re Sonesta International Hotels. The 8th largest hotel company in the U.S.—and growing fast. An epic blend of full-service and focused hotels in major cities, Sonesta’s uniquely diverse portfolio of owned, managed, and franchised properties makes us everywhere you want to be. Driven by the human side of hospitality, we deliver service with passion, loyalty with purpose, and experiences that truly connect. Together We Thrive—bringing quality, value, and amazing hospitality to every guest, every stay, across 1000+ properties in eight countries and counting. The Director of Business Travel (DBT) operates on-site to execute the sales strategy for two hotels, specifically Nautilus Sonesta Miami Beach and Sonesta Ft. Lauderdale Beach. The DBT executes the sales strategy of the hotel, as defined by the Sales Leadership Team, to ensure that occupancy, average daily rate and market share goals are achieved. This includes creating and implementing specific account and/or segment based sales strategies and tactical plans. Production results will be monitored and adjusted to current market conditions to stay nimble and react advantageously to competitors. The DBT will work directly with management to identify specific strategies and tactics to drive revenue according to the hotel’s seasonal demand. The Director will monitor production results and adjust strategies based on current market conditions to remain competitive and responsive to changes in the market landscape. In this capacity, the Director of Business Travel will manage a select group of B2B and local accounts, serving as a trusted advisor to both internal and external clients. The position requires a proactive approach to optimize fair share delivery to Sonesta Hotels, with responsibilities that include handling business travel (BT) duties for clustered hotels, acting as the primary contact for all BT accounts, and managing various market segments such as wholesale, consortia, and government markets. The role also necessitates participation in tradeshows and market solicitation activities, with mandatory in-market sales activity every four weeks. The ideal candidate will be a motivated and independent sales professional with a proven track record in a global sales organization. They should possess excellent communication and customer relations skills, along with strong business acumen. The position demands a focus on embedding corporate and local initiatives that enhance Sonesta's visibility and improve year-over-year share of B2B business. The Director will be measured on their ability to collaborate effectively with various stakeholders, including leadership, revenue management, and regional sales teams, to achieve desired revenue objectives in a fast-paced and results-oriented environment.

Requirements

Proven experience in management and sales within a global sales organization.
Strong product management skills and senior-level experience in business travel sales.
Excellent communication skills, both verbal and written.
Ability to analyze market conditions and account-specific data to adjust strategies accordingly.
Experience with online tools for RFP solicitation and negotiations, such as Lanyon, Prologic, Sabre, and Delphi FDC.
Strong business acumen and ability to build complex customer relationships.

Responsibilities

Execute the sales strategy for Nautilus Sonesta Miami Beach and Sonesta Ft. Lauderdale Beach.
Create and implement specific account and/or segment-based sales strategies and tactical plans.
Monitor production results and adjust strategies based on market conditions.
Manage a select group of B2B and local accounts for the defined cluster of hotels.
Serve as a trusted advisor for internal and external clients to optimize fair share delivery to Sonesta Hotels.
Handle all BT responsibilities for clustered hotels and be the point of contact for all BT accounts.
Represent the hotels at tradeshows and market solicitation activities.
Conduct on-site inspections and perform outside sales calls to develop leads.
Manage and negotiate account details and contracts, ensuring all aspects are documented.
Utilize Salesforce daily to manage and update account information.
Formulate and submit sales proposals to prospective customers in various settings.
Partner with operations departments to ensure full participation in servicing accounts.
Analyze sales statistics with leadership to determine sales potential and goals.
Develop a sales plan addressing new business development and strategic alliances.
Lead customer business reviews on a quarterly basis and collaborate with other teams as needed.
Manage and optimize annual revenue goals and achieve year-over-year key account revenue growth.