Director of National Accountants & Conference Services

Valor Hospitality Partners • Cloudland Rising Fawn, GA

6d • Hybrid

About The Position

The Director of National Accounts and Conference Services leads the full lifecycle of large group business at the hotel — from proactive sales solicitation and account development through conference planning, execution, and service recovery. Operating with scope similar to an Executive Meeting Manager but focused on larger-scale group business, this role personally solicits, books, plans, and services groups of 60 or more guest rooms on peak nights in the corporate meeting segment, while providing leadership and direction to a team of Conference Service Managers who report directly to this position. The Director identifies objectives, strategies, and action plans to exceed revenue targets, grow market share, secure new national account business, and deliver flawless event execution that meets or exceeds client expectations and hotel profitability goals.

Requirements

• Two- to four-year college degree or equivalent education/experience.
• Prior experience in a hotel sales and/or conference services leadership role, including direct supervision of others, strongly preferred.
• Extensive knowledge of negotiating principles and practices within group sales, catering sales, food and beverage, and sales procedures associated with the hotel industry.
• Demonstrated ability to solicit, book, and service large group business (60+ peak room nights).
• Ability to perform critical analysis and manage a wide range of information across sales pipeline and event execution.
• Proven ability to lead, delegate, and develop a team; manage manpower and organize complex projects; establish priorities consistent with department and hotel objectives.
• Knowledge and effective use of Amadeus/Delphi system for creation of contracts, BEOs, resumes and CRM.
• Excellent oral, written, and presentation skills sufficient to produce sales and marketing communication that properly reflects the brand image; listens effectively.
• Communicates information and hotel services professionally and positively to guests, management, and fellow associates.

Responsibilities

• Proactively identify, solicit, and close new group and national account business (60+ peak room nights) through outbound sales calls, networking, site inspections, and industry events.
• Develop and maintain relationships with key national accounts across assigned market segments to maximize share, revenue, and profitability.
• Utilize data, trends, and CRM insights to build strategic account plans aligned with market demand and revenue objectives.
• Continuously prospect to expand the customer base and generate qualified leads in both local and national markets.
• Negotiate contracts, room blocks, and group terms in accordance with hotel policy and revenue strategy.
• Partner with meeting planners from booking through event execution to design and execute successful events that meet client objectives and align with hotel standards.
• Oversee coordination of all aspects of assigned groups, including guest room blocks, meeting and banquet space, audiovisual needs, menus, décor, and transportation.
• Ensure the timely creation and distribution of detailed Banquet Event Orders (BEOs), group resumes, and internal communication tools that clearly outline event specifications for operational teams.
• Ensure flawless communication of event details across departments — including Banquets, Culinary, Front Office, and Engineering — to guarantee seamless delivery.
• Directly manage, coach, and develop a team of Conference Service Managers, setting clear performance expectations and providing ongoing feedback.
• Review and approve team members' BEOs, group resumes, and client-facing communications to ensure accuracy and consistency prior to distribution.
• Delegate account and event responsibilities appropriately, balancing team workload against booking pace and group complexity.
• Conduct regular one-on-ones and team meetings to align on priorities, resolve issues, and share best practices.
• Support the hiring, onboarding, and professional development of Conference Service Managers.
• Serve as the primary point of contact for national accounts and assigned clients from initial solicitation through post-event follow-up.
• Conduct site visits, presentations, and client entertainment to strengthen relationships and drive conversion.
• Conduct pre-conference meetings to review event logistics, introduce key hotel personnel, and confirm all details.
• Provide on-site support during events as needed to ensure guest satisfaction and immediate resolution of issues.
• Conduct post-conference evaluations with clients to gather feedback, address concerns, and identify opportunities for future business.
• Maximize event and account profitability through effective upselling of menus, enhancements, room upgrades, and ancillary services.
• Oversee accurate group billing, ensuring timely and complete posting of charges, review of banquet checks, and preparation of final invoices for assigned groups.
• Track attrition, cancellation fees, and other revenue-impacting items in accordance with contractual terms.
• Produce accurate monthly reports, forecasts, and account action plans that clearly communicate progress toward revenue goals.
• Maintain awareness of budget goals and contribute directly to departmental and hotel-wide revenue targets.
• Partner with Revenue, Marketing, and Operations teams to optimize rates, promotions, and packages across assigned segments.
• Participate in weekly strategy meetings, pipeline reviews, group pick-up meetings, pre-conference briefings, and post-event reviews.
• Maintain ongoing communication with Sales, Revenue, and Operations teams to ensure smooth transitions from booking to service.
• Champion cross-departmental collaboration and represent the hotel and brand with professionalism at networking functions, trade shows, and community events.
• Maintain accurate, organized client information, account histories, and event documentation in the CRM system (e.g., Delphi, Amadeus).
• Ensure compliance with all hotel policies, brand standards, and safety procedures across the sales and conference services team.
• Protect financial assets through proper control measures and oversight of billing, contracts, and account documentation.
• Stay informed on industry trends and best practices to continuously enhance service delivery and sales strategy.
• Serve as Manager on Duty (MOD) as assigned, ensuring consistent leadership presence and operational oversight.

Benefits

• Competitive Salary
• Daily Pay!
• Team Member Hotel Discount Program
• Uniforms Provided for most positions
• Benefits - Health, Dental, Vision, Life Insurance, and other supplemental options
• Paid PTO
• 401k with employer match
• Food and Beverage Discounts
• Tuition Reimbursement

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: Associate degree