Director of National Accounts

Sun Hill Properties Inc.• Los Angeles, CA, US, CA

11h•$95,000 - $105,000•Onsite

About The Position

The Director of National Accounts is responsible for driving revenue through the strategic acquisition and management of sales strategy to drive group room revenue, meetings, conferences, and events in the association and pharmaceutical/bio medical markets. This position develops and maintains strong relationships with association clients, identifies new business opportunities, and manages the sales process from prospecting through contract execution. Such a role partners with Sales, Catering, Revenue Management, and Operations to maximize revenue opportunities, achieve established sales goals, and ensure exceptional client experience while meeting or exceeding the hotel’s overall profitability objectives.

Requirements

Bachelor’s Degree preferred.
5+ years of hotel sales experience, with proven success in managing and securing National Association accounts.
Existing relationships with association executives, meeting planners, and organizations strongly preferred.
Excellent written and oral communication skills with the ability to negotiate, convince, sell, and influence prospects and hotel guests.
Advanced knowledge of the sales and hospitality principles and practices.
Sales-oriented writing techniques and strategies for correspondence, i.e. letters, reports, proposals, and contracts.
Ability to maximize impact, maintains interest, and establishes a rapport with your audience when conveying information.
Ability to proactively prioritize needs and effectively manage time and resources.
Understanding the positioning of the hotel, services provided, and how the hotel can meet the needs of clients.
Must possess computer skills, including, but not limited to, Microsoft Outlook and Office, Delphi Fdc, OnQ Solicitation, Cvent, and Meeting Broker.
Brand experience is a plus.

Nice To Haves

Existing relationships with association executives, meeting planners, and organizations strongly preferred.

Responsibilities

Develop and implement proactive sales strategies to secure new and repeat business.
Develop, and maintain relationships with national associations, professional societies, trade organizations, and their meeting planners to generate group room nights, meetings, conferences, and catering revenue for the hotel.
Serve as a strategic relationship leader for key association accounts, representing the hotel at industry events, association conferences, client meetings, and sales missions.
Develop and execute an annual business plan focused on the national association market.
Identify new association accounts and opportunities through market research, networking, referrals, industry databases, and existing relationships.
Develop and maintain strong relationships with association executives, meeting planners, third-party planners, and destination management partners.
Manage a portfolio of key national association accounts and develop strategies to increase production and loyalty.
Solicit and secure association conferences, conventions, annual meetings, board meetings, educational programs, and specialty events.
Conduct proactive sales calls, virtual presentations, site inspections, client entertainment, and sales missions.
Respond to RFPs and develop compelling proposals that position the hotel competitively.
Negotiate rates, concessions, meeting space, food and beverage commitments, and contract terms within established hotel guidelines.
Maintain a strong pipeline of qualified association business and accurately forecast future room-night and revenue production.
Build relationships with national and regional associations whose meetings align with the hotel's location, facilities, and business strategy.
Understand association buying patterns, including annual rotations, citywide conventions, executive meetings, and multi-year booking cycles.
Identify opportunities to capture repeat annual meetings and establish the hotel as a preferred association destination.
Monitor competitor hotels, market trends, compression periods, citywide events, and association industry developments.
Partner with the Convention & Visitors Bureau, convention centers, destination partners, and other industry organizations to generate leads.
Attend and actively participate in association-focused trade shows, conferences, educational programs, networking events, and industry organizations.
Represent the hotel at industry events such as ASAE, PCMA, MPI, regional association meetings, and other relevant industry programs.
Develop a strong professional network among association executives and meeting professionals.
Participate in hotel sales blitzes, client events, familiarization trips, and destination sales missions.