Director of National Accounts

Terranea Resorts•Rancho Palos Verdes, CA

1d•$110,000 - $135,000•Onsite

About The Position

The Director of National Accounts generates group business from a national region or market, maximizing revenue and market penetration within the assigned geographic territory. The role nurtures existing accounts and feeder markets, develops high-potential markets, identifies emerging business sources, and serves as a Terranea Resort product expert to the group meetings industry. It requires a thorough understanding of direct sales, account management, and distribution channels related to group room sales. The position is on-site for site tours, event-management meet-and-greets, and leadership and department meetings. It requires flexible hours and weekend availability when necessary, plus a minimum of 25% travel for sales calls. The role may supervise one or more administrative assistants and provides hands-on support during peak business periods.

Requirements

At least 3 years of experience in group sales or a closely related direct sales position.
Knowledge of computer systems related to account and yield management.
Technical proficiency in Microsoft applications.
Customer-service experience in a high-volume environment, including problem-solving and identifying solutions.
Excellent verbal and written communication skills.
Excellent organization and time-management skills.
Good interpersonal skills.
Excellent listening skills.
Customer Relationship Management (CRM) experience.
Ability to work well in a team and with little or no supervision.
Ability to learn quickly, adapt, and remain flexible.
Ability to multitask and remain calm and professional under stress.
Ability to maintain a positive attitude and handle conflict and confrontation.
Ability to make decisions and exercise good judgment.
High school diploma or GED.
Ability to communicate verbally and in writing in English and prepare dynamic proposals.
Ability to access and accurately enter information using a moderately complex computer system.
Ability to hear and see well enough to observe and detect signs of emergency situations.

Nice To Haves

Prior experience selling a world-class resort and/or Forbes 4- or 5-star property.
Experience at a property with a dominant group business mix.
Strong financial competency.
College degree.
Industry certifications.

Responsibilities

Use proactive and strategic approaches to solicit business, including phone solicitation, customer appointments, sales missions and blitzes, trade shows, online research and customer engagement, and resort or portfolio-wide customer events.
Dedicate most working time to direct telephone sales, email and internet prospecting, and cold calls in the assigned market.
Visit target areas and call on prospective clients when necessary.
Book annual, regional, sales, executive-level, incentive, and leadership meetings from the assigned territory.
Rework and maintain existing account files and solicit new accounts.
Respond to correspondence from assigned areas and track dates for reworking and follow-up.
Arrange site inspections and familiarization trips, coordinating on-site communications, planning, and follow-through.
Attend trade shows relevant to the market and participate in meetings, seminars, and functions through related industry associations.
Perform general office duties and assist other personnel as required.
Maintain contact with meeting planners and memberships and contacts in hotel industry associations.
Maintain positive working relationships with departments that interact with convention groups.
Develop new accounts by identifying potential customers through association affiliate memberships.
Monitor industry trends and recommend changes that may affect operations.
Maintain accurate sales productivity forecasts, manage budgeted expenses, and recap information.
Set up and conduct site inspections for the entire property.
Participate in ongoing training and understand the legality of contractual agreements.
Effectively engage internal and external guests, using patience, tact, and diplomacy to gather facts and resolve conflict when needed.
Analyze resource reports using Salesforce, Cvent, Knowland, and similar systems.
Provide hands-on support during peak business times.
Identify public-relations opportunities in emerging business markets.
Motivate and contribute to a productive work environment for associates.
Establish, measure, monitor, and evaluate processes and policies.
Develop direct sales plans for defined markets and evaluate business trends to modify strategies.
Attend department and other property meetings.
May supervise one or more administrative assistants.