Director of Leisure Sales - CORP

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Corporate Director, Leisure & Business Travel (West)

SUMMARY

Working inside the Montage International Global Sales Organization, the Corporate Director, Leisure and Corporate Travel (West) is responsible to prospect, establish, nurture, and grow a broad base of leisure, corporate, OTA, Bank Travel Programs, Consortia, Business Travel & entertainment focused accounts that enable the portfolio and individual business units to meet and/or exceed set revenue goals.

As a true sales leader this individual will promote and implement best-in-class strategy and relationship building techniques to further strengthen Montage as the leader in the luxury hospitality space while keeping a “channel agnostic” view of the overall transient marketplace including being well versed in pricing, distribution, effective / net cost of distribution, and overall channel mix.  This person will also take an active role in ensuring property level strategies are supported as well as aligned with overall goals.

The Corporate Director, Leisure and Corporate Travel (West), is a seasoned sales professional who has demonstrated the ability to consistently deliver both strategic leadership as well as strong revenue results.

ESSENTIAL FUNCTIONS

- Geographically, this role is responsible for the Western Region to include the states of California, Oregon, Washington, Idaho, Utah, Arizona, New Mexico, Montana, Wyoming, Colorado, Texas, Oklahoma, Kansas, Nebraska, North Dakota, South Dakota, Minnesota, Iowa, Arkansas, Louisiana, Alaska, and Hawaii.  In addition, this role will be tasked with brand level accounts (overall responsibility) as determined by leadership.
- Solicit new and existing accounts in all transient segments to meet/exceed revenue goals through outside sales calls, site visits, familiarization events, virtual meetings, telephone and written communication.
- Assist in the negotiation of complex and multi-faceted agreements covering all aspects of transient pricing and distribution
- Ideal candidate should have established relationships with Key Travel Agency Accounts with HQs in the Western Region to include, but not limited to, Coastline Travel, Cadence Travel, Montecito Village Travel, Departure Lounge, Travelstore, Travel Society, Nous Travel, Cassis Travel, Global Travel Collection (Western Region), Christopherson-Andavo Travel, Balboa Travel, Uniglobe & others
- Given the overlap in agency relationships and account structures across the US, it is essential that this position maintain a close and collaborative partnership with the other GSO members as well as Field Sales & Marketing to ensure alignment, maximize account opportunities, and deliver a coordinated market approach.
- Directly liase with Montage Revenue Management and hotel teams to ensure close coordination and effectively implement agreed strategies needed to achieve overall set goals
- This position will actively engage with key regional industry organizations and partnerships, including GBTA, PROST, and Preferred Hotels & Resorts. Participation in major industry conferences, trade shows, and networking events will be critical with attendance at key industry events to include, but not limited to, L.E./Miami, Global Business Travel Association (GBTA), Signature Travel Network, Virtuoso, and select travel agency-hosted conferences. This role will also work closely with hotel partners on the development of strategic familiarization (FAM) trips that will be essential to the success of both newly opened and existing properties.
- A broad understanding and deep knowledge of both the Business Travel & Entertainment segment as a foundation for driving business.
- Maintain and nurture the Montage International client production reporting and database analytics to ensure this position has detailed and immediate insight into specific production metrics including property specific revenue, ADR, ancillary spend, and market share.
- Participate in and / or lead discipline specific meetings with property level sales force.
- Develop/maintain knowledge of market trends, competition and customers. Share this knowledge with property teams to support their individual efforts and with corporate team to help drive financial results
- Coordinate special promotional events for key leisure and business travel customers and their clients, including General Manager Receptions and Roadshows, customer appreciation parties, brand level customer incentives, and property sales missions within territory.
- Partner with new and existing hotels on familiarization visits with key customers.
- Partner with the individual hotels and other GSO associates to evolve the global sales operations framework and function to keep pace with rapidly changing and growing business needs
- Drive continuous improvement of key processes (e.g. overall relationships, consortia partnership management, wholesale , rate parity, corporate / Business Travel (BT) programs, amenity programming, etc.)
- Partner with corporate revenue management team on global strategy for travel industry partnerships to ensure brand alignment.

- Review key account production and focus growth efforts accordingly. Utilize feedback from accounts to develop brand and local strategies with the on-property team.

- Lead and participate in special projects and teams to drive business objectives, best-practice sharing and process standardization
- Measure and analyze data and drive sales analysis activities that are aligned with our global business and growth strategies
- Provide analytical support and counsel to improve strategies, coverage models and territory configurations to maximize sales effectiveness
- Perform other duties as assigned.

EDUCATION & EXPERIENCE

- 7+ years progressive experience in Sales & Marketing Discipline
- Bachelor's degree or equivalent experience.

REQUIRED SKILLS/ABILITIES

·       Ability to work in a high volume, fast paced environment required

·       Self-starter and self-manager

·       Flexible and highly adaptable to change

·       Strong professional demeanor using good judgment and the ability to handle sensitive and confidential information with discretion.

·       Exceptional communication skills to cultivate and manage effective relationships with a wide range of individuals across the organization.

·       Strong technical skills, proficient in Microsoft Office (Word, Excel, PowerPoint) required;

·       Excellent project management and process improvement skills; demonstrated ability and track record of moving projects from design to deployment.

·       Passion for continuously improving the experience of our associates.

·       Excellent written and verbal communication skills.

·       Strong leadership and team management skills.

·       Ability to travel at least 40% of the time

PHYSICAL REQUIREMENTS

Most work tasks are performed indoors. Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. This may include traveling to and from meetings, as well as travel to properties as required. Must be able to lift up to 15 lbs. on a regular basis. Requires grasping, writing, standing, sitting, walking, bending, stooping, squatting, stretching, repetitive motions, listening and hearing ability and visual acuity to fulfill tasks.

The pay scale is from $140,000.00 to $160,000.00 . The pay scale is the base salary or hourly wage range, exclusive of incentive pay such as commissions, piece rates, gratuities, and the like, that Montage reasonably expects to pay for the position. Please let us know if you have any questions.

In the United States we are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.