GENERAL SUMMARY
The Manager, Global Sales – USA is responsible for all activities involved in developing and managing key Corporate Business Travel accounts and Travel Management Companies, to increase revenue to all Preferred Travel Group (PTG), including Preferred Hotels & Resorts and Beyond Green partner hotel. These efforts are critical to the value of hotel membership and retention in the PTG brands. The position must maintain a structured, balanced approach to sales account management based upon the attributes of the region and priorities established by the Vice President, Global Sales – Corporate Transient (USA & Canada).
ORGANIZATIONAL RELATIONSHIP
Under the general supervision of the Vice President, Global Sales – Corporate Transient (USA & Canada), the Manager, Global Sales – USA works with all PTG departments, member hotels and clients as required to collaborate on corporate sales support for regional and global hotels; has extensive contact with hotel members regarding on-going sales efforts and the overall travel markets during meetings, showcases, tradeshows, road shows and events.
DUTIES & RESPONSIBILITIES
A. Responsible for meeting or exceeding specific goals to increase room night production and revenue from existing and prospective corporate business travel accounts and travel management company accounts in local and domestic USA markets for the brand/member hotels
B. Manage & grow PTG brand visibility amongst local, domestic and global corporate accounts as well as Travel Management Companies such as American Express Global Business Travel, BCD Travel, CWT, Flight Centre and Travel Management Companies via ongoing virtual webinar or in-person engagements on a frequent basis
C. Research and expand current account base by soliciting new corporate and travel management accounts via travel resources or travel association partnerships to increase RFP bid opportunities.
D. Ensure timely participation in identified Corporate RFP’s and actively follow-up for inclusion in their Hotel Programs
E. Develop thorough knowledge of clients, hotel members and products via member portal, sales calls, hotel site inspections, weekly sales conference calls with their Supervisor, new hotel member announcements, Brand Travel Guides and Magazines, Worldwide Hotel Listing & Worldwide Meetings Specs via SharePoint Front Desk, individual hotel brochures & websites, Trade Publications, FAM’s and etc.
F. Follow up and pursue potential business opportunities identified by the Hotels or Hotel Revenue Optimization Directors (i.e. sales leads, Agency 360, business reviews, STAR assessments and etc.)
G. As guided by annual budget, maintain detailed accounting of operational and promotional expenditures and follow proper financial reporting procedures as established by PTG
H. Maintain active sales plans on key accounts as directed by Supervisor via action plans, sales activity report, sales calls, tradeshows, road shows, participation in key regional events & meetings and brand-supported programs
I. Report on sales activities in format and frequency as required by the Supervisor
J. Maintain detailed and timely records of prospect and manage accounts for all market segments’ information within the brand intranet systems i.e. CRM, Outlook, SharePoint, Cvent, PreferredNet Member Portal, etc.
K. Monitor and promote PTG brands in high potential emerging sectors relevant for brand destinations
L. Represent PTG at major tradeshows, client event showcases, conferences and road shows as directed by Supervisor
M. Assist with department ad hoc goals as requested by either the Senior Vice President, Global Sales – Corporate or Vice President, Global Sales – Corporate Transient (USA & Canada)
QUALIFICATIONS
Worker characteristics are normally acquired through the completion of a university degree program in business or hotel management, or related hospitality brand experience; 5-7 years of hotel sales or travel industry experience; Ability to understand a variety of corporate management structures and cultures; excellent presentation skills; energy and ability to conduct and act on thorough industry and company research; basic knowledge of international travel, geography and cultures; strong written and communication skills; ability to build a resourceful network inside and outside of industry; creativity and skill to convey value to the client and end-user; ability to gain trust and respect in a consultative role.
WORKING CONDITIONS
This role is home-based in the America Southwest (Phoenix) or Pacific Northwest region. Work is performed on web-based tools, email, and telephone. When approved to work from a location other than a Preferred Travel Group office, a secure, reliable, and consistent internet connection is required. Travel 20-40% of time as appropriate to support the overall expectation of the position.
REQUIRED TRAINING
Sales orientation to be determined by Region and to include in-person and virtual TEAMS training.
1. Formal orientation at New York office
2. CRM Training
3. Power BI Training
4. Corporate RFP Processes Training (Cvent, Strategic Transient Account Review and Corporate Survey)
5. PreferredNet and Front Desk Training
DISCLAIMER: The above information on this description has been designed to indicate the general nature and level of work performed by associates within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.
Salary range: USD $75,000-90,000 annually; actual compensation within this range will be determined by multiple factors including candidate location, experience and expertise.
