Overview

The Director of National Sales is responsible for hands-on sales, generating new business, building, and maintaining long-lasting relationships with clients in their assigned territory of the Northeast (NY, NJ, PA) within the corporate segment. The individual will identify convention business that is the most profitable fit for the resort, manage sales funnel and build rapport with strategic partners. i.e., VCB, ALHI and intermediary partners. Responsibilities include but are not limited to: Understand the overall market in which they sell – competitors’ strengths and weaknesses, economic trends, supply and demand, etc. Understands their territory – identifies key acquisition accounts (specific meetings to target) and understands booking trends of each account. Excel at proactive selling and qualifying. Target key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and resort room night goals. Respond to incoming inquiries within their market segment and assist other sales associates in times of need. Actively engage in-market with customers through one-on-one appointments, attendance at appropriate specific events, luncheons and/or trade shows. Travel into markets, when needed, to ensure expanded exposure for the Resort. Execute all travel to ensure maximization of customer engagement. Build and strengthen relationships with existing and new customers to include sales calls, entertainment, FAM trips, trade shows, etc. Conduct experiential customer site inspections. Focus on accounts with larger potential sales revenue or Need Time patterns. Comprehend budgets as needed to assist in the financial management of department. Understand the impact of department's role in the overall resort financial goals and objectives and manages to achieve or exceed budgeted goals. Build department top line revenue by identifying opportunities based on group’s meeting profile and adhering to sales strategy guidelines set forth by the Executive Director of Sales, Services and Experience. Meets and exceed individual & team room night goals. Effectively manage customer budgets to maximize revenue, meets customer needs and identifies opportunities to up-sell products and services throughout the sales process while building strong relationships. Accurately forecast group sleeping rooms and revenue for his/her groups prior to the turnover and continues to be a part in this process after the turnover. Ensure a high level of customer satisfaction and builds long-term mutually beneficial customer relationships to support future revenue growth Qualifications Bachelor's degree in Sales and Marketing, Business Administration, or a related field preferred. Minimum 5 years of Hospitality Sales Experience, preferably in a Resort or Convention Hotel Experience developing and executing a territory or market strategic plan that drives results Working knowledge of sales automation systems i.e. Delphi Combination of education and experience will be considered