Account Director, Group & Transient - Starwood Hotels and Resorts Worldwide Inc (New York, NY)
Posted: Tuesday, January 22, 2013 5:43 AM
Account Director, Group & Transient CompanyStarwood Hotels & Resorts Worldwide, Inc., one of the leading hotel and leisure companies in the world with more than 10 properties in over 100 countries, is a fully integrated owner, operator and franchisor of hotels and resorts with the following internationally renowned brands: St. Regis, The Luxury Collection, Sheraton, Westin, Four Points by Sheraton, W, Le Mridien, Aloftand ElementSM. Starwood Vacation Ownership, Inc., a subsidiary of Starwood Hotels & Resorts Worldwide, Inc., is one of the premier developers and operators of high quality vacation interval ownership resorts. For more information, please visit w.starwoodhotels.com or w.starwoodvacationownership.com. Location This position is based in our Starwood Sales Office in New York City. Department Starwood Sales Organization Job Description POSITION PURPOSE Solicit, develop and strategically manage corporate and 3rd party accounts. Handle corporate group and transient business of several organizations/accounts for all Starwood hotels. Primary market will be the Northeast area of NY, CT, NJ. Focus on growing revenue from each account and finding new business. Represent Starwood within the industry or as requested and in so doing demonstrate an in-depth knowledge of Starwoods brands and developing businesses, as well as our overall company strategy and associated revenue management policies and practices. ESSENTIAL FUNCTIONS AVERAGE % OF TIME 25% Build and grow relationships with assigned customers so that assigned revenue goals and customer loyalty expectations are met; actively interface with customers and hotel sales teams to reach revenue goals. 25% Understand fully the opportunity available from each assigned account in each segment handled, then develop and maintain a comprehensive account plan for each account, which includes strategies and actions to grow revenue and market share. 25% Proactively manage global and/or divisional annual corporate transient solicitation, RFP, and rate loading processes for assigned accounts, in order to ensure revenue growth for hotels; proactively generate group/meeting leads for all Starwood brands and guide the booking process with hotel sales teams, with emphasis on converting leads to definite status. 10% Maintain proper and detailed records for all accounts, using Starwood SSO sales technology to track RFPs, activities and results, thus effectively managing the account. 15% Increase awareness of Starwood hotels and support revenue growth through personal sales calls, hotel site inspections with clients, joint sales calls with hotel sales teams or Starwood executives, and participation in industry events. Other: SUPPORTIVE FUNCTIONS In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions: --Participate as a team player among all Starwood functional areas. --Participate in hotel-specific projects as appropriate. --Implement new programs as required. --Travel to hotels for familiarization trips and other customer events. --Liaise with counterparts in other segments and/or other divisions to grow Starwoods share of the customers total business. Requirements SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES The individual must possess the following knowledge, skills and abilities: --Excellent strategic sales, team selling, networking skills as well as good communication skills, both verbal and written. --Experience with corporate and incentive market is required. --Proven track record of hotel sales success, including complete understanding of hotel functional structure. --Ability to work with complex national or global accounts. --Ability to make decisions and/or mediate regarding account challenges or concerns. --Ability to deliver accurate and immediate follow-up, while interacting with customers, hotels and Starwood's functional areas efficiently. --Must be able to perform a variety of duties efficiently and effectively, and multi-task despite frequent competing demands. --Ability to be resourceful, creative and maintain flexibility. --Ability to be positive, highly adaptive, embrace change, new ideas, and operate effectively as a team member and contributor. --Ability to quickly develop and effectively utilize technical skills to positively impact corporate account growth. --Effective use of Excel, Word, Outlook, Powerpoint and Starwood sales technologies including ISAC and Lanyon. --Complete integrity and a drive to succeed are essential. QUALIFICATION STANDARDS Education High school or equivalent education required. College degree strongly preferred. Experience 5+ years of hotel or global sales experience required. Experience with business transient and group business is critical. Licenses or Certificates This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.
• Post ID: 35899494 newyork