19 days old

Business Travel Operations Director

Sonesta International Hotels Corporation
Newton, MA 02459
  • Job Code

The position has accountability for drivingregionalsales strategy in conjunction with our hotelsand in partnership with global sales and hotel sales;which would include programsandlocalinitiatives.He /She is responsible for ensuringregionalsales resources and are managed, developed and levered to their fullest potential. The candidate will be responsible forupholding and redesigning as appropriate, the regional sales SLA to internal and external stakeholder groups as business needs evolve.The position will partner closely withHotel Leadership (DOSMs & GMs), RegionalRevenueManagement,FieldMarketing andHotelOperationsto alignon strategy and opportunities.The position will alsoplay an integral role in contributing totransientsales marketing plans and forecast for Sonesta Full-Service operations.

As a key enablement tool, the candidatewill work closely withthe Regional Sales Director team and the Director, Business Travel for GSO toimprove processes andlocal sales activationdesigned to increase sales effectiveness. Improved reporting for production, incremental impact and business development will be key deliverables coupled with effective plans to integrate into account strategy driving growth.Success in the role is measure by a combination of year over year growth, achieving optimal market share, and developing a strongresults-orientedteam culture.

The job environment is fast paced and results oriented. While there is urgency for goal achievement, responsibility for the achievement of results needs to be shared and effectively delegated when necessary. Initiating projects and processes beyond established practices will often require training and developing others. Enlisting their support by using a "selling" rather "telling" communication styleis a key attribute of the position.


Manage theFull-Service Hotels RegionalSales team on a day to day basis to ensure goal achievementsupporting hotel revenue production

Review, optimizesalesplans,localbusiness development

Oversee local account negotiations to include participation in the annual RFP process forthe transientmarketallfull-servicehotelsin the systemto maximize revenue opportunity

Ensure thatlocal sales efforts and activitiesmeet best in class standards

Ability to work with Distribution, IT and Marketing to create enhance contribution to the hotels

Support team efforts by participating in cross-functional projects as needed in a SME(subject matter expert role)

Function as the "voice of the customer" to representlocal customerinsights to key corporate personnel and Sonesta senior leadership.

Strategy and Planning:

Direct and administer the development ofthe transient segment (business travel, wholesales and consortia)and account plans designed to increase Sonesta's share of wallet

Actively support a culture of proactivesales and develop a team of trusted advisors to internal and external stakeholders

Ensure thatexecution ofprograms and process withinthe regional sales teammeet best in class standards

Develop plans onregional sales engagementfor optimal impact

Identify,research and develop an aggressive business development plan tooptimize anew set of accounts to enhance hotel sales revenues and market share.

Support team efforts by participating in cross-functional projects as needed in a SME(subject matter expert role)

Function as the "voice of the customer" to represent customer insights to key corporate personnel and Sonesta senior leadership

Financial Management:

Carry an annual revenue goal for the entire team and to achieve YOYor Market Shareregionalaccount revenue growth(room nights, ADR and revenue)

Work alongside global and hotel sales leadership to administer theRegionalSales incentive plan

Interact with outside contacts:

Oversee managedlocal and regionalaccounts and strategic relationships in the B2B and represent Sonesta in key industry associations

Acquirenew accounts that fit the hotel portfolio and drive incremental impact

Support efforts to promote and reposition the Sonesta brand to decision makers by analyzing needs, mapping business opportunities, creating strategies and measuring growth realized at Sonesta

Support regional sales team as necessary on sales calls to close on key opportunities


Responsible forregionalteam booking performance and contribution to Sonesta hotels.

Monitor and Review, booking standards and compliance of allregional salesbookingtransactions

Review performance and progress on a regular basis to ensure team is achieving results

Test to see if goals are sufficiently challenging and implements corrective action based on deviations

Work closely with Revenue Management team to maximize revenue opportunities

Leading with Passion

Responsible for ensuring success through the eyes of employees, guests, and owners

Utilizeand collaborate with resources across different departmentswithin thecorporate office

Capable of influencing managersto perform to their highest standard and establishing a trusting environmentto enrich the culture

Lead by exampleand operate with integrity and respect

Work to achieve goals while overcoming competitive obstacles and planning alternate ways to win.

Show strong passion and commitment about reaching targets.

Inspire your team to embrace and demonstrate our values and GUEST People Standards

A candidate for this position must possess the following applicable knowledge, skills and abilities and be able to demonstrate and provide applicable examples tosupport his/her competency.

  • Track record ofsuccessfully leading and developing teams of 10 or more.
  • Bachelor's degree(or equivalent experience) preferred
  • 5-7years of multi-unit sales experience with 3-5 years' experience in a National Sales/Global Sales role with responsibility in the hospitality sector
  • 5-8 years direct experience in Business Travel Sales plus working knowledge of consortia, airlines, wholesale and leisure verticals are preferred.
  • Prior sales experience with hotel properties including both full and select/limited service brands preferred
  • A successful track record of sales success and team development.
  • Must possess the ability and willingness to travel 40% of the time.
  • Excellent oral and written communication skills.
  • Excellent organization skills.
  • Appropriate professional appearance and demeanor.
  • Ability to deliver presentations in a concise, well-organized manner.
  • Ability to partner with all levels of managers, providing a consultative approach and ability to influence
  • Ability to act quickly and efficiently with high degree of professionalism and accuracy
  • Abilityto work independently and in a team environment
  • Mastery in Microsoft Office suite of tools(Candidates will participate in an assessment)
  • Demonstrates knowledge of job-related processes and systems (i.e. IT systems specific to sales, likeOpera,Sales Force and Delphi. Knowledge of distribution channels used to source business today (Lanyon,HRS, Prologic, etc.)
  • Position is remote/home based, requiring a dedicated home office. Experience working remote preferred.

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including: Medical, Dental and Vision Insurance, Health Savings Account with Company Match, 401(k) Retirement Plan with Company Match, Paid Vacation and Sick Days, Sonesta Hotel Discounts, Educational Assistance, Paid Parental Leave, Company Paid Life Insurance, Company Paid Short Term and Long Term Disability Insurance and Various Employee Perks and Discounts.

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

Posted: 2022-06-17 Expires: 2022-07-16
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Business Travel Operations Director

Sonesta International Hotels Corporation
Newton, MA 02459

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