Director, Business & Transient Sales

Grow with us...

Life at SH is based on a simple idea: the world is beautiful and we want to keep it that way. But we can’t do it alone. That’s why hiring thoughtful and inspiring Team Members and Leaders who understand that our people, collaboration, stellar service, and respect for nature are so important to us.

Our team is in search of a magnetic Director of Business & Transient Sales to oversee the business and leisure segments within the hotel. Our ideal candidate has remarkable tenacity, is a sharp leader with an entrepreneurial spirit, who’s good-natured, a natural at relationship building, and puts their clients' needs at the top of their priority list, while meeting (or surpassing) all revenue goals for the department. The Director of Business & Transient Sales will focus on building long-term, value-based customer relationships that enable achievement of property sales objectives and personal booking goals. This role will also identify and solicit new accounts in the business and leisure travel market, including corporate accounts, travel agencies, domestic and international wholesale operators, extended stay guests and the local business travel market.
Sound like you. We'd love for you to apply.

POSITION OVERVIEW

Responsible for all activities related to the sales function and revenue generation for the corporate and leisure market segments.  Focuses on building long-term, value-based customer relationships that enable the achievement of property sales objectives and personal booking goals.  Develop and implement sales action plans, maintain positive interdepartmental communications and complete special projects as assigned by the Director of Sales & Marketing in leadership of the Sales team.

PRINCIPLE DUTIES AND RESPONSIBILITIES

• Supports Director of Sales & Marketing in establishing goals to optimize performance and hold the departmental leadership team accountable for desired outcomes.
• Supports Director of Sales & Marketing in deploying departmental actions and strategies to meet team and property goals and for the internal and external communications required to deliver excellent guest service and satisfaction.
• Fully develop Transient market segments (corporate, consortia, luxury agencies, leisure, and wholesale) and achieve room night and revenue goals in these segments.
• Develop and execute annual and quarterly Consortia Marketing Plans to shift market share. Review monthly production and develop action plans to improve market share.
• Target and win over business via outside sales calls, hosting site inspections, client entertainment, presentations, familiarization trips, and sales trips, cold calling and emailing, networking, attending industry and association events.  Prospect, solicit and close new business as well as maintain repeat client’s needs and maximize revenues.  Handle all major events and VIP clients. 
• Responsible for achieving individual and team revenue goals by developing and executing a sales strategy to prospect and solicit new accounts and further develop existing accounts.
• Convert new corporate accounts to the hotel through solicitation, negotiation, RFP process and annual local preferred contracts.
• Collaborate with other properties within the company to develop cross-selling opportunities.
• Participate in meetings as assigned by the Director of Sales & Marketing.
• Attend departmental and sales meetings to review activity and performance.
• Responsible for all phases of the sales process from lead generation, proposals, signed contracts, client changes, payment processing, and payment confirmation.
• Prepare periodic Sales reports and updates.
• Focus on personal sales efforts to achieve maximum revenue return from key accounts/assigned market segments.
• Develop new accounts and maintain growth of existing accounts.
• Stay informed of market trends to ensure a competitive position in the market.
• Provide inspirational leadership to enliven the 1 Hotels Vision, Mission and Compass; deliver on Our Promise, provide Good-Natured Service and uphold our Brand Pillars.
• Recruit and select talented leaders and team members who will enhance the 1 Hotels culture and demonstrate functional expertise; ensuring staffing levels are appropriate to meet business demands. 
• Utilize interpersonal and communication skills to lead, influence and inspire others; advocate sound business decisions; demonstrate honesty and integrity; lead by example.
• Build and maintain an organizational culture that maximizes employee engagement and attracts top talent.
• Identify opportunities to optimize performance and create value by challenging existing processes, encouraging innovation and driving necessary change.
• Establish and maintain open, collaborative relationships and ensure direct reports do the same.
• Is current and abides by all sales office procedures and systems.

QUALIFICATIONS & SKILLS

REQUIRED:

• A post-secondary diploma or degree in a field of study related to this profession; 4 years of experience in a comparable position and/or an equivalent combination of education and experience.
• Extensive hotel sales experience within the corporate and leisure market; demonstrated strong leadership and selling skills; and proven achievements in selling, optimizing guest and team member engagement and financial performance.
• Experience managing wholesale accounts.
• Complete understanding, knowledge and ability to assimilate, analyze and implement action strategies through utilization of Hotelligence.
• Must possess strong presentation skills, exceptional follow-up capabilities and a strong business development acumen. 
• Requires strong time management skills. Ability to manage multiple priorities and reprioritize when necessary.
• Experience successfully leading in a fast-paced environment and prioritizing demands.
• Strong interpersonal, team member relations and leadership abilities, a flexible, dynamic and positive demeanor.
• Must function optimally in a team environment and possess strength in strategic planning.
• Technically savvy and familiar with Sales & Marketing operating/budgeting systems and spreadsheets.
• Ability to identify and solve issues. 
• Creative and strategic skills – idea generation, innovative, and creative problem solving.
• Professional & appropriate business appearance and demeanor aligned with the 1 Hotel brand and culture.
• Excellent verbal and written communication skills.
• Strong attention to detail.
• Flexibility to meet the demands of a 24-hour operation.

PREFERRED:

• Prior experience in a quality luxury hotel brand; specifically in Sales.
• Knowledge of hotel structure and interaction between departments.
• Prior experience within the Hawaiian market.
• Prior experience with Delphi and HMS or similar Property Management System

About us...

Our culture is caring and thoughtful, and we deliver good-natured and informed service, perfectly executed to evoke a sense of fulfillment and well-being. As a misson-driven company, our purpose is our true north, and our compass guides the way. The purpose we live by impacts the lives of our team members, drives the experiences for our guests, builds community with like-minded travelers and takes care of the planet we live in. Founded in 2006 by Barry Sternlicht, SH Hotels & Resorts is a luxury hotel brand management company and affiliate of global private investment firm Starwood Capital Group.

SH Hotels and Resorts is an equal opportunity employer. We believe in a diverse, sustainable workforce with an empowered, inclusive culture. We are committed to non-discrimination on any protected basis covered under applicable law. If you require any special accommodations, please visit People Operations.

SH Hotels & Resorts is an Equal Opportunity Employer