The Director Sales, Sports is responsible for retaining, growing and acquiring business across the Sports Group segment that delivers ongoing and incremental revenues for Radisson Hotel Group brands in the Americas within the customer base of US/Canada/LATAM.
A daily focused, proactive sales approach towards:
-Delivering established baseline and incremental revenue to the Americas hotels from Amateur and Youth Sports Intermediary accounts based primarily in the US.
-Maintains and grows share for current accounts
-Actively targets new Sports accounts & opportunities on a continual basis and deploy strategies towards capturing and growing
-Establishes Radisson Hotel Group Americas hotels as an important player within the Sports segment through prospecting calls, in person sales calls, presentations, customer entertainment and events
-Identifies new customers/accounts who are based in the US who book primarily in the US and have a need for our current AMER portfolio of brands and locations.
-Supports management of the Americas portfolio with a thorough analysis of Group markets to facilitate penetration of the selected accounts for increased production
-Develops and implements sales and marketing plans for the Sports segment and manages relationships with group customers from key end-user accounts and/or third-party accounts in the Sports segment.
-Drives incremental group business from existing accounts and identifies new group channel opportunities.
-Identify specific Radisson hotels (Focus Hotels) that are positioned well to capture market share from their competition and position accordingly within the accounts with a targeted, "value proposition" approach
-Assists in the communication between Sales, Management Companies, Global partners and hotels relating to accounts that profile well for them and communicate lead delivery and status updates
-Develops Account Driven Action Plans for identified Accounts resulting in increased revenue
-Generates leads and facilitate the RFP process through the receipt of RFP's via ARN, and other RFP platforms.
-Utilizes ARN and Salesforce to distribute RFPs and group leads
-Ensures RFPs and group leads are followed up on and business is closed in a timely manner
-Compiles hotel bid responses and develop client-facing value proposition
-Manages customer satisfaction within account base by communicating and responding to issues, needs, etc.
-Utilizes Salesforce.com to capture key client information including ADP's, FAQ's and account productivity to effectively manage client relationships. Ensure all activities are captured and logged.
-Follows segment strategies -Client event planning and execution, maintain industry certifications as determined.
-Collaborates with hotels and Regional Directors as necessary to identify well-positioned opportunities to capture market share from their competition and to position a "value proposition" approach accordingly within the accounts targeted.
-Management of revenue production for assigned accounts to achieve 100% of revenue goals established.
-Attends Industry events and tradeshows that are relative to the assigned segments as directed
-Maintains effective communication protocol with the Radisson Hotel Group Americas Sales team.
-Creates agendas and facilitate monthly meetings for focused-hotel Sales teams.
-Pull reports, analyze data, and make recommendations for the Sports group segment based on findings
Requirements / Skills:
-7-10+ years of progressive Hotel sales experience, Global or National Sales preferred
-4+ years managing Group customers - with a focus on Sports customers
-Bachelor's degree preferred
-Experience working with select service hotels a big plus.
-Established relationships with key Sports Customers- decision-makers preferred
-Proven ability to close business to achieve and exceed quarterly revenue goals
-Excellent standards of personal presentation, networker, relationship builder and solid business acumen
-Proven ability to readily accept own responsibility for job performance
-Overnight travel 40%-60%, depending on geographic location in market
-Demonstrated ability to thrive in a fast paced, self-managed, virtual office, work environment