Director, Global Corporate Sales - UK, Ireland & Nordics

GENERAL SUMMARY

The Director, Global Corporate Sales - UK, Ireland & Nordics is responsible for all activities involved in developing and managing key Corporate Business Travel accounts to increase revenue to all Preferred Travel Group (PTG), including Preferred Hotels & Resorts and Beyond Green partner hotels, assisting in hotel brand development and hotel consulting as needed. These efforts are critical to the value of hotel membership in the PTG brands. The position must maintain a structured, balanced approach to sales account management based upon the attributes of the region and priorities established by the Vice President, Global Sales - Corporate Transient (Europe).

ORGANIZATIONAL RELATIONSHIP

Under the general supervision of the Vice President, Global Sales - Corporate Transient (Europe), the Director, Global Corporate Sales - UK, Ireland & Nordics works with all Preferred Travel Group departments, member hotels and clients as required. Works closely with the Senior Vice Presidents, Global Sales and EMEA Vice Presidents within the assigned territory as well as other designated territory assignments upon request for corporate market segments; has extensive contact with hotel members regarding on-going sales efforts and the overall travel markets during meetings, showcases, tradeshows, road shows and events. Work closely with Global Sales Account Managers for administrative and data reporting support.

DUTIES & RESPONSIBILITIES

1. Generate increased revenues from managed and prospect account base consistent with Preferred Hotels & Resorts goals for the region.
2. Responsible for consulting hotel members on corporate and consortia segment trends and revenue opportunities.
3. Manage & grow PTG brand visibility within specified markets amongst major travel management partnerships such as American Express GBT, BCD Travel, CWT, Flight Centre, NAVAN and Reed & MacKay.
4. Promote awareness and increase revenue opportunities within the designated Preferred Hotels & Resorts brand initiatives for the corporate chain agreements.
5. Research and expand current account base by soliciting new corporate accounts via travel resources.
6. Develop thorough knowledge of clients, hotel members and products via member portal, sales calls, hotel site inspections, weekly sales conference calls with SVP Global Sales & team, new hotel member announcements, Brand Travel Guides and Magazines, Worldwide Hotel Listing & Worldwide Meetings Specs via SharePoint Front Desk, individual hotel brochures & websites, Trade Publications, FAM’s and etc.
7. Follow up and pursue potential business opportunities identified by the Hotels or brand Hotel Revenue Optimization Directors (i.e. sales leads, Agency 360 Report, business reviews etc.).
8. As guided by annual budget and Senior Vice President Global Sales, maintain detailed accounting of operational and promotional expenditures and follow proper financial reporting procedures as established by Preferred Hotels & Resorts.
9. Maintain active sales plans on key accounts as directed by Vice President, Global Sales – Corporate Transient (Europe), via sales action plans, sales activity report, sales calls, tradeshows, road shows, participation in key regional events & meetings and brand-supported programs.
10. Report on sales activities in format and frequency as required by the Vice President, Global Sales – Corporate Transient (Europe).
11. Collaborate with EMEA Regional Directors and Revenue Directors for ongoing support of partner hotels and business development needs.
12. Maintain detailed and timely records of prospect and manage accounts for all market segments’ information within the brand intranet systems i.e. CRM, Outlook, SharePoint, Cvent, PreferredNet Member Portal, etc.
13. Monitor and promote PTG brands in high potential emerging markets relevant for brand bookings or client engagement.
14. Represent brand at major tradeshows, showcases, conferences and road shows.

QUALIFICATIONS

• The completion of a university degree program in business or hotel management, or related hospitality brand experience
• Minimum five years of hotel sales experience
• Ability to understand a variety of corporate management structures and cultures; excellent presentation skills
• Energy and ability to conduct and act on thorough industry and company research
• Basic knowledge of international travel, geography and cultures
• Strong written and communication skills
• Ability to build a resourceful network inside and outside of industry
• Creativity and skill to convey value to the client and end-user
• Ability to gain trust and respect in a consultative role.

WORKING CONDITIONS

This role follows a hybrid working model, with a base out of the Preferred Travel Group London office. Associates are generally expected to work from the office 2-3 days per week, allowing for a balance of in-person collaboration and flexible remote working. Working environment is generally favorable. Lighting and temperature are adequate and there are no hazardous or unpleasant conditions caused by noise, dust, etc. Incumbent is seated most of the time. Travel 20-50% of time as appropriate to support the overall expectation of the position.

PHR REQUIRED TRAINING

1. Formal Orientation at Preferred Hotels & Resorts London office
2. CRM
3. Power BI
4. Corporate RFP Processes Training (Cvent, Strategic Transient Account Review and Corporate Account Survey, Chain Agreements)
5. PreferredNet, SharePoint and Front Desk Training
6. Preferred Travel Group Brands and Services

DISCLAIMER: The above information on this description has been designed to indicate the general nature and level of work performed by associates within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.