Account Director National Sales Eurasia

Job Summary

The Account Director National Sales Eurasia proactively drives revenue and room night contribution into our contracted Wyndham Hotels & Resorts (WHR), franchised and managed hotels across all brands and around the world. They are responsible for fully developing and managing a portfolio of accounts that specialise in the Group, Meetings, Incentive, Conference and Events segments, and grow NSS. They work both strategically and tactically to exceed agreed annual revenue goals, by managing their direct and agency client leads and solicitations, placing them into NSS WHR properties.

This position requires a consultative sales approach, acting in partnership with the agent and/ or their client company to form a strong tripartite relationship, thereby annually increasing the revenue into and market share for WHR hotels while working with NSS partners at senior leadership level. This person is experienced in customer-facing activities including but not limited to structured business reviews with clients and prospects at all levels. Measurement of success is based on consumed revenues and growth of NSS, however, lead solicitations, conversion ratios and other appropriate matrix will be used to agree targets. This position reports to the Head of Sales & Marketing Eurasia and involves frequent travel throughout the region as required by both the clients and the business.

Responsibilities

National Account Development
In conjunction with participating hotels, identify and secure new accounts for those hotels within the agreed manager’s territory. Build and deploy robust pipeline plans with relevant revenue and RN targets, by segment:
•    Corporate Transient Business (RFPs, Global Select and GDS)
•    Group/ MICE Business (GO Leads)
•    Extended Stay (GO Leads and GDS)
•    Associate Leisure (Member Benefits)

Business, Leisure Travel & Group/ MICE Account Development
Build on existing strategic partnerships with TMC/ Consortia and develop relations and business opportunities from National TMCs and 3rd Party Intermediaries, Tour Operators/ Wholesalers and Group/ MICE buyers to drive demand, market share and revenues into participating WHR’s franchise/ managed properties.

Franchisee/ Managed Hotel Relations
Work diligently with participating franchisees and managed partners to gain a greater understanding of their needs and product offering, whilst educating them in their need to engage with their National Sales Manager and Global Sales team, the related tools and best practices, in particular the RFP process and GO Leads. The incumbent will also attend Trade Shows, Industry Events, and Sales Workshops and Roadshows etc. to create awareness and drive Revenue Contribution. Regular Business Review Meetings (BRMs) to be conducted with hotels to drive revenues.

Internal Relations & Systems
Work closely with colleagues from all Wyndham Worldwide business units, franchisees and management partners, plus hotel level Sales Managers, National Sales Managers, Heads of Sales and General Managers (GMs) to ensure the continued success of the company. Identify and nurture key constituents that can assist in the achievement of the agreed goals. Support colleagues from all parts of the business that require assistance. Work efficiently through the appropriate use of business tools and systems, such as SalesForce, Lanyon, GO Leads, InfoGrow, Wish-Lists, Business Cases etc. and maintain up to date and relevant information.

Industry Participation
Represent contracted hotels at appropriate industry events such as Conferences and Trade Shows. In addition, become an active member of appropriate industry associations and institutions in order to drive awareness and Revenue Generation opportunities from a robust network of contacts and broad industry knowledge.

Leadership Development
Take responsibility for professional and personal development in preparation for next level responsibilities.

Complexity

The position is responsible to drive revenue opportunities into the contracted hotel portfolio, thereby driving both contribution and an appropriate return on investment for participating hotels, and covering all costs to Wyndham. There will be opportunity to feed more Global Business leads through to the Wyndham Global Sales Team for further pursuit. They will negotiate directly with all clients for the best agreement prior to offering this to the hotels for their consideration and participation. They will manage national accounts that have the ability to buy across our brands. They will take responsibility for new and existing accounts making independent business decisions to their goals and targets. They will manage both end user clients and partners managing NSS hotels. They will take responsibility for new and existing accounts making independent business decisions that will assist them in the achievement of their goals and targets. They will also be required to assist colleagues with the development of their accounts where appropriate and where such assistance is required.

Scope/ Financial Responsibility

Although this position does not manage a cost center, the position holder is responsible to manage their expenses accordingly. They must review costs of sale and ROI for all business trips (e.g. trade shows, client events and marketing opportunities) and overall spend, and are responsible for submitting a Travel & Entertainment Expense Report monthly.

Abilities/ Key Competencies/ Skills

• Comprehensive commercial knowledge of the hospitality sector in the marketplace.
• Ability to work well both independently and as part of a team to achieve goals and targets.
• Flexibility to adjust to the changing needs of the business, taking on new ideas, initiatives, brands and responsibilities as they present themselves.
• Ability to work simultaneously on a number of initiatives and priorities, often under pressure.
• Excellent interpersonal and communication skills to work with people at all levels and from all backgrounds and parts of the world.
• Ability to stay objective and fair when dealing with sensitive internal/ external customer situations maintaining constructive working relations.
• Self-starter, exhibiting initiative, confidence, professionalism and good judgment.
• Works with a high level of accountability, and is results-orientated and dependable.
• Ability to make business decisions with integrity and honesty.

Minimum Requirements & Qualifications

• College diploma or equivalent required.
• 5+ year experience in national or global sales.
• Demonstrate ability to work towards and achieve goals.
• Possess fluency in oral communication in contracted countries in national language plus English, with good written communication skills in both.

Travel Requirements

• Travel is required for client and hotel visits (also via Sales BRMs).
• To participate in tradeshows and industry events, and attend conferences and meetings.