Senior Account Director

Why Wyndham?

By joining Wyndham Hotels & Resorts, you will play an integral role in our mission to make hotel travel possible for all. You’ll be part of the largest hotel franchise company in the world, where we strive to deliver the best value to our owners and guests. Most importantly, you’ll be entrusted to live our unique Count on Me culture, set by our core values of integrity, accountability, inclusive, caring and fun. At Wyndham, we provide all team members the opportunity to grow through best-in-class training and career development, leadership training, mentorship opportunities and educational support.  Supporting our team members is a top priority, which is why we offer competitive compensation and benefits, vacation, team member appreciation days, workplace flexibility and much more.  At Wyndham Hotels & Resorts, we value and embrace a culture of diversity, equity and inclusion that supports team members of all backgrounds and experiences. We can’t wait to welcome you!

The Role

Experienced sales leader who will lead a team of individual sellers that develop and nurture customer relationships to acquire new customers as well as increase revenue share within Architecture, Engineering, and Construction accounts. Key responsibilities will include ensuring sales team accountability to meet and exceed sales targets and provide guidance and coaching to the team to ensure consistent application of the Global Sales Organization (GSO) sales philosophy. The ideal candidate will contribute to the Architecture, Engineering, and Construction sales strategy by providing industry expertise, which supports sales execution resulting in increased pipeline velocity and win rates. The Senior Sales Director will actively drive QBRs, be accountable for the team’s sales forecast, and will effectively collaborate across GSO and other WHR teams while creating a strong team dynamic.

What you'll do

Management & People Development:

• Coach and develop sellers by managing individual performance, creating development plans, and providing hands-on sales skills training as needed.
• High level of focus on team development and establishing a winning sales culture.
• Proactively resolve conflicts and roadblocks to successful sales execution.

Sales Execution:

• Works closely with sellers to develop effective account plans. 
• Contributes to increasing managed accounts within Architecture, Engineering, and Construction.
• Understands the AEC sales model in addition to Wyndham's chain scales, properties and quality levels to ensure end customer / property fit.

Market & Sales Planning:

• Based on knowledge of market trends and seller feedback, establish a robust territory plan in partnership with sales leadership.
• Monitor sales performance at the team and individual level.
• Own the sales recruiting plan and overall team budget.

Sales Enablement:

• Conduct deal reviews on key opportunities to provide guidance and identify internal resource needs to reduce deal risk.
• Conduct weekly pipeline review sessions to provide coaching to support forecast consistency and improved performance.
• Continuously identify and mitigate seller capability gaps.

You'll be successful if you have

Leadership:

• Develops relationships and establishes credibility with top executives of large and strategic customers.
• Strategically focused; provides clear, concise and compelling messages.
• Very strong listening, presentation and negotiation skills.

Solution Selling:

• Expert understanding of Wyndham strengths and offerings; ability to articulate the vision from customer perspective.
• Ability to strategically connect dots and pursue multiple opportunities across a single account to grow and expand footprint and revenue.
• Sell customer value and align and motivate WHR&R and Infrastructure account personnel to act in ways to drive win-win solutions.
• A self-starter, exhibiting initiative, confidence, professionalism, and good judgement; results-oriented. 
• Ability to deepen and grow current customer relationships; strong interpersonal people skills.

Business Acumen:

• Advanced understanding of Architecture, Engineering, and Construction account business models.
• Ability to review market conditions and advise customers of opportunities and collaborate on a strategy/ sales development plans.

Technical Acumen:

• Broad knowledge of the hospitality and travel industry.
• Strong negotiation and solution selling skills.
   

Required Qualifications/Experience

• Bachelors degree preferred.
• Minimum 10 years previous working experience, including at least 5 years sales management experience. 
• Experience in managing sales teams with a $50M+ quota target.
• Strong network of hospitality and lodging contacts across industries including Architecture, Engineering, Construction.
• Solution selling skills. 
• Experience with territory plans and sales forecasting.