Director of Business Travel Sales

Choice Hotels International, Inc (NYSE: CHH) is one of the largest lodging franchisors in the world. A challenger in the upscale segment and a leader in midscale and extended stay, Choice® has more than 7,400 hotels, representing over 625,000 rooms, in 45 countries and territories. A diverse portfolio of 22 brands that run the gamut from full-service upper upscale properties to midscale, extended stay and economy enables Choice® to meet travelers' needs in more places and for more occasions while driving more value for franchise owners and shareholders. The award-winning Choice Privileges® loyalty program and co-brand credit card options provide members with a fast and easy way to earn reward nights and personalized perks. For more information, visit www.choicehotels.com. 

The ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity are key to our success in inspiring Loyalty, Growth, and the Hospitality Spirit.

Our managed hotels portfolio includes Radisson Blu, Radisson, Radisson Red, Park Plaza, and Country Inn & Suites by Radisson.

The Director of Business Travel Sales works to maximize sales occupancy and rates in conjunction with hotel operations, to increase profits by increasing business transient sales and generating business through aggressive sales efforts.

The Director of Business Travel Sales reports directly to the Director of Sales and Marketing.

   

Core Responsibilities

•    Conduct a successful, aggressive solicitation process involving outside sales calls, inside appointments, telephone calls, email, personalized letters, and direct mail. As a proactive Director of Business Travel Sales, 80% (eighty) of the time should be spent in active sales solicitation.
•    Assist Director of Sales and Marketing, in creating a realistic, and aggressive, annual marketing plan. Update your portion of this plan monthly to ensure it is up to date and changes with market conditions.
•    Quarterly Action Plan to be created each quarter, that ties into the annual marketing plan and market conditions. This includes developing sales strategies and timelines for the business transient sales segment.
•    Send proposals on all leads which fit the profile of each property and actively follow through to convert from proposal to definite status. Proposals should be sent to clients within 8 business hours.
•    Respond to all Brand RFPs by the provided due date. Discuss the account and rate strategy with the Director of Sales and Marketing and Director of Revenue Management before responding to the RFP. This will include all Consortia and Corporate business requests, through Lanyon.
•    Clearly outline on Inquiry sheets the client’s annual room night production, budget information, decision maker/process and client’s hot buttons. Will also cross sell for catering and group room blocks and forward all leads found to the appropriate Sales Manager of that property.
•    Obtain, document, and route all necessary information on definite CNR/LNR accounts, including billing information, credit application (if applicable), how the client books, GDS loading instructions (if applicable), VIP arrangements and client hot buttons.
•    Forecast business transient production monthly, per property, and provide to each Director of Sales and Marketing to ensure a property forecast can be created.
•    Provide feedback to the Director of Sales and Marketing, on any account/client changes including number of rooms needed, method of booking changes and any other pertinent information.
•    Maintain an updated account list, for front desk and Director of Sales and Marketing, to include name of the account, Client ID, Rates (by season if applicable) and any rate inclusions such as breakfast, Wi-Fi, etc.
•    Verify CNR/LNR rate information provided during rate audits.
•    Quarterly review of accounts and their production. Have quarterly calls with clients to discuss past quarter’s production and see if there are any future changes.
•    Shop comp sets each season to ensure accurate rate data at all competitor hotels. Maintain that information on a Google spreadsheet for property Director of Sales and Mark