Sr National Sales Manager

Compensation Type

Yearly

Highgate Hotels

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition.  Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

Location

 

An authentic Arizona experience awaits at the Scottsdale Plaza Resort, where 40 lush acres and 50,000 square feet of flexible event space provide a perfect, palm-lined retreat for family getaways, business meetings and milestone celebrations. Five pools, a full-service salon and day spa, and nearby championship golf set the stage for memorable experiences framed by elegant Spanish Mission-inspired architecture, fragrant gardens filled with desert flowers, and stunning views of Camelback and Mummy Mountain.

Overview

The Senior National Sales Manager will sell conference space and room nights to interested conference group of varying sizes and from all over the world. Would also prefer that the candidate has 5+ years’ experience selling to corporate and association meeting planners.

Responsibilities

• Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Group Sales. Identifies revenue opportunities for the resort based on the event
• Meets and exceeds individual room night goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales
• Exceeds company minimum standards with the Shoptalk sales
• Understands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply and demand,
• Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, trade shows, etc. Conducts customer site inspections
• Excels at proactive selling. Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and resort room night goals. Focuses on accounts with larger potential sales
• Responds to incoming inquiries within their market segment and assists other sales managers in times of need.
• Ensure prospecting call goals are achieved. Schedule time (on a weekly basis) to focus on solicitation process. Use all resources provided and be creative in uncovering new leads for the
• Actively engage in-market with customers through one on one appointments, attendance at appropriate specific events, luncheons and/or trade
• Travel into markets, when needed, to ensure expanded exposure for the Resort. Execute all travel in order to ensure maximization of customer
• Closes the best opportunities for the resort based on market conditions and resort
• Accurately forecasts group sleeping rooms and revenue for his/her groups prior to the turnover and continues to be a part in this process after the
• Comprehends budgets as needed to assist in the financial management of department. Understands the impact of department's role in the overall resort financial goals and objectives and manages to achieve or exceed budgeted
• Ensures a high level of customer satisfaction and builds long-term mutually beneficial customer relationships to support future revenue
• Follows up with customer post-event.
• Makes presence known to customer at all times during this process. Greets customer during the event phase and hands-off to the catering & conference services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous
• Displays leadership in guest hospitality and ensures consistent, high-level service throughout all phases of resort events. Ensures products and services sold to the clients meet or exceed their expectations, create