Director of National Account Sales

POSITION PURPOSE AND SUMMARY The Director of National Account Sales is responsible for generating revenue by creating, maintaining, and growing relationships with ESA's mid-large customers. The Director of National Account Sales will be actively engaged at all times with their assigned accounts through ongoing sales interaction, qualification of opportunities, and consistently identifying areas for share growth for ESA. This involves developing account plans for each account, proactively seeking new business opportunities, developing and winning those opportunities, and building long term client partnerships. MAJOR / KEY JOB DUTIES Generate revenue growth using a consultative selling approach to maintain and expand relationships with large national and multi-regional accounts. Achieve revenue goals and other performance metrics for the assigned accounts. Create and implement strategic account plans to grow ESA's share of business with each account and deepen our partnership. Proactively work with assigned accounts to increase ESA's participation in their travel programs. Lead effective team selling efforts to translate our national agreement into actualized business at the local level. Maintain regular contact with all key account contacts including scheduled reviews to ensure the customer's needs and expectations are met by ESA. Use effective sales and negotiating skills to increase rates during the annual rate renewal process. Leverage sound business acquisition and retention strategies to cultivate both new and existing business relationships and achieve budgeted sales goals. Work collaboratively with the Account Services group to provide excellent client service to the account. This includes account onboarding, participation in account reviews, and ongoing/daily interaction to review actionable items, make recommendations for proposed solutions, and ensure the Account Services team has a clear understanding of client needs. OTHER DUTIES Strategy and Planning Conduct an account planning process to include performance objectives, financial targets, account growth plans and detailed action plans to continually grow revenue share. Develop strong client relationships including a deep understanding of account needs, buying behaviors and motivations, technical requirements, distribution channels, etc. Coordinate the involvement of formal and informal account teams to expand revenue from decentralized accounts through collaborative sales effort with members of the team in key demand markets. Training and Coaching Coach other members of the sales organization, including Regional Directors of Field Sales, Account Services Coordinators, operations team members to support account growth and client satisfaction. Seek ongoing training and coaching to improve sales effectiveness. Sales Activities Meet assigned targets for growing profitable sales volume and achieving strategic objectives for assigned accounts. Establish productive, professional relationships with key personnel in assigned accounts. Identify and develop new business through personal sales efforts targeted to prospective accounts. Develop and saturate accounts to consistently identify and win additional extended stay business opportunities within assigned or identified accounts. Maximize ESA hotel participation in the RFP process for major accounts and use effective selling skills to grow the number of hotels accepted into the travel program in the accounts' major destination markets. Develop a thorough understanding of all electronic distribution systems used by assigned accounts. Establish connectivity and viewership for any booking platforms used to ensure ESA is accessible and easy to book for the accounts' travelers and agents. Work with the Client Service group to process direct bill applications and expedite the approval process. Proactively assess, clarify, and validate customer needs on an ongoing basis to deepen client commitment to ESA. As necessary, lead service recovery efforts to promptly and thoroughly address customer needs, while coordinating the involvement of all necessary ESA personnel. Monitor and submit reports on sales productivity to ESA management and customers. Provide detailed reporting to customers and internal managers as requested. Maintain accurate documentation of all account contact and sales activities within the CRM program. Contribute to the creation of standards and best practices in soliciting large accounts within ESA. Understand and use a variety of reports and sales technology aids to maximize revenue. These include STAR data, the daily ops report, hotel lists, in-house guest lists, LinkedIn, ZoomInfo, ConstructConnect , etc . Participate in periodic sales promotions as appropriate. In Person Client facing meeting BENEFITS Medical Insurance Dental Insurance Vision Insurance Health Care and Dependent Care Flexible Spending Accounts Employer Paid Basic Life and AD&D Insurance Employer Paid Long Term Disability Optional Employee Paid - Voluntary Benefits Short-Term Disability Buy-Up Long-Term Disability Supplemental Life Insurance Dependent Life Insurance 401(k) Savings Plan Paid Time Off Employee Assistance Program (EAP) COMPENSATION For Colorado Applicants Only: To view pay range information for the position; please click on the following link: KNOWLEDGE, SKILLS, ABILITIES & COMPETENCIES: LANGUAGE SKILLS: * Fluent in the English language. * Excellent verbal and written communication skills. * Excellent interpersonal communication skills including effective listening. * Excellent presentation skills in one-on-one and small group situations involving clients and associates. SELLING SKILLS AND INDUSTRY KNOWLEDGE: * Strong knowledge of business-to-business sales including prospecting, business development, and account management. * Demonstrated ability to sell using a variety of approaches and delivery platforms. * Thorough knowledge of hotel and travel industry. LEADERSHIP ABILITIES: * Self-motivated with strong time management skills and demonstrated ability to set goals and achieve priorities. * Ability to manage multiple tasks simultaneously; must function well under pressure, delegate effectively, and remain positive and constructive under stress. ANALYTICAL SKILLS: * Strong problem solving skills. * Demonstrated skills in the area of data and performance metrics. * Ability to gather client information and analyze industry data to create client specific action plans and communications. COMPETENCIES: * Communication skills (verbal and written) : Ability to convey ideas clearly and effectively through both spoken and written channels. * Consultative skills : Capacity to understand client needs deeply and provide appropriate solutions or recommendations. * Negotiation Skills : Proficiency in reaching mutually beneficial agreements or compromises with clients or stakeholders. * Organizational skills - multitasking : Capability to manage multiple tasks or projects simultaneously while maintaining efficiency and effectiveness. * Computer skills : Proficiency in utilizing various software and tools necessary for job functions. * Product Knowledge : Comprehensive understanding of the company's products or services and how they meet customer needs. * Time Management : Efficient allocation and prioritization of time to accomplish tasks and meet deadlines. * Problem Solving : Ability to analyze complex situations, identify issues, and develop effective solutions. * Active Listening : Skill in fully concentrating, understanding, responding, and remembering what is being said during interactions with clients or colleagues. * Patience : Capacity to remain calm and composed in challenging situations, allowing for thoughtful and considerate responses. * Empathy : Ability to understand and share the feelings of clients or colleagues, fostering positive relationships and effective communication. * Understanding Duty of care : Awareness of the responsibility to ensure the safety and well-being of clients or stakeholders. * Ability to pivot : Flexibility to adapt to changing circumstances or strategies as needed. * Competitive Analysis : Evaluation of competitors' strengths, weaknesses, and strategies to inform positioning and differentiation. * Embraces change : Willingness to accept and integrate changes within the organization or industry. * Winning attitude and desire to be the best : Motivation and determination to achieve success and exceed expectations. * Effective Use of the CRM : Proficient utilization of Customer Relationship Management software to manage client interactions and relationships effectively. * Effective Use of Outreach; ZoomInfo, LinkedIn, ConstructConnect etc. : Skill in leveraging various outreach platforms to expand networks and reach potential clients. * Relationship Building : Ability to cultivate and maintain strong, mutually beneficial relationships with clients, colleagues, and industry contacts. * Ability to handle multiple projects simultaneously : Capacity to manage and prioritize multiple projects or tasks concurrently. * Account Saturation : Strategy and execution aimed at maximizing sales and relationships within existing client accounts. * Goal-focused (Hunter mentality) : Driven by the pursuit of specific objectives and goals, often associated with a proactive sales approach. * Pipeline Management : Effective oversight and management of sales pipelines to ensure consistent progress toward revenue targets. * Leverage reporting for client engagement - business acumen : Utilization of data and analytics to inform decision-making and enhance client engagement strategies. * Segment specific knowledge : Deep understanding of specific market segments or industries, enabling targeted and tailored approaches. * Analytical Skills (Kalibri, ESA reporting) : Ability to interpret and analyze data from various sources to extract insights and inform strategic decisions. * Clear understanding of buyer types : Insight into the different types of buyers and their motivations, enabling customized sales approaches. ENVIRONMENTAL JOB REQUIREMENTS * Located in a comfortable indoor area. Any unpleasant conditions would be infrequent and not objectionable. * Some travel is required depending on the account portfolio -- typically 10-50%. MINIMUM QUALIFICATIONS * Associates Degree, at least 6 years of outside sales experience, with a minimum of 4 years' experience in complex sales; or the equivalent combination of the two. * Must be pro-active and knowledgeable of creative sales activities and client interactions. * Must be able to work a flexible schedule to include infrequent evening and/or weekend meetings. * Must possess a valid driver's license and have reliable transportation. * Must be proficient with Microsoft Office software including Word, Excel, and PowerPoint PREFERRED QULIFICATIONS * Bachelor's Degree preferred but not required. * Hotel sales experience, particularly in the extended stay niche.

Created: 2024-11-05