Sonesta Hotels

Role Description Reporting to the Director of Sales & Marketing, the Account Director is responsible for managing a base of key international accounts with business opportunity on a global basis. This position requires ability to travel extensively to conduct presentations to the key accounts, to conduct presentations with the GSO Team and as needed for industry trade shows or related events. A motivated sales-professional with a successful track record in both seller and account management with demonstrated ability to build mutually beneficial complex customer relationships. - Manage assigned accounts and preferred partnerships in the group segment via targeted customer facing meetings and opportunities, participation in global trade shows and industry related events. - Specializing in the key vertical markets based on geographic location. - Conduct high level customer business reviews for top key accounts. - Lead annual customer business reviews quarterly. - Work with Revenue Management to provide guidance on RFP’s. - Identify, research and develop key account plans. - Create strategies and measure growth realized relative to account level results. - Present Sonesta value proposition to all level of decision makers, comfortable presenting at leadership level and C-Level where opportunity arises. - Develop brand level presentations, submit proposals and development of contracts. - Understand hotel positioning and strategies as relate to key accounts. - Ensure client and hotel satisfaction by facilitating positive, long-term relationships with both customers and Sonesta. - Utilize research tools including but not limited to Knowland, Cvent. - Carry an annual revenue goal and achieve YOY key account revenue growth (room nights, ADR and revenue). - Proficient in Delphi and Meeting Broker. Qualifications - Bachelor's degree (or equivalent experience). - 8-10 years of global sales experience in a National Sales/Global Sales role with responsibility for key vertical and corporate accounts. - A successful track record of sales success and team management. - Multi-brand hotel experience a plus. - Attain established monthly/quarterly sales/revenue/activity goals. - Must possess the ability and willingness to travel 55% of the time (Industry Related Events and Tradeshows, Key Site Inspections, Entertainment Opportunities). - Excellent oral and written communication skills. - Excellent organization skills. - Appropriate professional appearance and demeanor. - Ability to deliver presentations in a concise, well-organized manner. - Demonstrates knowledge of job-related processes and systems (i.e. IT systems specific to sales, Delphi). - Valid driver license, passport, serviceable automobile, proof of insurance and approved to work in USA. - Position is remote/home based, requiring a dedicated home office. Experience working remote preferred. Requirements - Pay range $85,000 to $90,000 annually. - Non-Union: The base pay offered may vary based on various factors, including but not limited to job-related knowledge, skills, and specific/overall experience. Benefits - Medical, Dental and Vision Insurance. - Paid Vacation and Sick Days. - Holidays and Personal Days (Floaters). - 401(k) Retirement Plan.

• Manage and grow assigned portions of global accounts, maintaining strong, client-facing relationships • Serve as a primary contact for day-to-day client needs, ensuring responsiveness and high service levels • Proactively pursue new business opportunities within assigned accounts and targeted segments • Conduct regular outreach to clients to drive engagement, identify opportunities, and close business • Monitor lead activity daily, ensuring timely follow-up on all new, pending, and stalled opportunities • Partner with Global Account Managers/Directors and property Sales Managers to develop proposals and respond to RFPs • Track and report on individual and account-level performance, including end-of-month production and reconciliation • Maintain accurate pipeline management, forecasting support, and data integrity across all systems

• Develop and implement revenue strategies for a portfolio of franchise hotels. • Analyze market trends, demand patterns, and performance data to inform pricing and distribution decisions. • Collaborate with internal teams and hotel partners to optimize revenue across all segments and channels. • Provide strategic guidance on sales and marketing initiatives, including group, corporate, and wholesale segments. • Monitor and enhance system connectivity and data integrity across platforms. • Support forecasting, budgeting, and performance reporting processes. • Serve as a trusted advisor to hotel stakeholders, adapting to portfolio changes as needed.

• Consults and supports assigned hotels focusing on revenue performance, guest satisfaction, and brand program execution • Conducts on-property business performance consultative visits with hotel owners/operators in assigned region • Analyzes, develops, and delivers Business Performance 360 reviews and business improvement recommendations • Conducts periodic training on-property and at Brand Conferences • Monitors and follows-up with hotels regarding completion of action items • Partners with hotels to develop and deliver booked and qualified sales leads • Engages in resolution of escalated owner/operator feedback regarding brand performance

• Foster brand equity, best in class operations, and net unit growth • Conduct on-property business performance consultative visits with owners/operators in assigned region • Analyze, develop, and deliver Business Performance 360 consultative reviews and business improvement recommendations • Review and update Property Improvement Plans • Conduct periodic training on-property, at in-region Townhalls, and Brand Conferences • Assist hotel’s sales and marketing efforts by conducting market assessments and identifying sales opportunities • Partner with hotels by making in-market sales calls to develop booked and qualified sales lead opportunities • Engage in resolution of escalated owner/operator feedback regarding brand performance and satisfaction

• Analyze short- and long-term forecasting. • Analyze trends in inventory to include occupancy, rates, product line and strategic sales goals. • Prepare revenue management reports and information for Owners, Corporate Office, General Managers, and all related meetings. • Review end of month room statistics reports from the hotel’s PMS and RMS systems and provide critical analysis on performance vs. forecasts and result of implemented strategies. • Conduct displacement analysis of group business, as needed, to determine impact potential business will have on RevPAR. • Complete weekly booking pace reports and analysis on pace, recommending strategy changes when needed. • Analyze past and present trends and make recommendations for future strategies. • Daily review and implementation of transient rate strategy via RMS and CRS systems. • Review all tentative and definite group bookings, to ensure that they support implemented strategies. • Ensure group inventory and cut-off dates are managed according to demand. • Maintain accurate demand information in the RMS and PMS systems. • Work with General Manager and Operations Manager on oversell levels. • Conduct weekly sales strategy meetings where the appropriate booking period is evaluated for the proper rate and availability control. • Review weekly and monthly sales data for the 365-day window, to include: group rate, extended stay rates, transient demand and forecasted updates. • Develop annual transient pricing. • Prepare all weekly, monthly, three month and annual forecasts, using the hotel’s applicable PMS, sales, and forecasting systems. • Review all competitive shops on a consistent basis and identify selling strategies and market trends. • Produce and maintain twice a year the value assessment for your competitive set.