Director of National Accounts

JOB OVERVIEW

The Director of National Accounts is responsible for driving revenue through the strategic acquisition and management of sales strategy to drive group room revenue, meetings, conferences, and events in the association and pharmaceutical/bio medical markets. This position develops and maintains strong relationships with association clients, identifies new business opportunities, and manages the sales process from prospecting through contract execution. Such a role partners with Sales, Catering, Revenue Management, and Operations to maximize revenue opportunities, achieve established sales goals, and ensure exceptional client experience while meeting or exceeding the hotel’s overall profitability objectives.

WHAT WE OFFER

• Pay rate: $95,000-105,000 annually
• Medical, dental, vision insurance
• 401(k) with company matching 
• Complimentary Employee Meals
• Exclusive worldwide Hilton employee travel discount program
• ... and more

DUTIES AND RESPONSIBILITIES

• Develop and implement proactive sales strategies to secure new and repeat business. 
• Develop, and maintain relationships with national associations, professional societies, trade organizations, and their meeting planners to generate group room nights, meetings, conferences, and catering revenue for the hotel.
• Serve as a strategic relationship leader for key association accounts, representing the hotel at industry events, association conferences, client meetings, and sales missions.
• Develop and execute an annual business plan focused on the national association market.
• Identify new association accounts and opportunities through market research, networking, referrals, industry databases, and existing relationships.
• Develop and maintain strong relationships with association executives, meeting planners, third-party planners, and destination management partners.
• Manage a portfolio of key national association accounts and develop strategies to increase production and loyalty.
• Solicit and secure association conferences, conventions, annual meetings, board meetings, educational programs, and specialty events.
• Conduct proactive sales calls, virtual presentations, site inspections, client entertainment, and sales missions.
• Respond to RFPs and develop compelling proposals that position the hotel competitively.
• Negotiate rates, concessions, meeting space, food and beverage commitments, and contract terms within established hotel guidelines.
• Maintain a strong pipeline of qualified association business and accurately forecast future room-night and revenue production.
• Build relationships with national and regional associations whose meetings align with the hotel's location, facilities, and business strategy.
• Understand association buying patterns, including annual rotations, citywide conventions, executive meetings, and multi-year booking cycles.
• Identify opportunities to capture repeat annual meetings and establish the hotel as a preferred association destination.
• Monitor competitor hotels, market trends, compression periods, citywide events, and association industry developments.
• Partner with the Convention & Visitors Bureau, convention centers, destination partners, and other industry organizations to generate leads.
• Attend and actively participate in association-focused trade shows, conferences, educational programs, networking events, and industry organizations.
• Represent the hotel at industry events such as ASAE, PCMA, MPI, regional association meetings, and other relevant industry programs.
• Develop a strong professional network among association executives and meeting professionals.
• Participate in hotel sales blitzes, client events, familiarization trips, and destination sales missions.

QUALIFICATIONS AND REQUIREMENTS

Education & Experience

• Bachelor’s Degree preferred.
• 5+ years of hotel sales experience, with proven success in managing and securing National Association accounts.
• Existing relationships with association executives, meeting planners, and organizations strongly preferred.

Required Skills/Abilities

• Excellent written and oral communication skills with the ability to negotiate, convince, sell, and influence prospects and hotel guests.
• Advanced knowledge of the sales and hospitality principles and practices.
• Sales-oriented writing techniques and strategies for correspondence, i.e. letters, reports, proposals, and contracts.
• Ability to maximize impact, maintains interest, and establishes a rapport with your audience when conveying information.
• Ability to proactively prioritize needs and effectively manage time and resources.
• Understanding the positioning of the hotel, services provided, and how the hotel can meet the needs of clients.
• Must possess computer skills, including, but not limited to, Microsoft Outlook and Office, Delphi Fdc, OnQ Solicitation, Cvent, and Meeting Broker. 
• Brand experience is a plus.

Schedule

Work schedules are based on the operational needs of the business. Availability to work days, evenings, weekends, and holidays is required for this position.

Physical, Mental and Environmental & Technical Demands

Fast-paced environment, multiple tasks to be handled under time constraint. Must be able to bend, crouch, kneel, and twist in the work area. The role involves frequent standing, walking, bending, kneeling, climbing, lifting, pushing, and pulling objects weighing up to 250lbs. often for extended periods. Must be able to maneuver around property. Must be able to sit for prolonged periods of time. Must be able to operate a computer, telephone, and copier. Must have manual dexterity to operate all office equipment. May include exposure to high levels of ambient noise for prolonged periods, must be able to perform essential job functions effectively in such conditions.

Grooming

All employees must maintain a neat, clean, and well-groomed appearance. Specific uniform guidelines and/or required articles of clothing will be explained as part of the orientation process. 

STANDARD SPECIFICATIONS

Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the incumbent will possess the abilities or aptitudes to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves, other employees, or guests.

A review of this description has excluded the marginal functions of the position that are incidental to the performance of fundamental job duties. All duties and requirements are essential job functions.

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor.

This document does not create an employment contract, implied or otherwise, other than an “at will” employment relationship.

The statements in this job description are intended to represent the key duties and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job. This position is classified as exempt (per the Fair Labor Standards Act).

Sun Hill is an Equal Opportunity Employer committed to fostering a diverse, inclusive, and respectful workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, pregnancy, sexual orientation, gender identity or expression, national origin, ancestry, age, disability, genetic information, marital status, citizenship status, protected veteran status, or any other characteristic protected by applicable federal, state, or local laws.