Senior Account Executive, Group Sales

SUMMARY:
 
In this leadership role, you are responsible for leading the team of Group Sales Account Executives in both training, development, and final execution of processes and procedures responsible for achieving an annual definite room night booking goal in compliance with the organization’s annual sales and marketing plan.
 
In addition, you will be executing on the day to day sales and sales support position in partnership with assigned Sales Directors in the promoting and selling The Palm Beaches as a meeting destination for the Association, Corporate, and/or Specialty group market within the sales apartment. Discover’s Sales Director’s may either be in office, or remotely in Atlanta, Chicago, Washington DC or Rhode Island.
 
The Senior Account Executive, Group Sales will help manage the account database for their assigned markets, while delivering a high level of customer service to clients and assisting when needed for in-market events.  Other activities will include account research, prospecting and new business development.  This position must effectively communicate with other colleagues and all organization partners.
 

ESSENTIAL DUTIES AND RESPONSIBILITIES

Leadership/Supervisory

  • Has the ability to represent the SVP and Senior Sales leadership at internal/external partner trainings, events and product enhancements
  • Supervise/lead team of account executives in onboarding, product knowledge, and on departmental policies and procedures.
  • Effectively and consistently communicate to Account Executive (AE) team by holding regular 1-1 and/or group meetings.
  • Works with team to provide ongoing guidance in relation to training and development, as well as developing performance management objectives for each AE.
  • Completes operations by developing, assigning and monitoring work; gathering resources; implementing productivity standards; resolving team problems; and implementing new procedures.
  • Works closely to assist the SVP and Senior Sales leadership in development of departmental best practices, plans and procedures.
Above equates to approximately 15% of time

 
Administrative

  • Support DOS’ goals and objectives as needed (ie. Presentations, Value Propositions, Support Agreements, Lead Follow Up)
  • Effectively obtains and manages account information/updates for inclusion within CRM and Mint (Destination International database) from Director of Sales.
  • Assists Director(s) of Sales in the administrative support of managing their assigned budgets and event hosting funds to ensure maximum ROI for DTPB and its partners.
  • Review assigned Director(s) Expense report documentation before final submission to Finance & County.
  • Assists Associate Vice President of Groups and Meetings, Senior Vice President of Group Sales, Senior Account Executive, and DTPB Executive Team with other projects as directed.
Above equates to approximately 55% of time
 

Sales

  • Assists Director(s) of Sales in achieving annual definite room night booking goals through lead qualification, preparation, coordination, and distribution to partner community.
  • Effectively educates and communicates to clients our destinations, assets, and benefits, in addition to personal partner site visits to become knowledgeable about the destination’s assets.
  • Prospects for smaller in-house group opportunities under direction of in market- sales director to meet definite room night production for assigned territories by creating and utilizing a Universe of Accounts.
  • Creates value propositions and proposals to be sent to both clients and destination partners.
  • Support and undertake many of the Directors responsibilities while they are out of the office.
  • Ensure the seamless and successful execution on industry tradeshows and sales missions through collaboration of the team members in both pre and post event planning.
  • Attends industry events when appropriate (ie. Chamber Meetings, Sales Calls, Sales Missions, Tradeshows, and Client Site Inspections).
Above equates to approximately 30% of time

Expectations

  • Maintains a high level of destination product knowledge to include but not limited to Palm Beach County Convention Center, hotels, venues, and attractions of the Discover The Palm Beaches partners through site inspections, proactive engagement and contact with key partners.
  • Establishes positive relationships with destination partners that will help assist the Director(s) of Sales in value added sales and revenue producing opportunities.
  • Keeps informed on trends and events through industry association involvement and shares with AE team.
  • Demonstrates an ability and willingness to provide efficient and quality service to both internal and external customers.
  • Uses specialized knowledge, sales and technological training to successfully execute on responsibilities.
  • Adapts quickly to changing volume of work and responds appropriately and positively to various situations.
  • Proactively seeks out solutions

 
 
 
EDUCATION, EXPERIENCE AND QUALIFICATIONS,

  • A 4 year college degree, or equivalent, is required. Preferably in the Hospitality/Hotel/Tourism Management.
  • 2 to 3 years’ experience in a sales coordinator, or direct sales leadership role in the hotel/tourism industry, or an equivalent combination of education, training and experience that provides the required knowledge, skills and abilities to successfully perform all functions of the position.
  • Excellent organizational and oral and written communication skills. Proven ability to manage multiple projects at a time while paying strict attention to detail.
  • Must be a self-driven, results-oriented individual with a positive outlook who works well with others in a friendly, cooperative manner.
  • Must be able to communicate effectively both verbally and in writing with all publics.
  • Must have working knowledge of office processes, procedures, and technology including hands-on experience in MS Office Products.  Experience with Simpleview CRM is preferred but not required.  The ability to learn new software applications is a must.
  • Must have strong interpersonal skills and the ability to work collaboratively and effectively with all levels in the organization and partner organizations. 
  • Able to work well independently yet co-operatively; consistently committed to individual, team and organization excellence

 
WORK ENVIRONMENT
Working conditions are standard for an office environment.  The position may require periodic weekend and/or evening work.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 
 
OTHER INFORMATION
This position description is meant to describe the general nature and level of work to be performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. The duties and responsibilities in this job description may be subject to change at the discretion of management.
 
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