Denihan Hospitality

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Director of International Sales

at Denihan Hospitality

Posted: 7/25/2019
Job Reference #: *70E853EC468E628D

Job Description

Requisition Number

Post Date

Director of International Sales

Property Name
The Surrey

New York


Part Time


Position Summary: Leads the International Sales segments to achieve goals and objectives in alignment with The Surrey Hotel’s strategic vision to exceed the associated revenue expectations. This position has the main responsibility of prospecting, soliciting, booking, and negotiation with clients within assigned segments below. This position requires a highly motivated, self-initiator who can be flexible and is comfortable in a fast-paced environment.
• Geographical Territory Mix: 50% Domestic – West Coast and Texas, 50% International.
• Segments will include: Consortia and Travel Agency business, Groups in LTAM, some related Wholesale and FIT.


- Assigned a specific territory to penetrate all market segments to include: Consortias, Commercial Travel Agencies, Group/Meeting Planners, Tour and Travel/FIT potential.
- Direct Sales actions: Solicit new business through active and ongoing telephone solicitation, outside sales calls, sales missions, trade shows, site inspections, networking, fam trips and entertainment.
- Responsible for contracting with Consortias like Signature, Virtuoso, Traveller Made etc.
- Monitor and evaluate production for each account, promotion, distribution channel and market source.
- Responsible for identifying target accounts in designated territories
- Responsible for Consortia RFP process through Lanyon of key and prospect accounts
- Responsible for identifying marketing opportunities: uncover suitable opportunities through relationships within Consortia and Travel Trade
- Monitor all consortia platforms like etc. and maintain competitor’s information to provide recommendations on promotions and offers to improve market share.
- Tradeshows: uncover suitable tradeshows, prepare participation budget plan, and execute strategies to maximize existing account penetration and new target account acquisition.
- Presentations to travel trade and group buyers, both highest current producers for The Surrey and highest potential producers.
- Participate in Relaise and Chateaux tradeshow and roadshows to increase awareness of The Surrey and maximize revenue potential.
- Identify geographical opportunities within assigned territories: Recommend and plan additional sales missions/ trips and identify marketing opportunities.
- Monitor and maintain knowledge on hotel’s identified comp-set and any new hotels that would impact market share within the assigned territory.
- Continuously review and update Unique selling features and product differentiators.
- Leverage technology and creatively tailor and update electronic presentations to generate interest and awareness of The Surrey.
- Draft and present an effective and targeted sales and marketing activity plan (quarterly) targeting all segments to include missions, tradeshows, fams, sales trips etc...
- Regularly update and involve senior leadership to engage with key and target accounts to increase market share and win new business.
- Perform activities to accommodate client schedules to attain sales targets such as assisting with telephone calls, walk-in site inspections, and evening and weekend appointments
- Maintain detailed product knowledge of hotel amenities, room dimensions, floor layouts, key differentiators within rom products, suite product knowledge and how this compares to the comp-set hotels.

Database Management through:
- Logging client contact information, sales activities and maintaining files with active, timely trace dates
- All tour and travel/FIT/Group account information should be regularly updated with contact details, activities and other pertinent account information (potential, competition, hotel spend etc.) in the current CRM system.

Communication & Reporting:
- Assist Director of Sales and Marketing in drafting and presenting a sales and marketing plan (annually)
- Communicate on industry news such as mergers and acquisitions (travel agencies), new hotel openings and refurbishments
- Communicate best practices and market segment updates.

Skills & Knowledge
- A Bachelor’s or associate degree preferred.
- 3-4 years of proven hotel sales experience within these segments.
- Exceptional negotiation and selling skills
- The successful individual will have exceptional interpersonal, communication, and organizational skills.
- Applicants must be comfortable making sales presentations and have exceptional, dynamic and memorable public speaking skills.
- Strong computer skills are a must to include: Lanyon, PPT, Outlook and Word. Basic knowledge of Delphi Sales & Catering, SynXis and/or Opera preferred
- This position generally works Monday to Friday but the ability to work on occasional evenings and weekends is essential.
- Ability to work within and manage a designated budget