Associate Director of Sales, USA East Coast & Canada
Four Seasons Hotels and Resorts
New York Worldwide Sales Office, Unknown
Contract
Competitive
OfficeDirector
About Four Seasons:
Four Seasons is powered by our people. We are a collective of individuals who crave to become better, to push ourselves to new heights and to treat each other as we wish to be treated in return. Our team members around the world create amazing experiences for our guests, residents, and partners through a commitment to luxury with genuine heart. We know that the best way to enable our people to deliver these exceptional guest experiences is through a world-class employee experience and company culture.
At Four Seasons, we believe in recognizing a familiar face, welcoming a new one and treating everyone we meet the way we would want to be treated ourselves. Whether you work with us, stay with us, live with us or discover with us, we believe our purpose is to create impressions that will stay with you for a lifetime. It comes from our belief that life is richer when we truly connect to the people and the world around us.
About the location:
The Four Seasons Resorts Maldives, Four Seasons Resorts Bali & Four Seasons Explorer Palau is currently looking for an Associate Director of Sales (USA East Coast & Canada) to be based in New York, USA (sales satellite office).
The Associate Director of Sales will lead our resorts' USA East Coast & Canada sales strategy with our diverse and dynamic team.
The Associate Director of Sales is a shared services leadership position responsible for managing the Sales Group for Four Seasons Resorts Maldives, Four Seasons Resorts Bali & Four Seasons Explorer Palau. As part of a shared services collection with shared ownership, the ability to embrace, collaborate, and support the “Shared-Services Model” while aligning efficiencies within the cluster is essential.
This position is at Department Head level and reports to the Regional Commercial Director with a dotted line to the Senior Director of Sales.
What You Will Do:
Major Responsibilities
General:
Display warmth, care, and genuine enthusiasm when dealing with guests and internal customers; live the Golden Rule.
Demonstrate standards awareness by setting an example for standards execution, standards testing, and implementing action plans to achieve established product and service goals.
Represent Four Seasons Resort Maldives in all areas, both internally and externally, to the highest standard and in line with established guidelines and procedures.
Work closely with the Commercial and Sales offices (Regional Commercial Director, Senior Director of Marketing, and Directors of Sales) on a daily basis regarding sales and commercial activities in your marketplace.
Departmental:
Understand the Marketing Plan and Budgets for the resorts as required.
Understand Four Seasons Management Operating Standards (MOS) for Sales and Marketing, and carry out responsibilities in line with these standards.
Maintain a strong focus on new business development.
Conduct telephone and personal sales calls on accounts in assigned market areas and follow up promptly with appropriate actions.
Deliver effective presentations of our properties to meeting planners and travel agents.
Organize and manage an effective sales trip calendar as designated by the Commercial Sales Plan (up to 50% of time).
Qualify and follow up on all leads, maintaining strong relationships with Four Seasons Worldwide Sales Offices and other Four Seasons Hotels.
Evaluate, solicit, sell, and confirm business as required to meet individual goals and overall budgeted sales and profitability.
Work independently while meeting established targets.
Create group proposals and follow up on all group-related business.
Develop data and recommend programs to meet client needs, while also suggesting alternate proposals when required.
Sell the full range of resort services.
Coordinate with other Department Heads to ensure the highest quality of guest and group satisfaction.
Contact customers to promote goodwill, foster repeat business, and encourage referrals to other Four Seasons Hotels via P2P.
Follow up on the progress of booked business.
Maintain an effective plan of correspondence.
Utilize Golden Sales & Catering, Meeting Broker, Cvent, Sales Resource, and Rev Finder effectively.
Report monthly against action plans and goals.
Submit sales expense reports on a timely monthly basis.
Keep supervisors promptly and fully informed of all problems or unusual matters of significance so that corrective action can be taken where appropriate.
Specific Responsibilities and Tasks
General:
Work directly with the Regional Commercial Director of Sales and the Senior Director of Marketing on a daily and weekly basis for sales management in the relevant territory.
Agree on specific annual goals, with monthly reviews of production goals.
Submit a Golden Sales & Catering activity report to each Director of Sales and Senior Director of Marketing every Friday by the close of business (US time).
Hold no signing authority for contracts at any resorts across all three destinations.
Participate in weekly forecast and revenue management meetings (mandatory unless on business travel or vacation).
Conduct monthly reviews of competition, including packages and pricing.
Monitor and review new competitor updates on a monthly basis.
Review Pace and OTB of accounts each month.
Conduct quarterly reviews of action plans.
Develop and manage marketing activities for all key accounts.
Group:
20 prospect calls for groups each week.
Ensure group proposals are reviewed by the Director of Revenue, Director of Finance, and Regional Commercial Director or Senior Director of Marketing/Sales of the relevant resorts.
Submit all group contracts for review by the Regional Commercial Director or Senior Director of Marketing. After signature by the General Manager, forward the contract to the client and follow up accordingly.
What you bring:
3 years of strong, relevant experience in the US travel industry and group markets.
Direct experience in the USA Northeast region and New York is an advantage.
Proficient in reading, writing, and speaking the English language.
Possesses strong business acumen.
Ability to develop and execute a strategic Sales Action Plan for the territory.
Strong business development mindset with a focus on new business.
Willingness to travel up to 50% of the time, with the ability to draft comprehensive reports and focus on ROI.
Ability to work with sales operating systems, with working knowledge of MS Word, Excel, and PowerPoint. Experience with Golden Sales & Catering is an advantage.
Highly motivated individual with strong organizational skills.
Strong team player, able to work with decentralized colleagues across multiple time zones.
Excellent customer service skills.