DIRECTOR COMMERCIAL NAT ACCTS

The Commercial National Accounts Director is responsible for over directing and developing the teams that oversee relationships with key commercial clients to achieve sales and revenue targets. They work with national customers to understand their needs and create customized solutions, negotiate contracts and price, and provide ongoing support to ensure customer satisfaction. They also work closely with internal teams to coordinate resources and ensure commercial customer needs are met.

Position Responsibilities

May include: 

• Sales efforts to achieve budgetary goals, meeting monthly booking goals and hotel revenue guidelines for the assigned Market Segment.
• Solicit new and existing accounts to meet/exceed goals through telephone solicitation, outside sales calls, site inspections and written communication.
• Participate in daily business review meeting, pre-convention meetings, training and other sales-related meetings as required.
• Develop/maintain knowledge of market trends, competition and customers.
• Make recommendations as necessary to improve service and expand local successes to new areas.
• Identify market trends and new ways to improve customer satisfaction & loyalty; strengthen our market position and accelerate revenue growth.
• Communicate our company vision and direction – both internally and to the customer.
• Actively participate in the sales and marketing planning meetings to establish strategies, goals and objectives for each year.
• Identify and communicate competitor activities and other industry activities that affect product management.
• Identify and communicate product and/or product line opportunities or deficiencies.
• Guide the strategic direction, coordination, sales, and profitability of assigned national accounts.
• Develop and implement strategic programs and initiatives intended to establish, grow, maintain, and improve the profitability.
• Collaborate with Sales and Marketing in the creation of robust national and local marketing strategies.
• Build networks, resources and existing contracts to create and open new customer opportunities.
• Develop and implement best practices for establishing, building, and maintaining client relationships that positions the company as a provider of choice.
• Identify untapped or underdeveloped market opportunities.
• Assist in developing action plans and initiatives to each distinct market opportunity.
• Monitor implementation and progress of initiatives and plans.
• Establish processes and procedures to manage customer acquisition.
• Coordinate product training with suppliers and associations.
• Negotiate the T & C’s of the National Agreements, including, pricing, rebates, discounts, etc.

Nature & Scope

• Develops and implements strategic plans and objectives for the department/sub-function in an effective and innovative fashion
•  Understands the business and can put together comprehensive department solutions 
•  Works with other leaders to establish strategic plans and works towards achieving them
•  Provides leadership and direction to managers in their respective division/department
• Sees to department staffing needs (e.g. interviewing, hiring, new hire and ongoing training, annual evaluations, etc.)
• Participates in budget development and monitoring of expenses
• Level of signing authority established by company policy/guideline

Knowledge & Skills

• Develops and implements strategic plans and objectives for the department/sub-function in an effective and innovative fashion
•  Understands the business and can put together comprehensive department solutions 
•  Works with other leaders to establish strategic plans and works towards achieving them
•  Provides leadership and direction to managers in their respective division/department
• Sees to department staffing needs (e.g. interviewing, hiring, new hire and ongoing training, annual evaluations, etc.)
• Participates in budget development and monitoring of expenses
• Level of signing authority established by company policy/guidelines