Intermediary Accounts Director

Primary Objective

The Intermediary Accounts Director manages and develops key intermediary accounts for conventions, trade shows, and other meetings. The focus is on increasing leads for member hotels by promoting Orlando as the premier meeting and convention destination. This role requires extensive travel and participation in numerous in-person events to build and maintain relationships with strategic accounts.

Major Areas of Responsibility

• Client Engagement: Actively solicit organizations through telephone calls, personal sales calls, correspondence, and formal presentations to promote Orlando for their meeting needs. Conduct appropriate follow-up to secure business.
• Partnership Management: Negotiate and fulfill annual partnership agreements with strategic accounts, ensuring reporting mechanisms are in place to track volume changes year-over-year. Conduct cost-benefit analyses and negotiate terms to build additional strategic partnerships.
• Market Development: Develop and manage partnerships with new strategic accounts to increase lead volume and achieve a disproportionate market share for Orlando.
• Visibility Enhancement: Enhance Orlando’s visibility and viability by attending and presenting at partner meetings, regional meetings, annual meetings, and other related events. Focus on key accounts such as but not limited to ConferenceDirect, BCD Meeting & Events, HelmsBriscoe, American Express, HPN and Maritz.
• Marketing Partnerships: Analyze and increase marketing partnerships, developing messaging as necessary with key strategic accounts.
• Site Inspections: Implement, manage, and update site inspection incentive plans with input from hotel members and strategic accounts to increase bookings.
• Sales Team Presentations: Present to members’ sales teams to ensure they understand our role and processes for generating new leads and to stay informed about updates on their properties.
• Client Interaction: Utilize Visit Orlando core values in daily interactions with clients, members, and partners to achieve greater business success. Participate actively in training sessions.
• Communication: Maintain consistent and professional communication with members and clients to ensure timely and effective handling of new and repeat bookings.
• Technology Utilization: Accurately utilize CRM and other technology tools to streamline processes and meet individual, team, and organizational objectives. Adhere to data integrity and database management standards.
• Relationship Building: Build relationships with strategic account Regional Vice Presidents and Key Top Producers to solidify market share increases for Orlando.
• Education and Training: Educate account meeting planners, associates, and key contacts about Orlando’s attributes through personal interactions, webinars, industry events, and Destination Orientation trips.
• Industry Representation: Represent Orlando at industry trade shows, segment tradeshows, and DMO functions. Act as the point person for trade shows to promote the Orlando area.
• Event Participation: Build invite lists and participate in key third-party Destination Orientations (FAM), client development, and Visit Orlando-hosted tradeshow events.
• Site Inspections: Attend site inspections with intermediaries based on size and importance to help close business for Orlando. Assist with any site inspections as requested to secure business.
• Internal Meetings: Attend internal sales meetings and training sessions regularly.
• Additional Duties: Perform other accountabilities and projects as assigned.

Supervision of Others

None

Qualification Requirements

• Education and Experience: Bachelor’s degree from a four-year college or university; plus ten or more years of experience with intermediary accounts or prior sales experience with a first-tier city CVB or national sales experience with a nationally branded first-tier hotel; or an equivalent combination of education, training, and experience.
• Computer Skills: Proficiency in Microsoft Office programs (Excel, Word, PowerPoint, Access). Familiarity with CRM tools and the ability to navigate the Internet and use various search engines and social media.
• Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations with limited standardization. Ability to interpret various instructions in written, oral, diagram, or schedule form.
• Language Skills: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
• Physical Demands: Regularly required to sit, use hands to handle objects, reach with hands and arms, and talk or hear. Occasionally required to stand and walk.
• Work Environment: Typical office environment with no exposure to conditions outside of the normal office setting.
• Travel Requirements: Extensive travel is required.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements and does not imply a contract.

About Us

Visit Orlando Mission and Core Values

Our mission is to inspire, promote and grow global travel to Orlando for economic and community benefit. Our Core Values are: (1) WE INNOVATE: We are free to be curious and to create what we imagine. We go beyond delivering what works, we deliver what’s next; (2) WE TRUST: We are stewards of the resources and experiences entrusted to us. We show up for each other and our community. Trust is our currency; (3) WE WELCOME: We are diverse by nature and inclusive by choice. Everyone belongs here; (4) WE SERVE: We are dedicated to serving our community and each other. Service is our superpower; (5) WE “ORLANDO”: We create moments that matter and have a blast doing it! Fun has no height restrictions.