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Complex Senior Account Director, Luxury, Leisure & Consortia Sales

Company: Alohilani Resort Waikiki Beach
Location: Pearl City
Posted on: September 10, 2023

Job Description:

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. www.highgate.com .


The all-new, vibrant 'Alohilani Resort Waikiki Beach blends indoor and outdoor luxury to elevate the experience of Oahu resorts. Every space has been envisioned by award-winning design firm, Rockwell Group. Fresh, welcoming and relaxing, it's an oasis of tranquility in the heart of Waikiki.

Experience our spacious, welcoming lobby and captivating 280,000 gallon Oceanarium unique to Honolulu resorts. Coming soon, the destination pool deck with private cabanas will offer a saltwater infinity pool, a shallow-water pool and club for kids, and a pool bar that seamlessly transitions from day to night. With a location steps from Waikiki Beach, it's where Hawaii vacations turn moments into memories.

Our resort is proudly named in honor of Queen Lili'uokalani, the last reigning monarch of the Hawaiian Kingdom. Beloved by her people, she was a music composer, an author and an ardent supporter of her culture. Her spirit is infused into the resort, which shares the same privileged location as her beachside home Ke'alohilani, meaning the royal brightness. Welcome to a fresh perspective on resorts in Waikiki. 'Alohilani Resort Waikiki Beach.


The Complex Sr Account Director, Luxury Leisure & Consortia Sales is responsible for effectively and proactively identifying, soliciting, and closing business for all accounts in his/her market segments. He/she is also responsible for prospecting and maximizing performance of assigned accounts/ to positively impact hotel revenues across supported hotels which include Alohilani Resort Waikiki Beach, Royal Lahaina Resort & Bungalows and Renaissance Honolulu Hotel & Spa in Hawaii.


- Proactively drive top line revenue for transient sales segments to include volume luxury travel agents & consortia for primary hotels through customer acquisition and development strategies and tactics.
- Manage luxury travel organizations such as American Express Hotel Collection, Signature and Ensemble to increase revenue production.
- Identify and research potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings/presentations with clients, buyers, influencers, and agencies that will keep the hotels pipeline consistently full of opportunities.
- Manage annual account rate negotiations requests for proposal through required RFP platforms.
- Maintain and participate in an active sales solicitation program.
- Regularly contact existing accounts based on the tracing frequencies.
- Meet or exceed sales solicitation call goals as assigned by the Director of Sales & Marketing & Regional Vice President, Sale & Marketing
- Invite clients to the hotels for entertainment, lunches, tours and site inspections as appropriate.
- Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
- Initiate and follow up on leads that will generate corporate, TMC, or consortia travel for supported hotels.
- Monitor production of all top accounts and evaluate trends within your market.
- Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
- Be familiar with each hotel's brand affiliation, benefits, and resources. Leverage access, partnerships, and sales support to improve position, influence, and productivity for supported hotels
- Meet and greet onsite contacts and travelers to garner and foster relationships, loyalty, and new opportunities.
- Report on sales activities (sell document reports) in format and frequency as required by the Regional Vice President, Sales & Marketing
- Increase Highgate property brand market presence via meetings, showcases, tradeshows, roadshows, client events and other recognition building programs.
- Conduct sales calls 2-3 days per week
- Entertain clients as appropriate.
- Abide by Prime Selling Time (PST).
- Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space, building accounts, and logging activities.
- Assist in the preparation of required reports in a timely manner.
- Assist in implementing special promotions relating to direct sales segments, i.e. events, sales blitzes, etc.
- Participate in industry trade shows and events which may require out of market travel.
- Develop networking opportunities through active participation in community and professional associations, activities and events.
- Develop a complete knowledge of company sales policies and SOPs and ensure knowledge of and adherence to those policies by the sales team.
- Attend daily Highgate Hotel Business Review (HHBR) meeting.
- Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
- Operate the Sales Department within established sales expense budget.
- Travel 25-50% of time as appropriate to support the overall expectations of the position.

Keywords: Alohilani Resort Waikiki Beach, Honolulu , Complex Senior Account Director, Luxury, Leisure & Consortia Sales, Executive , Pearl City, Hawaii

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