Director of National Accounts - Midwest Multi-Property

Description

 Position Summary

The Director of National Accounts is responsible for developing, managing, and growing strategic relationships with national accounts, corporate clients, third-party planners, travel management companies, consortium partners, and key industry stakeholders. This role drives group, corporate, leisure, and specialty segment revenue across the portfolio through proactive sales efforts, relationship management, and strategic business development initiatives.The Director of National Accounts serves as an ambassador for the organization and its properties, working collaboratively with property-level sales teams and operational leaders to maximize revenue opportunities, increase market share, and achieve sales goals.

Essential Duties and Responsibilities

Business Development & Revenue Generation

• Develop and execute strategic sales plans to generate new business opportunities from national and regional accounts. 
• Prospect, solicit, and secure group, corporate, incentive, association, and leisure business across the portfolio. 
• Identify emerging market opportunities and industry trends to increase revenue production. 
• Negotiate contracts and pricing strategies that maximize profitability while maintaining competitiveness. 
• Maintain a strong pipeline of qualified business opportunities and accurately forecast sales production. 
• Achieve or exceed annual revenue, room night, and sales activity goals. 

Account Management

• Build and maintain long-term relationships with key decision-makers, meeting planners, travel managers, and industry partners. 
• Conduct regular account reviews and develop customized business plans for key accounts. 
• Manage national account contracts and preferred partner agreements. 
• Serve as the primary point of contact for assigned accounts and ensure exceptional service throughout the sales cycle. 
• Coordinate client site visits, familiarization tours, and property showcases. 

Portfolio Sales Support

• Collaborate with property sales leaders to identify opportunities and align account strategies. 
• Support properties during the RFP process, contract negotiations, and customer presentations. 
• Facilitate communication between corporate sales and property operations to ensure successful execution of client expectations. 
• Promote all hotels, resorts, restaurants, wineries, golf clubs, and entertainment venues within the portfolio as appropriate. 

Industry Networking & Representation

• Represent the organization at industry trade shows, conferences, networking events, and client functions. 
• Maintain active involvement in industry associations. 
• Develop strategic partnerships that enhance brand awareness and generate new business opportunities. 

Reporting & Analysis

• Maintain accurate account records and sales activities within CRM systems. 
• Prepare weekly, monthly, and quarterly sales reports. 
• Analyze market trends, competitive intelligence, and account performance metrics. 
• Provide recommendations regarding pricing, positioning, and market strategy. 

Leadership Responsibilities

• Foster strong working relationships across all properties and departments. 
• Serve as a mentor and resource for property sales teams. 
• Promote a culture of collaboration, accountability, and excellence. 
• Support organizational initiatives, brand standards, and company values. 

Qualifications

Education

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, or related field preferred. 
• Equivalent combination of education and professional experience may be considered. 

Experience

• Minimum 5–7 years of progressive hotel, resort, hospitality, or destination sales experience. 
• Minimum 3 years of national account management experience. 
• Proven success selling luxury hotels, resorts, destination properties, or multi-property portfolios preferred. 
• Experience with group, corporate, incentive, association, and leisure market segments. 
• Demonstrated track record of meeting or exceeding sales goals. 

Knowledge, Skills & Abilities

• Strong negotiation and contract management skills. 
• Exceptional relationship-building and networking abilities. 
• Excellent verbal, written, and presentation communication skills. 
• Ability to manage multiple priorities and deadlines. 
• Proficiency with CRM systems, Microsoft Office Suite, and hotel sales platforms. 
• Strong analytical and strategic planning capabilities. 
• Ability to work independently while collaborating effectively with multiple stakeholders. 

Physical Requirements

• Ability to travel up to 50–75% of the time. 
• Ability to attend industry events, trade shows, and client meetings. 
• Ability to sit, stand, walk, and work on a computer for extended periods. 
• Ability to occasionally lift and carry materials up to 25 pounds. 

Key Performance Indicators (KPIs)

• Revenue production from assigned accounts. 
• New account acquisition. 
• Room night generation. 
• Market share growth. 
• RFP conversion rate. 
• Client retention and account growth. 
• Sales activity metrics (calls, meetings, site visits, presentations). 
• Forecast accuracy. 
• Portfolio-wide contribution to revenue goals. 

Preferred Hospitality Portfolio Experience

Experience selling luxury hotels, resorts, wineries, golf destinations, private clubs, restaurants, event venues, and lifestyle hospitality brands is highly preferred. Multi-property or portfolio sales experience within independent luxury hospitality organizations is strongly desired.