Manager, Global Sales

Overview

The primary goal of the Manager, Global Sales - Corporate and MICE, South America is to increase revenue to member properties by building relationships with clients in the geographic territory (travel agents, corporate meeting planners, corporate travel planners and corporate travel buyers). This role utilizes the hotel network and client relationships to drive business to hotels and resorts. Though part of a regional team, the Manager is responsible for generating business to hotels globally and will develop sales strategies and tools to boost group revenue from third-party agencies, strategic partners, and direct clients in South America, supporting bookings across the Global PH&R portfolio. The Manager will also manage a select group of corporate accounts in Brazil, Argentina, Chile, Colombia and Peru, developing new and maintaining existing accounts throughout South America and overseeing relationships with designated accounts in Brazil.

Key responsibilities include collaborating with teams to drive sales and revenue growth, and building brand awareness among corporate decision makers and planners for all PH&R hotel members.

Duties & Responsibilities

• Strengthen PH&R business relationships and boost revenue with Corporate and MICE partners in South America consistent with Preferred Hotels & Resorts goals for the region.
• Develop and implement strategic plans to help member hotels capture additional market share across all segments for inbound/outbound South America, with a focus on inbound/outbound group sales and corporate sales for hotels in the region.
• Build business relationships in the Corporate and Group Sales segments to capitalize on outbound and inbound growth for South America and globally.
• Generate group business from direct clients, third-party planners and strategic partners in South America to PH&R hotels; research and develop new business.
• Maintain accurate Group Sales tracking, account management and database records through effective use of CRM.
• Increase production for member hotels in the corporate and consortium segments in South America and assigned corporate accounts in Brazil, Argentina, Chile, Colombia and Peru; understand business needs and provide proper brand solutions or referrals.
• Provide support to hotels requesting assistance scheduling sales calls and consulting to increase revenue within the territory.
• Maintain detailed and timely records with assigned account manager in the CRM tool.
• Conduct FAM trips as needed under direction of leadership.
• Maintain familiarity with all hotels in the PH&R brand through personal visits and website reviews.
• Research and develop additional accounts to diversify and optimize sales results for the global hotel portfolio, including New Business Development strategy and action plans for regional accounts and partnerships.
• Assist with overseeing support to member hotels during contracting and RFP processes, including maintenance of information via Sales Preferred Net, Corporate Survey, Cvent, STAR and other RFP tools.
• Follow financial reporting procedures as established by PH&R; oversee timely details and records of account information within CRM and related systems.
• Travel as required to support position expectations and represent the brand at major tradeshows, showcases, conferences, and road shows; maintain detailed accounting of expenditures and reporting.
• Enhance awareness and knowledge of PH&R brand, products, and services to potential clients.
• Assist EVP and Regional Director with hotels in the region, including participation in Business Reviews when needed.

Qualifications

Completion of a university/college degree program and 5 years of hotel-related experience (sales and marketing preferred); strong analytical and organizational skills; strong interpersonal skills; ability to advise and work effectively with others; excellent written and verbal skills; knowledge of the hospitality industry; ability to exercise good judgment in associate relations. Ability to communicate with and guide member hotels in South America on sales initiatives; ability to identify and realize new business opportunities. Fluency in Portuguese, English and Spanish.

Working conditions

São Paulo office. Local sales calls required 2–3 days per week and extended travel of 15%–20% may be required.

Required Training

• Orientation
• Training on systems and procedures including Preferred Net, CVENT, CRM, Power BI, Agency360, Outlook, PHGmeetings.com, reporting tools, and other trainings related to market segments and brand
• Hotel familiarization training

Disclaimer

The information in this description is intended to indicate the general nature and level of work performed by associates within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development
• Industries: Hospitality

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