Manager, Global Sales

GENERAL SUMMARY

The primary goal of the Manager, Global Sales - Corporate and MICE, South America is to increase revenue to our member properties. This is accomplished by building relationships with clients in their geographic territory, such as travel agents, corporate meeting planners, corporate travel planners and corporate travel buyers. The Manager, Global Sales - Corporate and MICE, South America uses our vast hotel network and his/her own strong client relationships to drive business to the hotels and resorts. Though the Manager, Global Sales - Corporate and MICE, South America is part of a regional team, he/she is responsible for generating business to hotels globally. 

This manager will create 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.

Additionally, the Manager, Global Sales – Corporate and MICE, South America will manage a select group of corporate accounts located in Brazil, Argentina, Chile, Colombia and Peru. This position entails developing new and maintaining existing accounts throughout South America, while also overseeing relationships with designated accounts in Brazil. Key responsibilities include collaborating with teams to drive sales and revenue growth, as well as building brand awareness among corporate decision makers and planners for all PH&R hotel members.

ORGANIZATIONAL RELATIONSHIP

Under the general supervision of the Executive Vice President, South America, with functional reporting to the Senior Vice President, Global Sales - Corporate and the Senior Vice President, Global Sales - Group, the Manager works closely with Global Sales, Global Group Sales, Regional Director, Global Account Managers, VIP DESK, Marketing Department, Meeting & Events, Finance Department, Hotel Members, and Clients. 

DUTIES & RESPONSIBILITIES

 Key duties include strengthening business relationships, developing strategic sales plans, managing accounts, and generating revenue in Corporate and Group Segments. 

1.  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. 
2.  Develop and implement strategic plans to assist our member hotels to capture additional market share of all segments for the inbound/outbound South America region while also focusing on inbound/outbound group sales and corporate sales for hotels in the South America region.
3. Build business relationships in the Corporate and Group Sales segments capitalizing    on the strong outbound and inbound growth for South America and Globally.
4. Generate group business from direct clients, third-party planners and Strategic Partners in South America to PH&R hotels in accordance with annual goals. Research and develop new business. 
5. Maintain accurate Group Sales tracking, sales account management and database records through effective use of CRM
6. Increase production for member hotels in the corporate and consortia segments in South America and assigned corporate accounts in Brazil, Argentina, Chile, Colombia and Peru, seeking to understand all business needs and provide proper brand solutions and/or referral to accommodate client with their Corporate Business needs.
7. Provide support to hotels that request assistance scheduling sales calls and consulting to assist in increasing revenue within specified territory.
8. Maintain detailed and timely records with assigned account manager of account information within our CRM tool. 
9. Conduct FAM trips as needed at the direction of the Executive Vice President, South America.
10. Maintain a high level of familiarity with all hotels in the PH&R brand through a  combination of personal visits & reviews of websites.
11. Research and develop additional accounts to ensure diversification to optimize sales results for the global hotel portfolio. This includes New Business Development (NBD)  strategy and action plans for regional accounts and partnerships.  
12. Assist with overseeing the support to member hotels throughout the contracting and RFP solicitation process, including maintenance of information and communications via the Sales Preferred Net, Corporate Survey, Cvent, STAR and other RFP Tools
13. Follow proper financial reporting procedures as established by PH&R, as guided by annual budget; Oversee the timely details and records of account information within the CRM and Preferred Net sales member portal database systems.
14. Travel as appropriate to support the overall expectations of the position as well as represent the brand at major tradeshows, showcases, conferences and road shows; maintain detailed accounting of operational and promotional expenditures and follow proper financial reporting procedures as established by the department and organization
15. Enhance awareness and knowledge of PH&R brand, products, and services to all potential clients.
16. Assist EVP and Regional Director with hotels in the region, including corporate survey and participation in Business Reviews when needed.

QUALIFICATIONS

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

WORKING CONDITIONS

São Paulo office. Candidate will work in a favorable office environment.   Local sales calls would be required for 2 or 3 days per week and extended travel of 15%-20% would also be required.

REQUIRED TRAINING

1.  Orientation

2.  Trainings on all systems and procedures including Preferred Net, CVENT, CRM, Power BI, Agency360, Outlook, , reporting tools and all other relevant trainings related to market segments and brand. 

3. Hotel familiarization training.

DISCLAIMER

The above information in this description has been designed 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.