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Account Director At Sheraton Hotels & Resorts

Date Posted: 30/May/2014
Deadline: Not Specified

Starwood Hotels & Resorts Worldwide, Inc. - One of the leading hotels and leisure companies in the world with more than 1000 properties in over 100 countries, is a fully integrated owner, operator and franchisor of hotels and resorts with the following internationally renowned brands: St Regis, The Luxury Collection, Sheraton, Westin, Four Points by Sheraton, W, Le Meridien, Aloft and Element.

Starwood Vacation Ownership, Inc., a subsidiary of Starwood Hotels & Resorts Worldwide Inc., is one of the premier developers and operators of high quality vacation interval ownership resorts. For more information, please visit or

We are seeking for employment dynamic, result-oriented and self-motivated person to fill the position below:

Account Director

Ref: 20169882


Department: Sales

Job Description
Position Purpose:

  • In conjunction with the Director of Sales and Marketing, this position is responsible for maximising rooms / F&B / Conference and Banqueting business from a defined account base. Proactively uncovering new prospects with the Sheraton Grand Hotel and maximising conversion of business in line with Hotel budgetary goals.
  • This position is considered to be the senior account handler within the Sales structure, and therefore requires a high degree of self motivation and the ability to work unsupervised using own initiative. This position is responsible for the management of sales accounts, and is not responsible for the day to day management of the sales team.
  • Representing and promoting the quality image of the company at every opportunity.

Essential Function

  • Manage a pre-determined number of key accounts/key prospects and other active accounts to ensure maximum yield in line with budgetary objectives.
  • Maintain valid call objectives and relevant action plans for each key account/key prospect and ensure all follow up is executed in a timely manner.
  • Proactively prospecting new accounts for the property, and following sales process through to convert into 'producing' accounts.
  • Take personal responsibility to ensure that Standards are maintained and that the system is utilised to its full capacity.  
  • Maintain up-to-date activity and rate information for each account.
  • Understand and be in a position to action any group and events enquiries and ensure accurate hand over and follow up to Events Team.
  • Attend any trade fairs as a representative of the property, ensuring that the quality image of the Hotel is portrayed, and that every opportunity is taken to promote the Hotel and Starwood.
  • To take personal responsibility for understanding the Marketing plan and the required budgetary guidelines of the Hotel, to enable empowered decisions in all rate negotiations.
  • To actively participate in the annual Marketing Planning process as a support for the Director of Sales and Marketing, and to take responsibility for the compilation of competitor rate and product information, as indicated by the Director of Sales and Marketing.

Supportive Functions:

  • Communicating client requirements in a timely and accurate manner to all internal departments as required, ensuring delivery of superior guest service.  
  • Re-negotiation of SET agreements within Starwood guidelines of all corporate accounts within agreed time frames.
  • Ensuring accurate follow up and communication both internally to reservations and accounting departments, and confirmation to client.
  • To take responsibility for the compilation and execution of quarterly sales action plans as agreed with Director of Sales and Marketing.
  • Communicate any obstacles to completing action plans to DOSM.
  • To arrange and manage familiarisation trips and educational in line with business needs.
  • To co-ordinate with the members of the sales team to ensure that the weekly notice board checks are completed and documented.
  • Participate in marketing strategies and take responsibility for agreed projects, such as direct marketing, Edinburgh Echoes, production of sales collateral and advertising campaigns, in support of DOSM.
  • To accurately complete all Global Preference, European SET Preferred RFP Agreements and Travel Management solicitations within MAP account base, ensuring all deadlines are met.
  • Participate in weekend Duty Management  Shifts as required
  • Proactively respond to any Group/banqueting requests, checking space/rates in Delphi and communicating to Events Manager for further follow up.
  • To take responsibility for the organisation, administration and minutes of the quarterly Gold Club Advisory Board meetings.
  • Working closely with the Sales Team, to take responsibility for the smooth running of the Sales Department in the absence of the Director of Sales and Marketing, ensuring all deadlines are met.

This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.

Qualification and Experience

  • Bachelor degree required, additional education in sales and marketing fields preferred.
  • At least 7 years of experience of an account executive.
  • Managerial experience preferred.

Specific Job Knowledge, Skills and Abilities:

  • Must be proficient in writing, speaking and negotiating in local language, English and at least one additional language.

Method of Application

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