CONNECTWORLDWIDE VICE PRESIDENT OF SALES DEVELOPMENT (Scottsdale, AZ)

Transcription

1 CONNECTWORLDWIDE VICE PRESIDENT OF SALES DEVELOPMENT (Scottsdale, AZ) ABOUT CONNECTWORLDWIDE connectworldwide provides outsourced global travel representation in the areas of sales, marketing, and PR specifically for hotel companies and destinations. Our focus is on international market expansion and revenue development for our clients. We have global reach and local impact with more than 30 offices around the world covering more than 40 territories. Headquartered in Scottsdale, AZ connectworldwide offices span the globe with owned offices in New York, Germany and Great Britain. The firm also has co-owned partnerships in Japan, Mexico, Brazil and Canada. Additionally the brand furthers partnership agreement relationships with 23 other worldwide locations. In March 2013, connectworldwide officially acquired The Private Label Company to further their reach and service offerings in global travel representations. Vision: is to be recognized as the leader in global sales, international marketing and PR representation for hotel companies and destinations. Mission: To dramatically improve revenue, market share, international brand recognition, brand loyalty and brand integrity for our travel company and destination clients by connecting these clients to international consumers and travel related companies through our global network of offices providing local sales, marketing, and public relations services. Global Sales Representation International Marketing Public Relations HOTEL AND RESORT BRANDS connectworldwide provides hotel and resort companies with access to a professional hotel sales team in international markets. Outpace the competition with international hotel sales outsourcing services from connectworldwide. Solutions range from international sales solutions in one country to multiple countries or regions. connectworldwide maximizes global sales efforts by partnering with global in-country sales experts who have the relationships, the local knowledge and the experience to help clients achieve incremental sales. Global sales team excels in: Corporate sales Consortia sales Mice sales Tour Operator sales Travel management company sales Travel Agent sales Page 1 of 5

2 In-market activities include: Sales calls Training/Education seminars Sales missions Sales presentations Trade shows Familiarization trips Sales blitzes RFP development DESTINATIONS connectworldwide provides Destinations, such as countries, states, provinces, regions and islands with access to a professional destination sales and marketing and public relations representation team in international markets. Tourism has experienced continued growth and diversification to become one of the fastest growing industries in the world. The contribution of tourism to economic well-being of destinations depends on the tourism offer and the sustainable sales and marketing positioning in ever more complex international markets. As the global sales and marketing representation company dedicated to international inbound travel, connectworldwide develops and implements strategic solutions for destinations. The connectworldwide team provides the following core services for destinations: Sales: Travel Agent sales, Tour Operator sales, Receptive Tour Operator sales, Consortia and Travel Management Company sales, Incentive sales, Group and MICE sales and sales missions. Marketing: Tradeshow management and attendance, brand management, promotions, partner development, coop revenue development, travel trade brochure analysis, newsletters, research and reporting, competitive analysis, website SEO and translations. Public Relations and Communications: Electronic media database, distribute news releases, conduct media events, press familiarization trips, media appointments at tradeshows, develop press leads, assist in crisis communications. Our in-market activities include sales calls, sales presentations, sales training, sales missions, familiarization trips, tradeshow attendance and management, development of local collateral, event management, new product introduction, sales lead development, lead closing and brand management. TAILORED SOLUTIONS Diamond Solution: Dedicated solution: This solution is for Hotels, Resorts and Destinations interested in a dedicated person or team. This dedicated person or team sells exclusively on behalf of one client. The team is fully integrated in the sales and marketing effort of our clients. Platinum Solution: Shared solution: This solution is for Hotels, Resorts and Destinations interested in the efficiencies and cost savings associated with shared sales and marketing team. This team sells on behalf of multiple clients and brands. This team is knowledgeable and highly effective in selling and communicating the branding and selling strategies. Gold Solution: Project Solution: This solution is for Hotels, Resorts and Destinations interested in specific projects, such as sales missions, trade show management, event management, in a particular region, or the management of a series of familiarization trips, quarterly sales call programs or introduction of a new product, tour or destination. For more information about connectworldwide, please go to: cww.travel Page 2 of 5

3 POSITION SUMMARY CWW has developed a global clientele which includes leading hotel companies and DMO's around the world. The Vice President of Sales Development is responsible for client retention and client acquisition. Ensures that client activities are resulting in revenue growth for hotel clients and visitation growth for destination (DMO) clients. Manages, leads and actively participates in the acquisition of new clients. Extensive sales experience, knowledge of the travel industry is essential. Prefer that the candidate has a passion for the global marketplace. A member of the CWW Executive Committee, reports to the President & CEO. ESSENTIAL DUTIES AND RESPONSIBILITIES Sales: Responsible for the acquisition of new accounts. Directs the strategic account management of all CWW clients and CWW core service offerings with existing clients: hotels, resorts, destinations and destination management companies delivery and measurement services. Approves and monitors (existing) client deliverables submitted by the worldwide office teams. Meets with key clients to maintain existing relationships and negotiate new core services. Manage and lead the development of successful client sales development and retention plans. Discover new revenue sources to increase profitability for both CWW and its clients. Create quarterly and annual account action/sales plans detailing strategy and tactics to increase sales from core market segments (hotel / DMO). Responsible for CRM portion of ZOHO, the CWW CRM system Entertains key clients as necessary. Strategy: Implements short and long-term strategic sales programs to achieve sales goals per the joint vision of the worldwide offices and the CEO. Monitors and evaluates the activities and products of the competition to develop competitive strategies. Analysis: Analyzes market data to determine customer needs, volume potential, price schedules, and discount rates. Prepares periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion. Analyzes sales statistics to formulate policy and to promote sales growth. Budget: Recommends sales budgets and respective expenditures. Develop sales forecasting activities. Analyzes and controls expenditures to conform to budgetary requirements. Worldwide Offices: Assists CEO and Director of Finance with budget planning, operations planning, and accounting plans and procedures as they relate to sales. Maintains familiarity with all basic operating procedures to fill in for CEO in his absence. Miscellaneous: Represents company at trade association meetings to promote CWW Brand and lines of business. Keeps track of travel expenses and submits travel expense reports as required. Handles special projects as assigned. Page 3 of 5

4 SPECIFIC COMPETENCIES Analytical Synthesizes complex or diverse information using intuition, research and experience to complement data provided. Reviews & analyzes a wide variety of information and recommends a specific course of action. Business Acumen Understands the business implications of decisions. Aligns work with strategic goals. Communication Expresses thoughts clearly, both verbally and in writing. Listens and understands the views of others. Critical Thinking Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Decision Making Considers the relative costs and benefits of potential actions to choose the most appropriate one. Makes decisions while exhibiting judgment and a realistic understanding of issues. Drive Identifies and accomplishes challenging objectives or personal goals. Capability to develop and retain business for sales, profit and growth under the CWW corporate banner. Initiative Looks for and takes advantage of opportunities. Maintains a high level of interest and enthusiasm for job responsibilities. Has demonstrated record of being a self-starter and self-motivated. Innovation Meets challenges with resourcefulness. Presents ideas and information in a manner that gets other's attention. Leadership - Uses appropriate interpersonal styles and methods to guide individuals or groups toward achieving results. Persuasiveness Utilizes appropriate interpersonal styles and methods to gain agreement or acceptance of an idea, plan, activity or product. Presentation Skills - Ability to define, create and deliver professional presentations and speeches on behalf of connectworldwide to all levels of customers, industry experts and press organizations. Also includes the ability to present one's own self in a professional, persuasive, and knowledgeable manner. Project Management - Manages and schedules activities to achieve desired outcomes. Establishes a course of action for self or others to accomplish a specific goal. Strategic Thinking - Ability to develop and implement necessary strategies to achieve vision. Time Management - Manages one's own time and the time of others effectively to achieve desired results in a timely manner. Training - Identifies needs of particular group or department. Creates and presents appropriate training to achieve desired results. REQUIREMENTS Experience in the Luxury hospitality industry preferred. University degree or equivalent. Excellent leadership and interpersonal skills. Excellent written and oral communication skills. Self-motivator with the ability to work independently and as a team player. Ability to grasp new concepts. Clear thinker with attention to detail. Must be fluent in English. Minimum seven (7) years experience in hotel or destination industry sales. Spontaneous with an entrepreneurial spirit. Able to adapt to change and work in a fast pace environment. Frequent travel (domestic and international) for periods as long as one-two weeks at a time is required. Page 4 of 5

5 PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is occasionally required to stand, walk, drive, climb, balance, stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to ten pounds. Additionally, the employee will be required to spend significant hours on a plane traveling internationally. EXTERNAL/INTERNAL CLIENTS & CONTACTS Hotel and Destination Sales and Marketing decision makers Vice Presidents of Sales and Marketing Hotel Industry Leaders; DMO Presidents and VP of Marketing CWW Global Offices CWW Executive Committee KEY PRIORITIES FOR THE FIRST MONTHS 1. Understand current sales and marketing plans and budgets. 2. Meet with clients and begin to assess what is working and what is not and develop plans and actions with CEO to retain existing business. 3. Develop sales plans to pursue new business opportunities for CWW. 4. Establish credibility and report with global teams and offices. 5. Identify low hanging fruit with existing clients to help strengthen CWW s relationships and value with their clients and brainstorm with worldwide offices and then begin developing plans and actions around specific accounts prioritizing with CWW CEO. 6. Establish communication plans with worldwide offices to communicate client s needs, CWW results and future expectations related to clients and worldwide office delivery. 7. Visit and meet CWW leaders in owned offices (New York, Frankfurt, London). 8. Attend / investigate NBTA, POW WOW, ITB (Germany), AIBTM and World Travel Market. 9. Develop global incentive program for the purpose of developing new clients. If interested in this position please respond via to: Mark Gnatovic, Vice President, SearchWide gnatovic@searchwide.com or call Page 5 of 5