Director of Business Travel and Luxury Sales - The Ritz-Carlton

Director of Business Travel and Luxury Sales

Join to apply for the Director of Business Travel and Luxury Sales role at Sage Hospitality Group .

Iconic architecture, a thriving culinary scene, beautifully landscaped public spaces, and an array of museums are just part of what draws visitors to the Windy City. At The Ritz‑Carlton, Chicago, a luxury hotel set atop Water Tower Place in the historic Gold Coast, guests will have every chance to explore the city, from shopping along Michigan Avenue to viewing famous works at the Art Institute. Yet with our hotel’s spa, rooftop lounge, locally inspired restaurant, indoor lap pool and spacious accommodations overlooking the city, guests may not want to leave the premises.

Recognized as the gold standard of hospitality, The Ritz‑Carlton selects only the most passionate and skilled hospitality professionals. As one of our Ladies and Gentlemen, you will reflect the values that make us the world’s finest luxury brand. Here, in a diverse environment where individual aspirations are fulfilled and quality of life is enhanced, you will be inspired to work alongside your fellow employees to bring special moments to life for our guests and each other.

Actively sells and leads business travel and travel industry team to meet and exceed revenue goals by developing new accounts and growing existing hotel accounts with a profitable and win‑win selling approach. Manages accounts with corporate travel throughout the year and negotiates rates for those accounts which travel on a consistent basis. The Director will also manage travel industry and wholesale accounts that book both business and leisure travel. The Director and their team are responsible for managing the relationship of corporate and travel industry accounts located locally and nationally and working with the Hotel brand channels. The primary intent is to drive revenue for the hotel in all transient business and leisure segments.

Leadership

• Ensures the team proactively prospects and solicits, working all accounts to produce the highest revenue possible in line with yield management practices, providing a high level of service to build strong relationships and repeat business, and ensuring that deadlines for RFPs, contracts and client needs are met promptly.
• Leads by example and holds the team accountable for goals and revenue production, creative selling strategies and wow site inspections.
• Produces timely reports.
• Promotes positive interaction and provides information to other hotel departments to ensure smooth customer service experiences and delivery of promises.
• Ensures team and self achieve a minimum of 90% of productivity goals and 100% of activity goals as established by management.
• Participates in revenue management discussions and stays aligned with the hotel’s overall goals.
• Shows initiative, a proactive approach and can work independently.

Direct Sales

• Targets results‑oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.
• Maximizes current key accounts by identifying and capturing those that offer revenue growth.
• Works strategically with GSOs to maximize opportunities to communicate with travel managers, agents and travelers with new and existing accounts.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions.
• Understands the overall market — competitor strengths and weaknesses, economic trends, supply and demand — and knows how to sell against them.

New Account Development

• Captures competitor accounts through networking, research and intelligence reports to target and solicit those most likely to generate new business, acquiring referrals from existing accounts and following up on all leads within 24 hours of receipt.
• Plans and implements an ongoing targeted account development “hit list” to create new revenue and acquire valuable hotel contacts and contracts.
• Continually targets and prospects for new business through telemarketing, individual creativity and innovation.

Revenue Management

• Utilizes yield management techniques by profitably negotiating room rates and function space commitments to enhance the hotel's financial performance.
• Works closely with the Revenue Manager and Director of Sales and Marketing to set rates and create packages that meet hotel revenue goals.
• Understands revenue management functions and account profitability.
• Exhibits financial management skills, including the ability to analyze P&L statements and forecast.

Account Service and Management

• Maintains a well‑documented, accurate, organized, and up‑to‑date file system to serve clients efficiently and professionally.
• Develops strong customer relationships through frequent communication and professional, courteous and ethical interpersonal interaction.
• Maintains an effective trace system with dates and references to meet client needs, resulting in superior account service and increased revenues.
• Keeps GSOs updated on all property news and account production and seeks assistance to bring customers to view the property.

Product Knowledge

• Conducts research, surveys, personal investigation and studies market place and territory to capitalize on the hotel’s strengths and competitor weaknesses.
• Creates campaigns and promotional offers that use brand messaging and highlight product differentiators in an effective presentation.

Time Management and Professionalism

• Maximizes revenue-producing activity, dedicating over 50% of work time to direct sales efforts.
• Controls expenses while traveling on the property’s behalf to minimize department and hotel costs.
• Represents themselves, the hotel and Sage Development Resources, Inc. with the highest level of integrity and professionalism, a service‑focused approach, and a caring, sincere attitude at all times.
• Maintains a neat, clean, and business‑like appearance at all times.

Education / Formal Training

• Minimum of high school diploma or equivalent. Bachelor’s degree preferred.

Experience

• Four years of business travel and travel industry experience, with 1 year of successful supervisory leadership experience.

Knowledge / Skills

• Knowledge of general sales techniques.
• Knowledge of yield management experience.
• Highly developed customer service skills.
• Ability to hear, speak, read and write English fluently.
• 12th grade level mathematics, spelling and reading skills.
• Effective business writing skills.
• Ability to meet clients on and off premises, tour property and attend functions, climb stairs, use door keys and operate basic office equipment.
• Vision to read fine print and computer screens, to see colors, and to observe rooms in poorly lit conditions.
• Ability to understand and follow verbal/written instructions.
• Ability to work on more than one task at a time.
• Develop strong internal and customer relationships.
• Set and manage priorities and plan activities in advance.
• Problem‑solving and sound business decision making.
• Respond to coaching, feedback and training. Strong and effective sales skills.

Physical Demands

• Bending/kneeling – repeated bending and kneeling required while filing.
• Mobility – must be able to reach all areas of hotel to assist clients.
• Occasional standing.
• Occasional carrying and lifting of files and office items up to 25 lbs.

Environment

• Travel required 40% of time spent on outside sales calls (locally and nationally).
• Work inside office environment as well as at client locations.

Benefits

• Medical, dental, & vision insurance.
• Eligible to participate in the company’s 401(k) program with employer matching.
• Health savings and flexible spending accounts.
• Basic Life and AD&D insurance.
• Company‑paid short‑term disability.
• Employee Assistance Program.
• Great discounts on Hotels, Restaurants, and much more.

Salary $70,000 - $85,000/Annual

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