Senior National Accounts Director DC/VA
Job Details
Fully Remote

Here at the Philadelphia Convention & Visitors Bureau, we are excited about the return of travel and look forward to welcoming visitors from around the world back to our amazing city. The resilient, diverse, and welcoming nature of our city is what drives us forward, and its our talented staff that enables the PHLCVB to continually raise the bar.

We are currently searching for a Senior National Account Director in the DC/VA area to join our team.

POSITION SUMMARY

The Senior National Accounts Director will be responsible for achieving the room night goals established by building and maintaining the national association and corporate markets located in their designated market. It is the highest-level direct sales position in our organization and requires a person with strong sales skills, strong presentation skills, comfort building deep & meaningful business relationships and possessing the ability to understand and implement strategy. Evaluation towards the yearly room night goal will be evaluated quarterly with routine funnel meetings each month. This position will work remotely from a home office.

PRIMARY DUTIES AND RESPONSIBILITES

  • Strong preference on residing within the DC/VA area
  • Exhibit strong connection and/or passion for Philadelphia in order to confidently and effectively sell this remarkable east coast destination.
  • Become an expert on Philadelphia to anticipate what convention clients and attendees will need to know about the product (hotel inventory/community, PA Convention Center (PCC) capacities, etc.) and also from an attendee experience (happenings, neighborhoods, restaurants, nightlife, arts & culture).
  • Be as familiar with Philadelphia as if you live(d) here (within one year of starting in position).
  • Become an expert on Philadelphia's main competitors from the aspect of what convention clients and attendees will need to know (as noted above).
  • Demonstrated success in selling Meetings & Conventions at either a CVB or a large hotel complex (1500+ rooms) in a competitive landscape.
  • Develop a full understanding of the strategies, operations and goals of the Pennsylvania Convention Center (PCC) and ASM International (PCCs management company)
  • Become very familiar with the union partnerships and complex work structure within the PCC.
  • Demonstrated experience in the entire sales process which includes rapport building, qualifying, conducting sales calls and presentations, negotiating, overcoming obstacles and closing.
  • The ability to develop and execute creative, memorable and relevant site visits based on an organizations goals and our competition.
  • Travel required. Be active in your assigned territory, with 3+ day-long Sales Trips planned to key cities in your market at least once a month.
  • Flexibility with schedule. Night and weekend travel.
  • Conduct two 4 day-long Sales Missions with SVP/VP and hotel participation in the spring and fall.
  • Conduct a major FAM event in Philadelphia for at least 8 targeted clients twice per year.
  • Maintain existing accounts already booked from your market as though they were your own booking.
  • Develop new business and increase business from existing accounts using effective direct sales activities targeting the specific market segment.
  • Supervise the support staff within that specific market segment.
  • Participate in PHLCVB meetings as needed.
  • Attend team funnel meetings to track progress towards your room night goal, which will be further reviewed on a quarterly basis.
  • Make recommendations to be successful in your market; dont wait for leaders to provide ideas and suggestions.
  • Maintain contact with related supplier organizations and the local hotel community and within Marriotts Global Sales Organization - to effectively utilize all resources in the direct sales discipline.
  • Develop and maintain active liaison with membership of the Bureau to maximize the greatest return-on-investment for PHLCVB members from the market segment.
  • Maintain active liaison with competitors in order to communicate trends taking place in the industry and potential market opportunities or threats as it relates to selling the City of Philadelphia effectively.
  • Perform other duties as assigned.
QUALIFICATIONS

Education/Experience:

Bachelors degree (B.A) in related field from a four-year college or university preferred; ten or more years work experience; or equivalent combination of education/training and experience.

 

Required Skills:

  • Demonstrated success in sales.
  • Knowledge of Philadelphia.
  • Excellent organizational skills, and ability to meet deadlines.
  • Excellent written, verbal, presentational and interpersonal skills.
  • Comfort and confidence making presentations in person and via digital channels (Zoom, etc)
  • Ability to prioritize and handle multiple projects simultaneously in a fast-paced environment.
  • Must have knowledge of computer software applications in word processing, spreadsheets, databases, and presentation software (MSWord, Excel, Access, PowerPoint, Outlook, iDSS, EBMS).
  • Ability to participate in market-based industry events 1 to 2 times a month for networking (PCMA, MPI, etc.)
  • Ability to define/find solutions for problems, collect data, establish facts and draw valid conclusion.
  • Full understanding of union labor and the work rules at the Pennsylvania Convention Center.

 

Proof of COVID-19 Vaccination required by date of hire. Individuals may claim exemption for medical or religious reasons.

 

The PHLCVB is an Equal Opportunity Employer. We respect and seek individuals of a diverse background and do not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, military service, or other non-merit factor.

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