Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition.  Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

The Area Account Director of Leisure Sales - will provide sales support to all Highgate Properties in Hawaii in the market segments of Leisure Sales. The position is responsible for improving marketshare as measured through Hotelligence/Agency 360. The position will proactively engage in leisure sales activities to include but not limited to; trade shows, events, joint sales calls and collaboration with wholesale BDM’s to generate revenue as measured by wholesale revenue production for the assigned accounts. Conduct reservations training and agency presentations to drive education and awareness. Execute preferred partnerships with key with key retail leisure consortias including but not limited to Virtuoso, Signature, Travel Leaders, AAA, Ensemble and others. Key to the success of this position is to build key customer relationships, identify new business opportunities to achieve revenue goals. This position will have a great understanding of market trends, competitive market knowledge and market conditions. Success will be measured by achieving the monthly, quarterly and annual sales target measured by month end reporting, tracking of account and GDS production and leisure group business.

Primary responsibilities include but are not limited to:

• Develop strategic alliances with wholesale accounts, Retail Leisure agencies and advisors and Consortia.
• Account management of current clients & develop new account and business opportunities.
• Attend Trade Shows & Events, conduct Sales Calls, on site and on line travel events and onsite / online training
• Travel is required.
• Participate in trade shows, seminars, and industry events, as required
• Must be able to work nights and weekends
• Develop a full working knowledge of the operations of the hotels, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.
• Meet or exceed set goals.
• Operate the Sales Department within established sales expense budget.
• Initiate and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Meet or exceed sales solicitation call goals as assigned by the Director of Sales.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Entertain clients.
• Be responsive to agent needs, issue resolution, and good follow up
• Document all activities via sales reporting tools provided

Education & Experience: 

• At least 2 years of progressive hotel sales experience.
• Must have a driver’s license in the applicable state.
• Must be proficient in Windows Office, Word, Power Point, Excel, Sales Management Systems such as Delphi

Physical requirements:

• Long Hours due to travel and weekends are sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

General Requirements

• Must be able to effectively communicate both verbally and written with all level of customers, employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with customers, guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Being able to travel up to 60% of the time is crucial for this job   Travel by plane and car is required depending on the location of client opportunity.   Travel consists of attending sales appointments, meetings, trade shows, FAM trips, supplier functions, company meetings, training functions both in destination and in the territory.   
• Customer Service – Knowledge of principles and processes for providing customer service. This includes customer needs assessment, meeting quality standards for services and evaluation of customer satisfaction
• Analytical Skills: the ability to dissect reporting and take appropriate action to grow revenue.  Good grasp of reading reports, understanding data.  Knowledge of pivot tables a plus.
• Learning from Past Experience – Understanding the implications of new information for both current and future problem-solving and decision-making
• Excellent communication skills: the ability to write clearly, concisely.  Strong verbal skills – the ability to communicate clearly the benefits of our products with the how/why an agency should work with us.  Strong listening skills – ask the right questions and hear what is important to an agency.  
• Perform other duties as requested by management.