- Coach and develop sellers by managing individual performance, creating development plans, and providing hands-on sales skills training as needed.
- High level of focus on team development and establishing a winning sales culture.
- Proactively resolve conflicts and roadblocks to successful sales execution.
- Works closely with sellers to develop effective account plans.
- Contributes to increasing managed accounts within Architecture, Engineering, and Construction.
- Understands the AEC sales model in addition to Wyndham's chain scales, properties and quality levels to ensure end customer / property fit.
- Based on knowledge of market trends and seller feedback, establish a robust territory plan in partnership with sales leadership.
- Monitor sales performance at the team and individual level.
- Own the sales recruiting plan and overall team budget.
- Conduct deal reviews on key opportunities to provide guidance and identify internal resource needs to reduce deal risk.
- Conduct weekly pipeline review sessions to provide coaching to support forecast consistency and improved performance.
- Continuously identify and mitigate seller capability gaps.
- Develops relationships and establishes credibility with top executives of large and strategic customers.
- Strategically focused; provides clear, concise and compelling messages.
- Very strong listening, presentation and negotiation skills.
- Expert understanding of Wyndham strengths and offerings; ability to articulate the vision from customer perspective.
- Ability to strategically connect dots and pursue multiple opportunities across a single account to grow and expand footprint and revenue.
- Sell customer value and align and motivate WHR&R and Infrastructure account personnel to act in ways to drive win-win solutions.
- A self-starter, exhibiting initiative, confidence, professionalism, and good judgement; results-oriented.
- Ability to deepen and grow current customer relationships; strong interpersonal people skills.
- Advanced understanding of Architecture, Engineering, and Construction account business models.
- Ability to review market conditions and advise customers of opportunities and collaborate on a strategy/ sales development plans.
- Broad knowledge of the hospitality and travel industry.
- Strong negotiation and solution selling skills.
- Bachelors degree preferred.
- Minimum 10 years previous working experience, including at least 5 years sales management experience.
- Experience in managing sales teams with a $50M+ quota target.
- Strong network of hospitality and lodging contacts across industries including Architecture, Engineering, Construction.
- Solution selling skills.
- Experience with territory plans and sales forecasting.
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Senior Account Director - Remote, United States - Wyndham Hotels & Resorts
Description
Wyndham Hotels & Resorts is now seeking a Senior Account Director to join our team.
Why Wyndham?
By joining Wyndham Hotels & Resorts, you will play an integral role in our mission to make hotel travel possible for all. You'll be part of the largest hotel franchise company in the world, where we strive to deliver the best value to our owners and guests. Most importantly, you'll be entrusted to live our unique Count on Me culture, set by our core values of integrity, accountability, inclusive, caring and fun. At Wyndham, we provide all team members the opportunity to grow through best-in-class training and career development, leadership training, mentorship opportunities and educational support. Supporting our team members is a top priority, which is why we offer competitive compensation and benefits, vacation, team member appreciation days, workplace flexibility and much more. At Wyndham Hotels & Resorts, we value and embrace a culture of diversity, equity and inclusion that supports team members of all backgrounds and experiences. We can't wait to welcome you
The Role
Experienced sales leader who will lead a team of individual sellers that develop and nurture customer relationships to acquire new customers as well as increase revenue share within Architecture, Engineering, and Construction accounts. Key responsibilities will include ensuring sales team accountability to meet and exceed sales targets and provide guidance and coaching to the team to ensure consistent application of the Global Sales Organization (GSO) sales philosophy. The ideal candidate will contribute to the Architecture, Engineering, and Construction sales strategy by providing industry expertise, which supports sales execution resulting in increased pipeline velocity and win rates. The Senior Sales Director will actively drive QBRs, be accountable for the team's sales forecast, and will effectively collaborate across GSO and other WHR teams while creating a strong team dynamic.
What you'll do
Management & People Development:
Sales Execution:
Market & Sales Planning:
Sales Enablement:
You'll be successful if you have
Leadership:
Solution Selling:
Business Acumen:
Technical Acumen:
Required Qualifications/Experience
COMPANY OVERVIEW:
Wyndham Hotels & Resorts is the world's largest hotel franchising company by the number of properties with approximately 9,200 hotels across over 95 countries on six continents. Through our network of approximately 872,000 rooms appealing to the everyday traveler, Wyndham commands a leading presence in the hospitality industry. Headquartered in Parsippany, N.J. with offices around the world in London, Shanghai, Buenos Aires, Dubai and more, Wyndham employs more than 2,000 corporate team members worldwide who are dedicated to the Company's mission of making hotel travel possible for all. Supporting thousands of franchisees and a growing global portfolio of 24 hotel brands—think household names like Wyndham, La Quinta, Ramada, Days Inn and Super 8—Wyndham team members are a widespread group of individuals with diverse interests and backgrounds. Our unique Count on Me culture, commitment to flexibility and core values of Integrity, Accountability, Inclusivity, Caring and Fun are just part of what continues to make Wyndham an award-winning best place to work.
Wyndham Hotels & Resorts is an Equal Employment Opportunity Employer.
Employment Status: Full-time
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