Director of Diplomatic Sales

Four Seasons - New York, NY

Full-time - Mid Level

New York, NY

Accommodation

About the position

Four Seasons Hotel New York is seeking an experienced Director of Diplomatic Sales to lead business generation efforts focused on securing diplomatic group and transient business for the hotel. This role is pivotal in aligning with the goals and strategies outlined in the annual Marketing Plan and collaborating with our Worldwide Sales Office. The Director of Diplomatic Sales will be responsible for meeting quotas and ensuring that direct sales activities are optimized to generate maximum revenue per available room, contributing to the overall success of the hotel. This position demands a high level of relationship building to foster long-term client connections, as well as independent judgment and discretion in decision-making. The Director will develop both new and existing accounts by analyzing specific business and buying tendencies. Regular solicitations will be made to travel advisors, handlers, missions, and embassies globally. The role includes promoting market awareness through travel to the Middle East multiple times a year, conducting presentations, and making personal sales calls. Maintaining communication with the Worldwide Sales Office network and other Four Seasons hotels is essential to achieve predetermined revenue goals. The Director will create and execute a direct sales plan tailored to the market, while also promoting local awareness through relationships with government contacts, missions, agencies, and travel advisors. Essential functions include identifying and targeting leisure agencies, governments, missions, and diplomatic connections that can generate business without conflicting with Worldwide Sales Office efforts. Utilizing business intelligence tools such as Agency360 and Power BI, the Director will create and execute account plans for top Middle Eastern accounts. The role also involves following up on business inquiries, qualifying leads, and generating room nights. The Director will assist the Director of Sales in developing new programs and campaigns to capture additional sales from various market niches, while also tracking conversion rates to ensure hotel revenue objectives are met. Strong interpersonal skills, effective communication, and the ability to multi-task are critical for success in this role.

Responsibilities

• Develop accounts (new and existing) by mapping specific business and buying tendencies.
• Perform regular solicitations to new and existing accounts/travel advisors/handlers/Missions/Embassies around the globe.
• Promote awareness to markets via travel to the Middle East region multiple times a year and providing presentations and personal sales calls.
• Maintain communication/relationship with WSO network, as well as other Four Seasons hotels toward achieving pre-determined revenue goal.
• Create and execute direct sales plan specific to market.
• Promote local awareness through maintaining relationships with new and existing government contacts, missions, agencies and travel advisors.
• Conduct regular tours of property to potential clients while informing them of all hotel services available.
• Entertain clients on property during site inspections and outside of site inspections.
• Coordinate all sales related activity through the direction of the director of sales; achieve maximum profitability while satisfying guest needs.
• Utilize business intelligence tools such as Agency360 and Power BI to create and execute account plan for top Middle East region accounts.
• Follow up on all business inquiries and leads and qualify business to generate room nights.
• Create and execute account plans for assigned market territory to ensure maximum diplomatic revenue and budgeted targets are achieved for the property.
• Achieve monthly, quarterly, and annual revenue and direct sales goals including outside sales calls, prospecting calls, site inspections, and entertainment as outlined.
• Assist Director of Sales in the development of new programs and campaigns to obtain additional sales from the various market niches.
• Assist Director of Sales with the implementation, follow-through and updating of the quarterly action plans.
• Explore new ways to increase revenue.
• Work closely with the reservations and guest services team for advance planning and in house guest servicing.
• Participate in local industry organizations as needed to promote market awareness.

Requirements

• Proven relationships in the luxury hotel market.
• Strong and effective interpersonal skills, outstanding communication and presentation skills.
• Ability to plan activities in advance and coordinate special events, promotions, and other required management duties as assigned.
• Knowledge of Delphi/Meeting Broker/OPERA systems is preferred.
• Proficient in computer skills (including Windows, Microsoft Suite) necessary to complete any correspondence such as proposals, letters, and office communications.
• Excellent telephone manner and ability to communicate with clients and all levels of management.
• Ability to work effectively under pressure and handle several projects/deadlines.
• Strong organizational and self-guided multi-tasking skills.
• Must be fluent in English and any level of proficiency in Arabic is a plus.

Nice-to-haves

• Experience in the hospitality industry, particularly in luxury hotel sales.
• Familiarity with the Middle Eastern market and diplomatic sales processes.

Benefits

• Medical, dental, and vision insurance
• Vacation, holiday, and sick pay
• 401k participation with company matching program
• Complimentary stays at Four Seasons worldwide, subject to availability
• Complimentary meal prepared by the culinary team
• Complimentary dry cleaning of work attire