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Government Military Group Sales Manager

at HCareers

Posted: 10/29/2020
Job Reference #: 9447_1543312

Job Description

Account Director, Government & Military

Reports to: Head of Sales, Eastern Office

Location: CQ Hotel in Washington, DC

Region: Eastern United States

Position Description: The Account Director position will have a primary focus on developing and facilitating group and transient business in the Government & Military market, as well as Government Cost Reimbursable Contractors. Responsible for the revenue growth of groups and transient travel in this segment for all Club Quarters Hotels. The purpose of this role is to plan, solicit, and exceed sales revenue goals, and expand relationships and networks to ensure that all revenue and marketing opportunities are realized.

This position requires excellent business development and selling skills, strong communication skills, and an understanding of selling for multiple hotels. The Account Director will work in tandem with the Head of Sales, Eastern US to provide market intelligence as it relates to the Government & Military segment and the development of strategic initiatives that will drive revenue to all CQ hotels.


* Be responsible for and implement a sales action plan for the development of this market segment which includes prospecting calls, outside sales calls, performing site tours, related sales trips, trade show planning, and participation and entertainment.

* Reaches out to federal agencies, military branches, and Government Contractors that might require a hotel for individual travel, room blocks, or events.

* Devises new ways to expand the segment's client base.

* Develop new business through lead generation & qualification, including sales calls industry events, and tradeshows and through heavy prospecting utilizing tools such as Cvent and ZoomInfo for leads.

* Generate repeat business by establishing/maintaining close relationships with current accounts to ensure regular and productive touchpoints.

* Timely & detailed follow up to proposals and contracts to close & convert on opportunities. Four hours or less response time is the goal.

* Negotiate and execute group contracts that meet or exceed hotel revenue and incentive goals.

* Effectively utilize a CRM (Salesforce) to record activity, update information, manage events, solicit & share feedback, and foster relationships.

* Develop & sustain effective working relationships with TMC's and group third-party companies dedicated to the Government & Military segment.

* Active membership in SGMP,participation in local/regional chapter and attend networking events

* Adheres to the CQ's sales guidelines.

* Perform other duties as assigned.

Position Details:

* Possess a strong understanding of the Government & Military segment.

* Manage all aspects of FedRooms.

* Solicit and manage group opportunities from new and existing accounts within the segment, and manage group leads for the hotels in the US.

* The increase year over year transient and group bookings with special focus on need hotels and dates.

* Be an ambitious, action-oriented member of the sales team and execute all agreed-upon action steps.

* Participate & demonstrate initiative in on-going processes improvement.

* Comply with company sales reporting, office, and system standards.

* Work with the Hotels to ensure clear communication of expectations and goals.

* Negotiate and complete transient RFP's and group agreements.

* Act as a resource for all on-property hotel staff and sellers

* Provide feedback to leadership on changing market conditions, including trends in competition.

Qualifications for this position:

* At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 2 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.
* Has held a Sales Manager Government & Military position during career and fully understands their culture and business ethics.
* Knowledgeable of GSA, FedRooms, Defense Travel Management Office and Top Government Cost Reimbursement Contract (CRC) Accounts.
* Must be detail oriented, have ability to communicate well with all levels within and outside the organization, and be able to problem-solve with employees and guests.
* Able to manage multiple priorities in a fast-paced environment.
* Phone & direct sales experience; lead discovery, qualifying prospects, and closure proficiency is essential.
* Ability to work independently, self-starter and prefers ....
* Effective analytical & problem-solving skills. Ability to make decisions and/or mediate regarding account challenges or concerns.
* Polished personal presentation with warm, confident and hospitable personality.
* Proficient in Microsoft Office Suite
* Knowledge of Salesforce CRM is desired.


CQ Hotels is a privately-held company based in Stamford CT. We manage a portfolio of full-service hotels located in world- class cities in the U.S. and London. Designed for business and urban travelers, we offer accommodations, amenities and services needed to make a guest member's stay to be a productive, memorable, and a distinctive experience. Through membership, we provide organizations even further value with low, fixed rates on hotel stays throughout the year. We are a growing global company with an entrepreneurial, trend-starting culture that builds and operates business hotels in city- center locations throughout the US and overseas. In business for over 20 years, the company is a major success and the concept continues its expansion in gateway cities around the world. Visit www.clubquartershotels.com.

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