Descrição da Função

At the St. Regis Rome we are looking for a Director of Travel industry.

Reporting to the Director of Sales, the Director of Travel Industry is responsible for overseeing and enhancing the hotel’s relationship with the travel industry, including travel agencies, tour operators, corporate travel managers, and key industry partners. This role requires a deep understanding of the luxury hospitality sector and the ability to develop and implement strategies to attract high-value guests. The Director will lead efforts to create tailored travel experiences, promote the hotel in key travel markets, and drive revenue through strategic partnerships, all while maintaining the brand’s luxury standards and exceptional service.

 

CORE WORK ACTIVITIES

• Directs the property’s Travel Industry Sales function verifying that client expectations and production goals are met.
• Analyzes market information by using sales systems and implements strategy to achieve property’s financial room goals for the respective Markets.
• Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the Director of Sales (DOS).
• Develop and maintain strong relationships with top travel agencies, tour operators and key accounts. 
• Responsible for Consortia relationships and execution of contractual agreements. 
• Actively participate on all special projects/events such as Site Inspections, Familiarization (FAM) trips.
• Plans and participates in Sales trips and industry related meetings. 
• Participates in departmental sales meetings, relevant operational meetings and pre-cons.
• Participates in sales calls with members of sales team to acquire new business and/or close on business.
• Executes and supports the operational aspects of business booked
• Partners with the marketing department to plan and direct a comprehensive marketing program to promote the property as a viable destination for travel industry market segments.
• Develops and implements sales and marketing programs and strategies for the Travel Industry Sales & Corporate segment.
• Develops and executes the annual Sales & Travel plan for the assigned market for all direct reports.
• Monitor competitors and stay informed on industry trends, making recommendations on how to maintain a competitive edge in the market.
• Identify and develop new business opportunities through a methodical and proactive sales approach. 
• Develops and manages relationships with key stakeholders, both internal and external. 
• Monitor and report on the performance of travel industry accounts, providing insights and data-driven recommendations to improve business strategies.
• Maintain a CRM system with up-to-date information on industry contacts and booking trends.

 

This position is integral to ensuring the hotel is positioned as a preferred choice for luxury travelers through strategic industry relationships and innovative business development. This role requires frequent travel, especially to key industry events and partner locations.

 

Key Skills: 

• Develop and maintain strong business relationships with Travel Industry & Corporate clients
• Proven track record in driving sales, building partnerships, and managing key accounts.
• Deep understanding of the luxury hospitality market and the travel distribution landscape.
• Strong communication, negotiation, and interpersonal skills.
• Ability to work cross-functionally with marketing, sales, and operations teams to implement initiatives.
• Identify changing market conditions and introduce appropriate changes in sales and marketing strategy to meet or exceed customer expectations and results.
• Strong business acumen with the ability to identify market trends and implement effective sales strategies.
• Highly organized, results-driven, and adaptable to the evolving needs of the business.
• Willingness to travel frequently to key markets as needed.
• Excellent presentation and communication skills
• Client-centric approach and customer service excellence

 

 

MANAGEMENT COMPETENCIES

Leadership

• Adaptability - Determines how change impacts self and others; displays flexibility in adjusting priorities; and communicates both the reasons for change and how it impacts the workplace. 

• Communication  - Customizes approach to conveying complex information and ideas to others in a convincing and engaging manner; appropriately interprets verbal and non-verbal behavior; and models active listening to ensure understanding..

• Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageable parts, identifying and evaluating alternatives and their implications before making decisions, and involving and gaining agreement from others when making key decisions.

• Professional Demeanor  - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

• Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.

• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements for self and/or others to accomplish goals and ensure work is completed.

Building Relationships

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships. 

• Customer Relationships  - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.

• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

• Organizational Capability  - Evaluates and adapts the structure of team assignments and work processes to best fit the needs and/or support the goals of an organizational unit.

• Talent Management  - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning  - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

• Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach team, business, and administrative challenges.

• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges

• Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media. 

• Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.

• Sales Ability:  Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

• Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.

• Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.

• Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.

• Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.

• Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.

• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

• Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

• Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

• Reading Comprehension  - Demonstrates understanding of written sentences and paragraphs in work-related documents.

• Writing  - Communicates effectively in writing as appropriate for the needs of the audience.

 

 

Education and Experience

• A minimum of 4-year bachelor’s degree in business administration, Marketing, Hotel Management, or related major; 
• A minimum of 4-years of experience in a similar role as senior sales leader within luxury hospitality, with a proven track record of driving revenue growth.
• Strong existing client base and relationships within the North & South American travel market, particularly with high-end leisure agencies, Virtuoso, Signature, Internova and STARS Agents.
• Exceptional leadership and interpersonal skills, with the ability to manage, mentor, and be a point of reference on the transient business for the hotel. 
• Must possess strong decision making, selling, negotiation and interpersonal skills.
• Reading, writing and oral proficiency in the Italian and English language. Other languages such as Spanish and/or Portuguese are a plus.
• Advanced computer skills and knowledge including but not limited to Excel, Word, PowerPoint and internal systems, such as: Opera.

 

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated.?Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

Combining timeless glamour with a vanguard spirit, St. Regis Hotels & Resorts is committed to delivering exquisite experiences at more than 50 luxury hotels and resorts in the best addresses around the world. Beginning with the debut of The St. Regis hotel in New York by John Jacob Astor IV at the dawn of the twentieth century, the brand has remained committed to an uncompromising level of bespoke and anticipatory service for all of its guests, delivered flawlessly by a team of gracious hosts that combine classic sophistication and modern sensibility, as well as our signature Butler Service. We invite you to explore careers at St. Regis. In joining St. Regis, you join a portfolio of brands with Marriott International. Be where you can do your best work,? begin your purpose, belong to an amazing global? team, and become the best version of you.

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