Regional Business Travel ManagerCROWNE PLAZA CRYSTAL CITY Arlington, VA
A property of: B. F. Saul Company Hospitality Group
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Job Description


The Regional Business Travel Manager is responsible for assisting the B. F. Saul Hospitality Group portfolio of hotels with various sales initiatives, ensuring hotels' business travel segment financial goals are met and consistent, high level of service is delivered with a focus on building long-term, value-based customer relationships that enable achievement of the properties' sales objectives. The Regional Director of Sales is responsible for the identification of opportunities within the business travel segment and for the development and revenue growth of National and Local Corporate Accounts from their assigned territory. This position monitors the market and competitive trends and proactively keeps the team appraised of actionable situation. The Regional Director of Sales, Business Travel manages the hotels' reactive and proactive sales efforts for Business Travel segment while maintaining accountability for achieving revenue opportunities under the guidance and supervision of the Director of Sales.

The Regional Business Travel Manager reports to Senior Vice President of Sales, Marketing and Revenue Management and will engage with Operations professionals throughout the hotel.

The Regional Business Travel Manager is responsible for, but not limited to the following duties and activities:

  1. Targets and develops Business Travel accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation within Local and National Corporate Accounts
  2. Understands the overall market; competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
  3. Analyzes current client base and target market for the hotel using Brand Resources, Travelclick data and Demand 360. Focuses efforts on key and target accounts with significant potential
  4. Monitors production of all top accounts and evaluate trends within the designated markets.
  5. Reaches out to organizations and businesses that might require a hotel for transient guests from the local market.
  6. Responds to incoming sales leads for the property.
  7. Identifies, qualifies and solicits new business to achieve personal and properties' revenue goals.
  8. Handled annual RFP season negotiations and annual contract renewals.
  9. Works with existing accounts and conduct quarterly reviews with Travel Managers to ensure accounts are on pace to meet targeted production.
  10. Develops and executes effective sales plans and actions. Meet or exceed sales solicitation call goals as assigned by Senior Vice President of Sales, Marketing and Revenue Management
  11. Closes the best opportunities for the property based on market conditions and property needs.
  12. Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
  13. Handles complex business with significant revenue potential as well as significant customer expectations.
  14. Builds and strengthens relationships with existing and new customers to enable future bookings. Activities to include sales calls, entertainment, FAM trips, trade shows, etc.
  15. Develops relationships within community to strengthen and expand customer base for sales opportunities.
  16. Provides excellent customer service in order to grow share of the account.
  17. Collaborates with Director of Revenue and Channel Management to manage rate positioning.
  18. Collaborates with all other operational departments to communicate group details via the group resume pertaining to arrival/departures, billings, special requests, etc.
  19. Identifies improvements to enhance the client experience.
  20. Maintains performance level when experiencing changes or challenges.
  21. Adhere to all standards, policies, and procedures and consistently maintain a professional and ethical representation within the Sales and Catering Department.
  22. Performs other duties, as assigned, to meet business needs.


Job Requirements


Skills and Abilities:
  • Excellent oral and written communication skills.
  • Demonstrates independent problem solving skills and identify process improvements needed.
  • Strong knowledge of Microsoft Office and Excel.
  • Strong work ethic and professional focus; High level of integrity and discretion.
  • Ability to work extended hours based on business needs, with physically demanding responsibilities such as walking, standing, carrying, and lifting throughout the extended shift. Ability to push, pull, and lift up to 20 pounds on occasional basis.

  • At least (8-10) year experience in sales role, (5-7) years preferred in the hotel or event management role.
  • A proven track record of success in a hotel or a related service industry
  • Track Record in Business Travel and working with various brands, preferred.

Education :
  • 2-year degree from an accredited university in Hotel and Restaurant Management, Hospitality, or related major, preferred.

EEO AA M/F/Vet/Disabled

Job Details

Mid level

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Dental Benefits
Health Insurance Benefits
Life Insurance
Paid Holidays
Tuition Reimbursement
Vision Benefits
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Service, Comfort and Convenience in the Heart of Arlington Discover the
vibrant energy of Washington, DC at the Crowne Plaza Crystal
City-Washington D.C. Conveniently located in Crystal City, jshow more
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Address1480 Crystal Drive, Arlington, VA, 22202 View map
Property typeHotel 
room Count51-100 
location TypeUrban 

People (2)

STEPHANIE HOVICE PRESIDENT OF HUMAN RESOURCESStephanie Ho is the Vice President of Human Resources of the B. F. Saul Company Hospitality Group. In her role, Stephanie leads the Human Resources function for the group and is responsible for providing strategic, tactical leadership to fulfill the company's One team! values and culture, execute business strategies through the Hospitality team talent. Prior to joining the B. F. Saul Company, Stephanie had Regional Human Resources oversight, managing 25 full/select service hotels spanning 10 states. Prior to her Corporate career, she worked in unionized hotel properties in Washington DC as the Director of Human Resources. She also worked in Operations in various countries and held managerial positions in Sales before making a career move to Human Resources. Stephanie graduated with First Honors at Swiss Hotel Management School in Switzerland with a degree in International Hospitality Management. She currently serves as a co-chair for the American Hotel Lodging Association (AHLA) Career Development Committee. She also served as an Advisory Member for the DC Workforce Investment Council - Hospitality Intermediary Program. Stephanie currently resides in a lake house in Reston, VA, with her husband and daughter. In her free time, Stephanie enjoys hosting meals for her loved ones and exploring the DC restaurant scene.
MARK G. CARRIER, CHAPRESIDENTMark G. Carrier is the senior officer of the B. F. Saul Company Hospitality Group. The B. F. Saul Company is a privately held diversified real estate and finance concern based in the Washington DC area. The Hospitality Group owns and operates a portfolio of business class hotels, which are affiliated with Intercontinental Hotels Group, Marriott and Hilton and The Hay-Adams one of the nation's finest hotels. He represents the company in relation to lenders, franchisors, clients, governmental agencies and industry associations. Carrier is the current Chairman of the American Hotel and Lodging Association, the nation's advocacy organization for the hotel industry. He has served as Vice Chairman and Secretary- Treasurer of the AHLA and has a long-term engagement on various committees and task groups. Carrier is a past Chairman of the IHG Owners Association, the global franchise owners association of Intercontinental Hotels Group. He serves on Marriott's Distribution Advisory Committee and Emerging Technology Advisory Group. He also serves on the Distribution Advisory Group for Hilton. Carrier is the immediate Past Chairman of the Tyson's Partnership. This organization represents the interests of the diverse stakeholders in Tysons, Virginia in the focused effort to turn the area into America's Next Great City. Carrier is the Chairman Emeritus of Visit Fairfax, the county's tourism promotion organization. Carrier is a member of the Cornell Hotel Society as well as the Cornell Real Estate Council. Carrier has received the Kemmons Wilson Service Award from the IHG Owners Association He was also named Virginia Hotelier of the Year by the Virginia Hotel and Travel Association.
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