National Accounts Director

Highgate Hotels Boston , MA 02298

Posted 2 weeks ago

Highgate Hotels

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu.

Highgate also has an expanding presence in key European markets through properties in London, Paris, Barcelona, Vienna and Prague. Highgate's portfolio of global properties represents an aggregate asset value exceeding $10B and generates over $2B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition.

Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry's most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.


An unrivaled blend of warmth, authentic heritage, and contemporary sophistication attract travelers from around the world to Boston's most beloved hotel, the Boston Park Plaza. With the recent completion of a $100 million landmark transformation of all guest rooms, meeting space and public areas, guests quickly discover that this 1927 historic hotel is still classic, timeless, and always in-style. The hotel features 1,060 guest rooms (including 57 suites) plus onsite amenities.This historic and vibrant hotel is located in Boston's Back Bay neighborhood, just steps away from Boston Common and within walking distance of world-renowned Newbury Street, the Financial District, Faneuil Hall Marketplace, and a host of other famous historical Boston sites.

Employment StatusFull-Time Overview

The National Accounts Director is responsible for effectively soliciting and developing relationships with accounts in his/her specific geographic territory. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues. 5 or more years of realted progressive hospitality sales experience required.


  • Exceed sales targets as assigned by Director of Sales and Marketing Solicit, negotiate and contract group business from inquiries and prospected accounts that meet criteria established by hotel leadership Consistently prospect new business through proactive methods, including but not limited to phone solicitation, outside sales calls, site inspections, attendance at industry tradeshows and community functions, and internet prospecting. Adhere to a consistent Travel Plan to meet with clients and participate in tradeshows and community events within assigned geographic territory.

    Employ revenue management techniques to recommend business proposals and maximize revenue opportunities Quickly and accurately respond to Requests for Proposals to ensure Hotel maximizes opportunity to capture group business. Conduct professional, thorough site inspections of Hotel with clients, sharing key features and benefits of the property. Manage, update and maintain Hotel's sales management database of accounts, bookings and contact information.

    Conduct regular competitive analysis for a consistent understanding of Hotel's value proposition relative to competing hotels and venues. Develop strong relationships with the GBCVB, BCMC, local DMCs and other partners who play a role in selling the City of Boston as a destination Attend daily Highgate Hotel Business Review (HHBR) meeting. Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.

    Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team. Operate the Sales Department within established sales expense budget. Participate in required M.O.D.

    Shift as scheduled. Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc. Assist in the preparation of required reports in a timely manner. Become familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).


  • At least 3 years of progressive hospitality sales experience in a specific city US market A 4 year college degree and at least 4 year of related experience or a 2year college degree and 5 or more years of related experience. Must be skilled in Windows, Company approved spreadsheets and word processing.

  • Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner. Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.

    Must be able to multitask and prioritize departmental functions to meet deadlines. Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner. Attend all hotel required meetings and trainings.

    Participate in M.O.D. coverage as required. Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel. Maintain high standards of personal appearance and grooming, which include wearing nametags.

    Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations. Maximize efforts towards productivity, identify problem areas and assist in implementing solutions. Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.

    Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives. Must be able to maintain confidentiality of information. Perform other duties as requested by management.

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Highgate Hotels