About the Application Process:
At Fairmont, we want to bring out your highest potential. Shortly after applying, you will receive an email from our partner AssessFirst prompting you to create a profile and complete a questionnaire. This is a mandatory step for your candidacy to be considered as it enables us to explore your compatibility with this role and our culture of luxury excellence.
Job Description
We invite you to join the world of luxury hospitality at Fairmont Washington, D.C., Georgetown as our new Director of National Accounts, Group. This role is a results-driven selling manager with extensive group sales experience in the luxury hospitality market. You bring an established network of business contacts and deep knowledge of your assigned market. You will be expected to work the hotel’s largest opportunity markets and carry the highest booking goals on the team. You will represent the hotel at key industry events—including IMEX, FICP, and PCMA—and strategically partner with Fairmont’s Global Sales Offices. While this role does not carry formal administrative responsibilities, you will serve as a mentor to the group sales team and a trusted partner to the Director of Sales.
Key Responsibilities
- Manage all aspects of sales for groups of 76 rooms or more on peak night within your assigned market.
- Develop and maintain a robust customer base across all assigned markets.
- Exceed personal sales goals—monthly, quarterly, and annually—through proactive account development and strategic maintenance.
- Attend sales meetings, office events, hotel-sponsored functions, and industry events, including those requiring overnight travel.
- Develop lead sources and cultivate strong relationships with key personnel, Fairmont Global Sales Office sellers, and your assigned client base.
- Coordinate and financially manage sales trips and client engagements within your territory, including all required reporting and activity documentation.
- Supervise a direct report (assistant), including onboarding, training, performance reviews, and goal setting.
- Contribute to the planning and strategy of the overall Group Sales effort.
- Maintain active membership in industry organizations and associations relevant to your market.
- Mentor team members and consistently share best practices across the group sales team.
- Champion the goals, objectives, and culture of Fairmont and Fairmont Washington, D.C., Georgetown.
- Deliver professional, engaging, and proactive guest service while fostering a collaborative environment for fellow colleagues.
- Exceed targets in the following key activity categories: site inspections, personal sales calls, client entertainment, and prospecting.
- Promote the ALL – Accor Live Limitless loyalty program through product knowledge and active member enrollments; similarly support the ALL Meeting Planner loyalty program.
- Identify and execute strategic action steps each quarter to consistently achieve booking goals.
- Partner with the Director of Group Sales and Director of Revenue Management to meet and exceed budgeted group room rates.
- Actively target and solicit new business within your assigned territory.
- Utilize the Opera Sales system in full compliance with Fairmont brand standards.
- Stay current with industry trends through relevant publications, trade memberships, and professional development.
- Think strategically to maximize group potential across key periods, including optimal use of meeting space and arrival/departure patterns that align with hotel business needs.
- Follow up on leads in a timely and professional manner—by both phone and written correspondence—within your respective territory.
- Fully qualify each group business opportunity to understand its complete revenue potential.
- Develop a thorough working knowledge of top competitors’ strengths and weaknesses to effectively position Fairmont’s offerings.
- Build and sustain strong working relationships with all supporting hotel departments.
- Coordinate with Event Management on groups involving rooms and banquet revenue, delivering accurate and comprehensive turnover reports in accordance with Fairmont Hotels & Resorts sales standards.
- Participate in required Fairmont sales training workshops and maintain acceptable shop scores per company standards.
- Represent the hotel at all assigned Fairmont Hotels & Resorts territory sales events and trade shows, including client outreach, event preparation, and on-site facilitation.
- Conduct ongoing client sales calls within your territory, including overnight and weekend travel as needed.