Senior Director, Franchise Commercial Operations Job at Sonesta
Job Description Summary
Reporting to the SVP/CMO, Franchise Marketing, the Senior Director, Franchise Commercial Operations for the Franchise Division of Sonesta International Hotels Corporation, is a key member of the franchise leadership team who serves as a strategic leader responsible for nurturing the top-line partnerships and collaboration within Global Sales, Omni Channel Relationships and Marketing that drive revenue for the franchise division.
Additionally, this position oversees the franchise brands’ channel management and distribution strategy, and distribution/revenue operations support team, while overseeing central reservation system performance for 900+ franchised hotels in the US, Canada and throughout LATAM.
This role requires a deep understanding of Global Sales/B2B segmentation (Group, Corporate, Wholesale), account strategy, and sales enablement platforms. Additionally, the role requires in-depth knowledge of third-party OTA account strategy, large scale project management, and a firm understanding of analytics and revenue management operations.
Success in the role will require enterprise-wide collaboration with senior-level leaders across Global Sales, Sales Effectiveness, Distribution/Revenue Services, Brand/Loyalty Marketing, E-Commerce, Franchise Operations, Franchise Development, IT and more.
Job Description
Top Priorities:
- Global Sales Integration & Activation:
- Serves as Franchise Division liaison within enterprise GSO to ensure a structure and process for project execution, sales technology implementation, contract deliverables, and team accountability.
- Provides oversight of GSO data and performance metrics for franchise properties.
- Provides senior-level key account management for high-profile franchise owners/groups.
- Supports sales technology platform implementation, engagement and performance.
- Drives franchisee adoption and participation of GSO/Key Account programs and sales opportunities across segments.
- Franchise Distribution & Channel Strategy:
- Develop a comprehensive commercial distribution strategy that leads to organization’s success and drives conversion of room nights & transactions.
- Oversee and negotiate all partnership & system agreements to provide value to franchise hotels and deliver profitability to the franchise division.
- Maintain a deep understanding of each channel’s inner workings and cost of acquisition by channel.
- Lead successful implementations of new hotel openings, new systems, strategies and commercial agreement terms as needed.
- Ensure the company delivers on its commitments to our franchised hotels with respect to to SLA’s, enterprise negotiated strategies, brand promotions and more.
- Enterprise Commercial Initiatives:
- Serves as the Franchise Division representative and subject matter expert on enterprise-wide Channel Management and Commercial initiatives.
- Provides recommendations and oversight of scalable services as it relates to strategic channel management, CRS, CRO/Call Center Management, including system consolidations, SOP creation and best practices.
- Serves as business leader for Central Reservations System, Call Center and enterprise commercial strategy for our franchised properties.
- Provides broad strategic and operational support to the leadership team including goal setting, budgets and forecasts, performance reports and quarterly reviews.
- Assists in negotiating commercial/B2B contracts to maximize business terms for franchise properties.
How You’ll Go Beyond:
- Consistently focusing on exceeding results and expectations – not just meeting them.
- Holding yourself and the team accountable is the norm, not the exception.
- Demonstrating high levels of persistence and resilience – you are wired to dig deeper for creative ideas and focused on results.
- Continuously improving and innovating, both roles and processes.
Everyone is unique, but this is mostly you:
- Thrive on multi-tasking, including disciplined approach to prioritizing your time investments and those of your team.
- Collaborate - a team player, leveraging your knowledge and those around you for the best possible outcome.
- Fiscal responsibility – manage annual budgets assuring best ROI for each initiative planned and for those that “crop up” in the year.
Additional Job Description
- Bachelor’s degree in Business/Hospitality/Marketing or related field.
- 10+ years of commercial operations and/or distribution experience, including Central Reservations Systems, OTA management.
- Hospitality and/or franchise experience preferred.
- 10+ years Team leadership experience required.
- Budget and P&L management preferred.
- Analytical, creative, detail oriented, organized, and self-motivated.
- Proficient in MS Office including Outlook, Excel, Word, PowerPoint, etc.
- Ability to execute in a fast-paced environment. Results-oriented with a hands-on orientation.
- Outstanding project management skills (projects involving internal and external stakeholders) with ability to meet tight deadlines and prioritize workloads.
- Excellent communication and interpersonal skills to champion initiatives internally and externally. Ability to communicate internal stakeholders and external agencies.
Benefits
Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:
- Medical, Dental and Vision Insurance
- Health Savings Account with Company Match
- 401(k) Retirement Plan with Company Match
- Paid Vacation and Sick Days
- Sonesta Hotel Discounts
- Educational Assistance
- Paid Parental Leave
- Company Paid Life Insurance
- Company Paid Short Term and Long Term Disability Insurance
- Various Employee Perks and Discounts
Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.
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