Director, Wholesale Sales

Director, Wholesale Sales

Remote Based Position in Arizona

Headquartered in Honolulu, Hawaii, Aqua-Aston Hospitality (AAH) has a legacy stretching back to 1948. The company manages full-service resorts, stylish boutique hotels, select service properties, and condominium resorts. In addition to its proprietary brands, Aqua Hotels & Resorts and Aston Hotels & Resorts, the company is an approved, third-party operator of global hospitality brands by Marriott International, Hilton Worldwide, and IHG.

Aqua-Aston Hospitality is an operating business of Marriott Vacations Worldwide Corporation, a leading global vacation company that offers vacation ownership, exchange, rental, and resort and property management, along with related businesses, products, and services. MVW supports Aqua-Aston with certain corporate resources including, but not limited to, finance and accounting, legal, human resources, information technology, and procurement.

The Director, Wholesale Sales will be responsible for maintaining and further penetrating existing accounts and generating new business within the FIT & Wholesale segment. The central goal of the role is to aid in the growth of top line revenue by way of increased awareness, conversion, and loyalty within the predefined segment. The role may also at times be deployed towards additional market segments as business demands change & evolve.

• Ensure a strategy is in place to identify business opportunities and maximize sales potential.
• Demonstrate expertise & full working knowledge of the FIT & Wholesale segment and how the segment conducts business across a variety of channels.
• Proficient understanding of the contracting process.
• Proficient understanding of the complexity of the distribution channels and systems.
• Identify competitive set and recommend on sales/pricing strategies and service/product improvements to stay competitive.
• Maintain business relationships with key accounts including business development, contracting & senior leadership and develop new business.
• Effectively manage and monitor existing relationships with clients.
• Strong interpersonal and communication skills, networking ability, negotiating skills and be target and detail oriented.
• Develop a larger presence for brand and/or properties resulting in increased revenue.
• Consistently review and analyze sources of business and market segments and maximize top line revenue—deploy appropriate initiatives when needed.
• Create and present promotional rates, packages and programs for these market segments with recommendations on deployment and marketing for these packages through various channels.
• Identify key markets and create travel schedule strategies around these markets.
• Stay abreast of industry trends and communicate to appropriate individuals anything that could impact the hotels directly or indirectly.
• Continually assess the strengths/challenges of each area of discipline and maximize the use of available resources.
• Accountable for the annual revenue goals within assigned market segment and effectively manage budget and costs.
• Solicit Familiarization Tours—overnight at the various hotels and/or site & meal functions.
• Intimate destination knowledge of Hawaiian Islands.
• Travel primarily to engage with key stakeholders, travel agents, business development managers and consumers to educate them on the portfolio of properties.
• Entertain and maintain clients in a professional manner.

• Implement marketing initiatives to support sales strategies and activities within budgeted dollars.
• Pursue appropriate marketing and advertising opportunities that represent property goals and make recommendations.
• Actively pursue partnerships, promotions, and joint ventures through all mediums.
• Assist with annual digital marketing budgets review and marketing plans as directed.
• Assist with other tasks as needed.

Successful candidates should possess knowledge and experience plus a demonstrated ability to move market share.

Education:

4-year degree/diploma in Travel Industry Management, Sales & Marketing, or Business management preferred or equivalent experience.

• Six (6+) years’ experience in proactive direct sales deployed against the FIT / Wholesale market, with a focus on multi-property portfolios.
• Expertise with Microsoft Office, SharePoint, Teams, with high skill levels in excel and PowerPoint.
• Excellent verbal and written communication skills to serve both customers and co-workers.
• Work well under pressure, have excellent time management skills and able to handle multiple accounts and deadlines.
• Detail oriented and a creative problem solver.

Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.

• Mid-Senior level

• Full-time

• Sales and Business Development

• Hospitality