Director of National Accounts, Group
Accor · Washington · $95,000 (stated in the posting)
Company Description
Fairmont Hotels & Resorts is a renowned luxury hotel brand with a global presence and a commitment to creating lasting memories for our guests. With over 30,000 colleagues worldwide, we are dedicated to delivering exceptional service, fostering a culture of excellence, and making special happen.
Hotel Overview:
Discover the wonder of Washington, D.C. from your perfect home base in the heart of charming Georgetown. Washington, D.C. is a center of power that has shaped world history, a big city with a small-town feel, and a vibrant hub for exciting social, dining, and cultural scenes. Experience it all from an iconic neighborhood hotel that will feel like your own private residence in the heart of the Capital.
Job Description
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.
Qualifications
- Minimum of 5 years of hotel sales, travel industry, or meeting management experience; luxury hospitality sales experience strongly preferred.
- Strong knowledge of the Washington, D.C. market and an established network of contacts within your assigned market segment or geographic territory.
- Proven account development, prospecting, and contract negotiation skills.
- A genuine passion for guest service and an unwavering commitment to excellence.
- Exceptional interpersonal skills with the ability to build and sustain lasting client relationships.
- Excellent written and verbal communication skills; proficiency in Microsoft Office (Word and Excel) required.
- Strong presentation skills with the ability to convey value persuasively to sophisticated clients and decision-makers.
- Highly organized and results-oriented, with the ability to manage competing priorities and perform effectively under pressure.
- Four-year degree from an accredited college or university an asset.
What will you bring to this role?
- Embrace the Fairmont brand promise and luxury in your role and in all your interactions.
- Foster an inclusive environment where every individual feels valued and respected
- Create an environment where colleagues are empowered, supported and recognized
- Drive top performance to achieve exceptional results
Additional Information
Additional Information
- Employee Benefits:
- Join our team and enjoy a range of exclusive colleague perks, including complimentary upgrades, extended stays, discounted stays across Fairmont & Raffles properties, special dining and wellness discounts, and added luxuries to enhance your experience. We believe in taking care of our team, ensuring that your hard work is rewarded with exceptional benefits including:
- Paid Time Off
- Medical, Dental and Vision Insurance, 401K
- Learning programs through our Academies
- Opportunity to develop your talent and grow within your property and across the world!
- Ability to make a difference through our Corporate Social Responsibility activities
- Discounted rates at in house gym
- Employee Assistance Program
- Discounted rates on local city bikes membership
- Discounted Pet Insurance
- Life & ADD insurance
- Short term Disability Insurance
- Salary range from $95,000. - $115,000.
Our Values
- Respect:
- We value the needs, ideas and individuality of others. We treat everyone with fairness and dignity.
- Excellence:
- We make genuine connections, and we cherish every opportunity to make the people around us feel special.
- Belonging:
- We celebrate our differences. We support each other and we always stand together.
- Empowerment:
- We have authority to take initiative and anticipate moments that create unforgettable experiences.
- Integrity:
- We build trust through mutual respect and being authentic.
Physical Aspects of Position (include but are not limited to):
- Constant standing, walking, sitting throughout shift
- Lifting pushing and pulling up to 40lbs
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Visa Requirements:
- Applicants must be able to provide proof that they are legally able to work in the United States.
Our commitment to Diversity & Inclusion:
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent. We commit to a future where diverse identities are celebrated, and equitable and inclusive practices are woven into the fabric of everything we do as an organization.
Fairmont Washington, D.C., Georgetown is proud to be an Equal Opportunity Employer.
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