Senior Director of Strategic Accounts

The position of Senior Director of Strategic Accounts is expected to be highly visible within the industry and have the ability to build and maintain trustworthy relationships with corporate, third party/incentive and association planner accounts. The position is responsible for developing and maintaining a full working knowledge of Cohera, its teams, the destinations they service, and the core services provided in those destinations for the purpose of identifying and establishing relevant client relationships and opportunities.
As a key sales representative for Cohera the goals of this position are:

• Generate qualified new business leads for each of the Cohera destinations.
• Generate greater brand awareness.
• Identify and develop strategic preferred partners in the way of Master Service Agreements (MSA) and or opportunities for the brand whereby Cohera would be established as the preferred DMC for these organizations.
• Build strong relationships with new clients.
• Generate new business with existing clients.

GENERAL DUTIES AND RESPONSIBILITIES

• To support the vision, mission and guiding principles of the Company.

• While performing any procedure, all associates must observe applicable Safety, Health, and Environmental rules and guidelines. The use of appropriate personal protective equipment is required.

• Attend and participate in training opportunities and seminars relevant to this position.

• Adhere to appropriate company operating procedures, benefit rules, employment, and safety policies/practices.

ESSENTIAL DUTIES AND RESPONSIBILITIES

General Responsibilities

• Identify Strategic Partnership Opportunities in the way of preferred agreement and/or MSA’s.
• Attend/participate in weekly Strategic Team meeting, Account Executive Sales calls, annual internal Cohera sales meeting, bi-annual Strategic Team in person meetings and provide regular updates on Sales efforts and achievements.
• Generate and maintain thorough Salesforce records including Sales Projects and Client Account, Contact, Opportunity and general information/notes.
• Adhere to and be an advocate for HR and Accounting processes and procedures.
• Be the key collaboration point between the customer and our destinations’ teams.
• Represent our Brand systems and procedures to our customers.
• Establish realistic timelines and primary actions between customer and destination-specific teams.

Lead Generation

• Produce and maintain annual Sales and Marketing for all assigned accounts and identified targets for all Destinations.
• Identify further strategic partnership opportunities outside of established accounts.
• Generate qualified new business opportunities for all Cohera locations.

Meet and or exceed annual sales goal.

• Enter and track all activity/leads in Salesforce in a timely manner.
• Provide Client and Cohera destination team support in the successful transition of each opportunity.

Marketing

• Representing Cohera.

• Act as a brand ambassador at tradeshows, sales trips, client site inspections and programs.
• Collaborate/coordinate with Marketing team to develop and distribute marketing materials and social media efforts consistent with the brand strategy.
• Provide one annual thought leadership blog.

Travel

• Attend IMEX annually for duration of the event.
• Create, manage, and attend a minimum of 4 sales trips per year.
• Additional travel for client meetings, programs and high-profile site inspections will be required, when necessary, requested by client and/or Destination Team.
• Attend annual internal Cohera sales meeting.
• Attend Cohera Strategic Team internal team meetings.

LEADERSHIP EXPECTATIONS

• Coach – As a leader Cohera you have a responsibility and need to develop others to succeed in their roles.
• Facilitator - You need to make things easier for others. While we might think of this most often in a meeting or group situation, there are many times when you will serve as a facilitator to help processes flow better and boost productivity.
• Strategist – All leaders must think strategically, keep the big picture in mind, and plot what directions and approaches the team should use to reach the desired results.
• Visionary – Related to strategy, leaders must have a picture of where they are heading and why that destination matters to the organization, their team and themselves.
• Decision Maker – You want other to engage and offer their feedback. However, as a leader you will need to be decisive and make the hard choices. You can’t be afraid to make a decision, even when you are working with less-than-perfect information or you must make one that will be unpopular.
• Influence – Call it mediation or negotiation or even arbitration, but this role is really about influence. As a leader, you must constantly be influencing others in a positive way.
• Team Player – You cannot always take the lead. You need to be a teammate, too, and that means understanding when to step out of your leadership role and let others take the lead.
• Listener – Leaders often think they need to be doing all the talking, but that is a mistake. In fact, the best leaders talk less, and ask, listen and observe more. Make sure you really listen to the people you lead.

QUALITY OF WORK RESPONSIBILITIES

• Each employee at Cohera is expected to carry out all Quality of Work Responsibilities: to work as a productive team member, take initiative, act creatively, operate flexibly, and do everything with honesty, integrity, and with a focus on client satisfaction.
• Work well in a fast-paced team environment, be willing to help others, work overtime when required, and deliver quality service to our clients.
• Act in a self-starting way, make good independent decisions, and take steps to complete work within time parameters.
• Generate new and innovative ways to improve Cohera products and services. 
• Recognize essential elements of a challenge and develop creative solutions.

• Respond quickly to changing circumstances, anticipate new developments where possible, and be receptive to new ideas and methods.
• Act in a forthright way.
• Give and accept feedback constructively.
• Recognize and consider the client’s expectations and needs, be willing to “do what it takes” to fulfill those expectations.
• Any other duties as assigned.

JOB SCOPE

This job has recurring work situations involving moderate degrees of discretion. The need for accuracy and effective utilization of accepted policies and procedures is high. Errors in judgment and execution will waste time and resources, adversely impacting unit performance.  Employees operate independently but work is verified by supervision.

COMPETENCIES/SPECIFIC EXPERIENCE OR TRAINING PREFERRED

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

• DMC Service or significant meeting management expertise.
• Ten plus years group sales experience within a successful direct sales organization. 
• Track record of success working with senior level executive level client.

Knowledge, Skills and Abilities

• Impeccable oral and verbal communication and presentation skills.
• Ability to stay current with our services, as well as services offered by competition.
• Must be able to stage a consultative selling process that overcomes objections and indifference and connects “need” with the company’s solution.
• Knowledge of direct marketing sales and service, and the ability to provide an integrated solution to prospects and customers.
• Self-starter, motivated and driven sales effort.
• Effective relationship building.
• Proficient multi-tasking and organizational skills.
• Strong sense of accountability and person brand.
• Excellent communication and presentation skills.
• Strong computer and social media competency:

• MS Office (Word, PowerPoint, Excel)
• Instagram, Twitter, LinkedIn, Facebook

Equipment and Applications

• Computer, phone, copiers, smart phones, tablets, Dot Card and other standard office equipment.

JOB CONDITIONS

The specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and ability to adjust focus. The noise level in the work environment is usually low. The physical demands described below are representative of those that must be met by an associate to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the associate is:

• Frequently required to perform administrative and professional work using writing tools and electronic media.
• Required to be ambulatory to move around freely between buildings and between levels within buildings.
• Occasionally lift and/or move up to 30 pounds.
• Occasionally exposed to fumes or airborne particles and toxic or caustic chemicals associated with office work.

DISCLAIMER

This job description outlines the primary duties and responsibilities of the role as it currently exists. It is not intended to be a complete list of all tasks that may be assigned. From time to time, you may be asked to take on additional duties to support business needs and participation in such tasks will be discussed and agreed upon as appropriate.

WHAT WE OFFER YOU

• A competitive salary based on experience.
• Incentive eligibility based on program size and profitability and the sourcing of new business.
• Health insurance coverage including medical, vision, and dental.
• Discretionary PTO for vacation and personal time, paid holidays, and paid sick leave accrued based on hours worked.
• 401(k) with employer match.
• Company-paid short term and long term disability insurance coverage.
• Company-paid $50,000 basic life insurance.
• Voluntary life insurance.
• Paid DMCP and/or CMP certification.
• Paid industry memberships.