Director, Global Membership and Sales — Midwest & West US Region

Position: Director, Membership & Sales – Midwest & West Region  

Reports to: Vice President, Global Membership & Sales  

Location: Club Quarters Hotel, Central Loop in Chicago  

Region: overseeing corporate transient and group sales for Club Quarters hotel locations in Chicago, Houston and San Francisco  

​

Position Description:  

The Director, Membership & Sales will oversee the Membership & Sales efforts for the Chicago, Houston and San Francisco markets. The primary focus is to develop and facilitate corporate transient and corporate group business across these regions, identifying outbound opportunities for all Club Quarters Hotels. This role aims to plan, solicit, and exceed sales revenue goals, expanding relationships and networks to ensure that all sales and revenue opportunities are realized.  

​

This position requires excellent business development and selling skills, strong communication skills, and an understanding of selling for multiple hotels. The Director, Membership & Sales will work in tandem with the Vice President, Global Membership & Sales to increase market share for assigned hotels and develop member accounts that will drive revenue across our entire collection.  

​

Essential Job Functions:  

• Develop and implement a comprehensive sales action plan for key corporate accounts (members) and assigned hotels, which includes prospecting calls, outside sales calls, hotel tours, related sales trips, trade show planning, and client entertainment.  
• Manage the performance of assigned team members (Membership Managers), setting goals, providing feedback, and ensuring targets are met or exceeded.  
• Travel up to 75% of the time for customer-facing meetings, and supporting the membership sales team in assigned markets.  
• Evaluate team members regularly, providing coaching and development to enhance their performance and grow their capabilities.  
• Reach out to businesses in these markets, including but not limited to tech companies, insurance companies, financial companies, government and government contractors, non-profit organizations, and colleges and universities that might require hotels for individual travel, group room blocks, or events.  
• Devise new ways to expand our account base.  
• Develop new business through lead generation & qualification, including sales calls and potentially industry events and tradeshows, through heavy prospecting utilizing tools including but not limited to Demand360 and Agency360 (where available), Cvent, Costar and ZoomInfo for leads.  
• Generate repeat business by establishing and maintaining close relationships with current members and accounts to ensure regular and productive touchpoints.  
• Timely and detailed follow-up to proposals and contracts to close and convert on opportunities.  
• Negotiate and execute group contracts that meet or exceed hotel revenue goals.  
• Manage and service room blocks, deposits, and billing for all contracted groups.  

​

• Effectively utilize our account management systems (currently: Salesforce.com and Ivvy) to record activity, room blocks, generate agreements, update information, manage events, solicit and share feedback, and foster relationships.  
• Adhere to our Membership & Sales guidelines.  
• Perform other duties as assigned.  

​

Position Details:  

• A strong understanding of the downtown Chicago hotel is a must; some knowledge of Houston and San Francisco markets is a plus.  
• This is a selling role with a leadership component, with stronger emphasis on selling; the role is responsible for soliciting, booking and servicing group opportunities from new and existing accounts, as well as growing business transient room nights from existing accounts (members) and developing new corporate transient business.  
• Increase year-over-year transient and group bookings with a focus on uncovering new business for other Club Quarters locations.  
• Be an ambitious, action-oriented member of the sales team and execute all agreed-upon action steps.  
• Participate and demonstrate initiative in ongoing process improvement.  
• Comply with company sales reporting, office, and system standards.  
• Work with the Hotel(s) to ensure clear communication of expectations and goals.  
• Negotiate and complete transient RFPs and group agreements.  
• Act as a resource for all on-property hotel staff.  
• Provide feedback to leadership on changing market conditions, including trends in competition.  

​

Qualifications:  

• At least 5 years of progressive hotel sales experience; 4-year college preferred.  
• Previously held or is currently in a Director role, preferably in a multi-hotel environment, with experience managing team performance, while achieving individual sales goals.  
• Must be detail-oriented, able to communicate well with all levels within and outside the organization, and able to problem-solve with employees and guests.  
• Able to manage multiple priorities in a fast-paced environment.  
• Phone and direct sales experience; lead discovery, qualifying prospects, and closure proficiency are essential.  
• Ability to work independently and is a self-starter.  
• Effective analytical and problem-solving skills. Ability to make decisions and/or mediate regarding account challenges or concerns.  
• Polished personal presentation with a warm, confident, and hospitable personality.  
• Proficient in Microsoft Office Suite.  
• Knowledge of Salesforce is desired.  

​

ABOUT THE COMPANY:  

Club Quarters is a privately-held company based in Stamford, CT. We manage a collection of hotels located in world-class cities in the U.S. and London – designed for business travelers and urban explorers. We prioritize timeless design, streamlined service and local ties to ensure our guests get to see the very best the city has to offer. Through membership, we provide organizations even further value with exclusive member rates for business and leisure stays, coupled with industry leading benefits. We are a growing global company with an entrepreneurial, trend-setting culture. In business for over 20 years, the company is a major success, and the concept continues its expansion in gateway cities around the world. Visit www.clubquartershotels.com.  

If interested in this position, please forward your resume to Iggy Fisher at ifisher@clubquarters.com.