Senior Vice President of Strategic Accounts

What We Offer You

• A competitive salary based on experience.
• Incentive eligibility based on team revenue.
• 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.

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.

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.

Sales Execution & Performance

• Translate SAT sales strategy set by the EVP into clear priorities, targets, and operating rhythms for the Senior Director team alongside Vice Presidents of Strategic Accounts.
• Provide regular sales forecasting, performance reporting, and pipeline roll-ups to the EVP across Senior Director-led accounts.
• Identify risks to sales targets early and escalate with recommended solutions.
• Collaborate with marketing to support execution of SAT sales campaigns and promotions at the Senior Director level.

Team Leadership & Development

• Provide direct, hands-on leadership to Senior Directors of Strategic Accounts, including coaching, counseling, and day-to-day process support.
• Manage performance of Senior Directors of Strategic Accounts to ensure sales goals and objectives are being met on an annual basis; plan, monitor, and appraise job results.
• Support recruiting, selecting, onboarding, and training of Senior Directors as the team grows.
• Understand and be able to train on the proper use of CRM to manage all booking and sales processes.
• Ensure financial data (sales and revenues) are kept updated in CRM so that proper sales/profit forecasting can be achieved.

Cross-Functional Partnership

• Partner with the Executive Vice Presidents of Strategic Accounts to ensure alignment between account strategy and day-to-day execution.
• Serve as the first point of escalation for Senior Director-level process questions, client issues, and account execution challenges.
• Represent the Senior Director team’s perspective, needs, and blockers in leadership discussions with the EVP.

Travel & Industry Involvement

• Maintain professional and technical knowledge by attending educational workshops; review professional publications; establish personal networks; participate in professional societies.
• Represent the business on company sales trips, as well as at key association and industry groups, to support and develop the Senior Director team.

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

• Nine or more years of progressive sales leadership experience, including experience leading and developing people managers (not just individual contributors), preferably within destination management, hospitality, or related service industries.
• Four or more years of DMC sales and leadership experience preferred.
• Proven track record of coaching and developing Director-level talent within a multi-layered sales organization.

Knowledge, Skills and Abilities

• Strong coaching, performance management, and employee relations skills, with a track record of developing Director-level talent.
• Skilled in setting and managing sales targets, quotas, and forecasting aligned with business goals.
• Proven ability to build and maintain strategic client and internal relationships across a multi-layered team.
• Proficient in CRM systems (e.g., SalesForce) for managing sales pipelines, booking processes, and accurate sales/profit forecasting.
• Excellent communication and collaboration skills to work effectively with the EVP, Vice Presidents, and Senior Directors.
• Ability to analyze sales data, interpret market trends, and adjust strategies proactively to optimize results.
• Impeccable oral and written communication and presentation skills.

Equipment and Applications

• Advanced skills in Microsoft Office Suite; adaptable to CRM and other software (e.g., Salesforce).
• Computer, phone, copiers, smart phones, tablets 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 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. 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.

Acknowledgements

Cohera is an Equal Opportunity-Affirmative Action Employer / Disability / Veteran.