Director of Sales

Description

Job Summary: 

Anticipate geographic sales and marketing needs and responsive to all requests. Aspire to achieve individual, department and overall hotel sales goals through motivation, dedication, knowledge, and determination for their hotel.

Position Purpose:

Overall responsibility for total revenue and yield strategies, implementation and results including group and transient rooms, group food and beverage, meeting room rental, local catering, outlet, and other revenues. 

Strategies will include market mix, pricing, status, direct sales, marketing, and acquisition status and results. Maximize profitability for the base hotel and outstanding quality service for the customers. Accountable to market performance and potential performance as well as budget, forecast, and target goals. Participate in total hotel management as a member of the base hotel executive committee. Eighty percent is devoted to the base hotel responsibilities. Twenty percent of the Area Director’s time will be devoted to area responsibilities. 

Essential Functions:

· Assists with preparation and analysis of annual Sales & Catering budgets to achieve revenue targets. Responsible for monitoring overall sales budget.

· Works in tandem with the Director of Revenue Management on monthly, quarterly, and annual group rooms forecasting and yield management practices to maximize rate and occupancy within varying supply and demand conditions.

· Knowledgeable of competitive set and recommends sales/pricing strategies, services and product improvements to stay competitive.

· Interviews, selects, schedules, trains, and conducts performance evaluations for Sales Associates, ensuring they perform in accordance with established hotel standards and consistent with company core values. Instills a guest service attitude in all associates. Communicates effectively both verbally and in writing to provide clear direction to Sales staff.

· Establishes team and individual booking and consumption goals for the hotels’ Sales Departments. Establishes a sense of urgency with the teams to understand and achieve the needs of the hotels.

· Takes a lead role in assisting, coaching, training, motivating and counseling all Sales Associates. Continually assess strengths and challenges of the Sales Associates.

· Reviews TripAdvisor, competitive shopping reports and other resources to maintain an awareness of the hotels’ market position. Stays abreast of industry and competitive trends and makes recommendations of changes which would impact operations and/or demand.

Qualifications, Skills and Abilities:

· The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities.

· 3-5 years previous hotel sales experience in group rooms, catering and social catering with proven track record is required

· The ability to negotiate, influence and sell.

· Computer savvy – experience with Microsoft Office applications – previous experience with Marriott systems (CI/TY, SFAWeb, Opera, MARSHA preferred); ability to learn new systems and to abide by format defined by Marriott International. 

· Excellent time management, self-management and self-motivation. Must be organized with a keen focus on detail. 

· Ability to maintain composure under pressure.

· Possess determination and commitment to achieve financial expectations.

· Must be able to speak, read, write, and understand the primary language(s) used in the workplace. 

· Must be able to read and write to facilitate the communication process.  Requires good communication skills, both verbal and written. 

· Most tasks are performed in a team environment with the employee acting as a team leader. 

· There is minimal direct supervision. 

· Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required. 

· Extensive knowledge of sales skills. 

· Ability to assess/evaluate employees’ performance fairly. 

· Extensive knowledge of revenue management. 

· Ability to recruit, supervise, train, and motivate multiple levels of managers.

· Knowledge of hotel and competitive market.

· Ability to analyze data and establish appropriate action plans. 

Qualification Standards: 

· Education Bachelor's degree helpful or a minimum of seven years’ experience with solid career progression in sales and marketing leadership roles in a similar sized operation preferred.

· Licenses or certificates are not required. 

· All employees must maintain a neat, clean, and well-groomed appearance per Coury Hospitality grooming standards. 

WORK ENVIRONMENT:

· Requires seating for extended periods, some walking, pushing, lifting up to 20 pounds, bending, reaching, stooping, kneeling, or crouching.

· Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. This includes travelling to and from meetings and may include air travel. Length of time of these tasks may vary from day to day and task to task.

· Must be able to exert well-paced ability to maneuver between functions occurring simultaneously; in addition, requires manual dexterity to use and operate all necessary equipment. 

·  Must be able to exert well-paced ability to reach other departments of the hotel on a timely basis. 

· Requires grasping, writing, standing, sitting, walking, repetitive motions, and listening. 

This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time. We are an equal opportunity employer.