Director of Sales

    OVERALL AREA OF RESPONSIBILITY:

The Director of Sales at Lansdowne Resort is responsible for the leadership and management of all aspects of revenue generation at the resort related to the group segment including guest room, food & beverage sales, spa, golf, multi-media and other ancillary revenue opportunities. The position will focus on optimizing productivity from the group sales team including ongoing development, coaching, and motivation.  In addition, this position is required to provide continued enhancement of the resort culture in accordance with resort standards and to maintain effective relationships with all associates throughout the resort in order to provide a strong, supportive and objective environment. The position requires a detail oriented, organized, and adaptable individual to manage all aspects of the direct sales process for Lansdowne, which include development of action plans, performance management and the ability to operate in a dynamic, continuously changing environment.  The position requires excellent communication skills – both written and verbal, along with the ability to utilize contemporary distribution channel management and analytics to support the sales and marketing initiatives.

ESSENTIAL LEADERSHIP JOB DUTIES/RESPONSIBILITIES:

Assist in the creation and implementation of the annual and monthly direct sales action plans for Lansdowne. This includes collecting industry trending information and data analytics. Lead the group sales team to achieve group budget and booking pace productivity and execute the strategic selling direct sales efforts. Participate and facilitate in customer events, resort FAM trips, and sales appointments. Coach and mentor sales associates towards peak performance, including customizing development plans as needed.  Assist in negotiations and closing of accounts. Execute daily and weekly business review meetings. Foster a results oriented environment that demonstrates a bias for business development and continuously improved levels of customer service. Sign off on all Group contracts/rates prior to sending to client. Serve as in internal resource for business volume updates and future business forecasts. Foster an environment that recognizes achievements and celebrate successes. Assist the DOSM in establishing group sales goals, forecasting group revenues, budgeting and management of sales office. Help train and develop sales managers in selling techniques and management philosophy. Attend industry and client related functions and related industry memberships in order to keep current on business trends and to maintain close client contact. Assist sales managers with booking groups, including joint calls, site inspections and entertaining. Work with the DOSM, Director of Revenue Management and Operations teams to execute yield management and revenue management strategies to maximize revenues, profitability and utilization of property.

 Contribute as needed to the completion and posting of all required reports and analysis.  Assist in preparation and management of the annual sales and marketing expense budget.   Assist in planning, promoting and coordinating of special events including but not limited to customer familiarization trips, community parties , socials, food & beverage promotions, and press trips. Help generate strategies for revenue improvement and participate in the weekly Revenue Optimization Community Meeting.  Work with the Director of Revenue Management to ensure that sell strategies are continuously updated and are reflective of real time availability and desired rates.  Facilitate the execution of contemporary proposals from the direct sales team and fully utilize social media / social marketing tools to position the resort consistent with the property and corporate brand standards. Work with Department Directors to ensure sales and marketing tactics and strategies are disseminated and implemented as designed.   Facilitate monthly book keeping, check book management and invoice processing for the Group Sales Department.  Manage administrative and all human resource functions in accordance with property and corporate standards.

 Requirements:

 Extensive working knowledge of relevant computer programs:  Word, Excel, Delphi MPE, Opera, Adobe and, Power Point,  Excellent communication skills, both written and verbal. Goal oriented and ability to work collaboratively and independently to achieve objectives Knowledge and expertise in hospitality sales and marketing .Analytical and detail oriented

  Qualifications:

 Four year College degree preferred. Minimum of five years of hotel sales experience and three years of hotel leadership experience

 Abilities:

 Work well in a team environment. Learn quickly and follow directions. Take ownership and follow through to complete tasks. Must be adaptable and flexible to changing processes. Ability to multi-task on projects or assigned responsibilities .Remain calm and professional under stress . Articulate issues to supervisor and managers. Positive attitude and embrace Lansdowne culture. Ability to handle conflict and confrontation. Ability to work independently . Be able to make decisions and take responsibility for actions

 Note: This position description is not intended to be an exhaustive list of all duties, responsibilities or qualifications associated with the job.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

 I have read the above Position Guidelines and Position Analysis/Specifications and testify that I am able to perform the essential job functions for this position.