Corporate Director of Hotel Sales

Reports to: Director of Hotel Operations

FLSA Status: Exempt

Core Ideology

The Corporate Director of Sales’ mission is to expand and develop our company through strict adherence to our “Core Ideology” and to empower, train, and motivate “Quality People” to strive for excellence.

TO DO IT BECAUSE IT IS RIGHT

TO TREAT OTHERS AS WE WOULD LIKE TO BE TREATED

TO BE FINANCIALLY RESPONSIBLE

TO BE BETTER TODAY THAN YESTERDAY

Position Summary 

The Corporate Director of Hotel Sales will be responsible for leading and managing the sales departments of both focused service and full-service hotels. This position will play a pivotal role in driving revenue growth, maximizing profitability, and ensuring the achievement of sales targets across all properties.

Responsibilities

1. Develop and execute comprehensive sales strategies to meet and exceed revenue goals for focused service and full-service hotels.
2. Provide leadership, guidance, and support to hotel sales teams, fostering a culture of high performance and accountability.
3. Collaborate closely with the Director of Hotel Operations, Revenue Analyst, General Manager, and Hotel Sales team to align sales efforts with overall business objectives.
4. Conduct regular performance evaluations, set clear objectives, and provide ongoing coaching and training to enhance the capabilities of sales personnel.
5. Monitor market trends, competitor activities, and customer preferences to identify new opportunities and adapt sales strategies accordingly.
6. Drive the implementation of sales initiatives, promotions, and pricing strategies to optimize revenue generation and market share.
7. Utilize industry-leading sales and marketing tools, including Delphi, GRO, Agency 360, Demand 360, OnQ, and PEP, to streamline processes and enhance efficiency.
8. Analyze sales data and financial reports to assess performance, identify areas for improvement, and make data-driven decisions.
9. Establish strong relationships with corporate clients, travel agencies, and other key partners to expand the customer base and drive repeat business.
10. Ensure compliance with company policies, procedures, and brand standards related to sales operations and guest service.
11. Represent the organization at industry events, trade shows, and networking opportunities to promote brand awareness and enhance market presence.

Marketing/Business Planning

1. Establish sales department objectives with Director of Operations and hotel leadership team. Monitor progress against hotel and department objectives throughout the year by reviewing all relevant reports.
2. Monitor travel agent commission reports, feeder market analysis, and all other relevant sources of business reports.
3. Complete all monthly reports accurately and timely.
4. Effectively conduct market research, market segment tracking, and competition analysis. Monitor market penetration and assess hotel position in marketplace. Understands and can draw accurate conclusions from Smith Travel Research reports.
5. Develop and implement effective advertising and promotional programs utilizing effective monthly action plans.
6. Establish 30-60-90 day action plans with GM and sales staff accurately and in a timely manner.

Qualifications

1. Bachelor's degree in Business Administration, Marketing, Hospitality Management, or a related field.
2. Minimum of 5 years of experience in a senior sales leadership role within the hospitality industry, with a proven track record of success.
3. Extensive knowledge of sales and marketing principles, techniques, and best practices.
4. Experience working with sales management software, including Delphi, Agency 360, Demand 360, OnQ, and PEP. Proficiency with Profit Sword is highly desirable.
5. Strong analytical skills, with the ability to interpret sales data and financial reports to inform decision-making.
6. Excellent communication, negotiation, and presentation skills.
7. Demonstrated leadership abilities, with the capacity to inspire and motivate teams to achieve objectives.
8. Strategic mindset, with the ability to develop and execute effective sales strategies in a competitive market environment.
9. Flexibility to travel as needed (50% at least).

If you meet the above qualifications and are passionate about driving sales excellence in the hospitality sector, we encourage you to apply for this exciting opportunity to join our dynamic team.

Acceptance and Agreement 

I have received, reviewed, and understand the major responsibilities contained in this position description. I understand that not all job duties are covered by this overview and that specific areas of the position’s focus may change as business conditions warrant. Management may add additional tasks, goals, and responsibilities at any time.