Associate Dir. Of Sales

Viceroy Hotels

Perched four blocks above the Santa Monica shoreline, Hyatt Centric Delfina Santa Monica offers a superior access point to Los Angeles. Hyatt Centric Delfina Santa Monica is conveniently located just a few blocks from downtown Santa Monica’s engaging collection of shops, entertainment and restaurants and less than eight miles from Los Angeles International Airport. The area’s main leisure attractions, including the Santa Monica Pier, Third Street Promenade, Getty Museum, Getty Villa and Venice Beach are all within steps of Hyatt Centric Delfina Santa Monica.

Location

Viceroy Santa Monica, CA

Overview

The Associate Director of Sales is responsible for assisting the Area Director of Sales and Marketing in the direction, coordination, and supervision of the Sales Managers, Catering Manager and the Sales Administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration.

Responsibilities

Sales & Business Development

• Manage the Group market segment, working collaboratively with the existing group sales seller to identify and secure new business opportunities.
• Build and maintain relationships with meeting planners, corporate clients, third-party agencies, and travel partners to drive group sales.
• Conduct sales calls, site inspections, and client presentations to generate and convert leads.
• Assist in developing and executing sales strategies that align with revenue targets and market positioning.
  
  

Team & Culture Support

• Partner with the Catering Sales and Conference Services team, BT Sales Manager, and Sales Coordinator to foster a collaborative and high-performance sales culture.
• Support the sales and catering team by assisting with lead management, contract negotiations, and client follow-ups to optimize conversion rates.
• Work closely with the Area Director of Sales & Marketing to implement key initiatives that enhance team synergy and business performance.
  
  

Reporting & Analytics

• Prepare and analyze weekly, monthly, and quarterly sales reports, providing insights and recommendations to leadership.
• Track and report market trends, competitor analysis, and revenue performance to adjust sales strategies as needed.
• Maintain accurate client records, contracts, and activity logs in Salesforce, Delphi, and Opera.
  
  

Industry Engagement & Networking

• Represent the hotel at industry events, trade shows, and networking functions to build brand awareness and drive business opportunities.
• To maintain a competitive edge, stay current on market trends, competitor strategies, and evolving customer needs.
• Assist the Area Director of Sales & Marketing in the supervision and administration of all activities of the Sales Department.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company sales policies and SOP’s, and assist the Director of Sales in ensuring knowledge of and adherence to those policies by the Sales and Catering team.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set goals.
• Assist the Director of Sales in the operation of the Sales and Catering Department within established sales expense budget.
• Initiate and follow up on leads.
• Assist with coordination of group and transient bookings to maximize profits.
• Maintain and participate in an active sales solicitation program.
• As directed by the Director of Sales, attend the weekly staff meeting according to Highgate Hotel standards.
• Assist the Director of Sales in the administration of training in the sales department.
• Assist in the preparation of required reports in a timely manner.
• Assist in the administration of weekly sales meetings according to Highgate Hotel Standards.
• Review the KRA process with the Director of Sales to ensure that deadlines are met.
• Assist with coordination of all non-group transient sales and catering solicitations to maximize overall profits.
• Assist the Director of Sales by conducting all employee/manager Performance Appraisals according to Highgate Hotel SOP’s.
• Motivate, coach, counsel and discipline the Sales and Catering Team according to Highgate Hotel SOP’s.
• Assist the Director of Sales by monitoring production of all top accounts and evaluate trends within your market and ensure the Sales Team is held accountable for those accounts within their territory.
• Assist the Director of Sales in the hiring and development of Sales and Catering Department employees and managers.
• Review meeting planner evaluations with the Director of Sales as received to ensure that any problems are rectified.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and beneficial to the property, and ensure that all Sales Managers conduct thorough site inspections.
• Assist in developing strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
• Use your property’s computerized sales management system to manage the hotel’s business, including but not limited to generating reports, entering business, blocking space and building accounts.
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Assist in ensuring that Sales Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRAs) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
• Assist in preparing the annual budget.
• Assist in the preparation of the annual Marketing Plan.
• Meet and greet onsite contacts.
• Attend all-employee meetings and any other functions required by management.
• Abide by Prime Selling Time (PST). Understand all GDS systems.
• Understand ISIS.
• Understand loading rates into ISIS/GDS.
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• React to negative trends in the market place by implementing blitzes or catering promotions.
• Handle inquiries as part of Inquiry Day Program.
  
  

Qualifications

• At least 5 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.
• Must have a valid driver’s license in the applicable state.
• Must be skilled in Windows, Company approved spreadsheets and word processing.
• Long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.