Director of Sales

Description

Purpose for the Position: 
To strategically market the property, build an exceptional sales team; develop and implement ongoing initiatives that will positively impact hotel revenues and profits. 
The position is responsible for selling, administration, planning, and communication. Sales personnel development, ongoing training, coaching and counseling are critical components of this position.

Essential Responsibilities: 
1.    Produce hotel's annual marketing plan and budget, in partnership with on property leaders and corporate support
2.    Establish marketing campaigns and direct sales efforts to achieve business transient, group and banquet/catering goals 
3.    Conduct regular financial analysis to measure the effectiveness of campaigns and strategies. Make data-driven decisions to improve ROI on marketing initiatives.
4.    Manage digital marketing, social media, public relations and communications channels. Ensure online hotel content is accurate on all online platforms
5.    Must be able to train and monitor the group and events contractual, legal and risk agreement practices, establish booking guidelines and pricing expectations, full knowledge of sales and events booking platforms and uphold all company policies and procedures associated with managing these systems.
6.    Establish account qualifications criteria and use market research and resources to identify priority markets and accounts; assign sales managers to assure coverage of all major markets
7.    Responsible for the execution of the Sales Incentive Program (creating booking and activity goals, reconciliation of productivity) 
8.    Monitor sales production and adjust sales activities, account coverage and sales priorities as necessary to achieve plan goals
9.    Develop new accounts, maintaining existing accounts to produce room sales, and Catering/Banquet sales
10.    Create attractive customer facing packages and sales collateral / presentations following Brand guides
11.    Maintain relevance of catering and banquet menus and conduct regular competitive pricing analysis
12.    Attend trade shows and major market events locally and nationally to promote new business and increase sales for the hotel. Create pre and post trips reports 
13.    Connect the performance needs for the hotel with the solutions designed by the Brands, in each key segment the hotel serves.
14.    Work with Revenue Leaders to establish optimal business mix, review and maintain revenue forecasts (group, banquet and catering) to improve accuracy while developing strategies for different demand periods, and review and approve retail and group pricing strategies.
15.    Direct the day-to-day activities of the sales team, plan, organize, and assign work, develop and communicate strategies and goals
16.    Recruit, select, train and motivate sales department to realize their potential and develop individuals for advancement. Assure understanding of position descriptions, goals and standards of performance for sales department personnel; conduct formal annual evaluations and provide ongoing coaching and counseling
17.    Ensure client communication is professional, effective and timely from all sales team members.
18.    Promote teamwork and quality service through daily communication and coordination with other departments.
19.    Develop active communications and close rapport with Convention & Visitors Bureau, National Sales Offices, Planners Associations, Chamber of Commerce, and other sources of sales information and support 
20.    Develop and maintain detailed and real time knowledge of all competitor and market activity
21.    Supports and adheres to the core values, the mission statement, service fundamentals, and guest service philosophy as defined by the company
22.    Perform other duties as assigned

Skills and Abilities: 
•    Ability to operate under pressure in a fast-paced environment, able to deliver effective results, meet tight deadlines and targets
•    Create new ways of presenting information that will attract peoples’ attention.
•    Frequently change from one activity to another, for example, writing a speech, giving a speech, and writing a report of campaign progress
•    Be open to feedback and action on the feedback provided
•    Plan and organize the work of others

Physical Demands: Light work. Exerting up to 20 pounds of force occasionally. Must be able to lift and carry general office supplies and equipment. This work requires the ability to sit for long periods of time, move around the hotel to give site tours, visit clients off-site or stand at tradeshows.
 
 Requirements 
•    Bachelor’s degree in Business Administration, Marketing, Hospitality Management or related field preferred, or an equivalent level of education and experience.
•    Ability to envision/create new strategic ideas to drive sales and revenues
•    Proven aptitude analyzing data and industry trends using business intelligence solutions
•    Ability to form strong internal and external partnerships and influence decision making
•    Must be a skilled leader, have strong organizational skills, and have thorough knowledge and understanding of hotel operations.
•    Demonstrate excellent oral, written communication and presentation skills
•    Master of all steps of the sales process from prospecting, presentation, negotiating, closing, up-selling and building loyalty
•    Ability to work flexible schedule to include weekends and holidays
•    Occasional travel required to attend workshops, tradeshows, brand meeting
•    May require a valid Driver’s license
•    Proficiency in computer software
Environmental Conditions:  Inside:  Protection from weather conditions but not necessarily from temperature changes.  A job is considered “inside” if the worker spends approximately 75 percent or more of the time inside.

Reasoning, Mathematical and Language Development are indicative of the general level of development required to do this job.  Some, but not necessarily all, areas mentioned in this section will be included in this job.

Reasoning Development:  Apply principles of logical or scientific thinking to define problems, collect data, establish facts, and draw valid conclusions.  Interpret an extensive variety of technical instructions in mathematical or diagrammatic form.  Deal with several abstract and concrete variables.

Mathematical Development:  Compute discount, interest, profit and loss; commission, markups and selling price; ratio and proportion, and percentages.  Calculate surface, volumes, weights and measures.

Algebra: Calculate variables and formulas; monomials and polynomials; ratio and proportion variables; and square roots and radicals.

Geometry: Calculate plane and solid figures; circumference, area, and volume.  Understand kinds of angles, and properties of pairs of angles.

 Language Development: Reading: Read newspapers, periodicals, journals, and manuals.

Writing: Write business letters, summaries, and reports, using prescribed format and conforming to all rules of punctuation, grammar, diction, and style.

Speaking: Speak extemporaneously on a variety of subjects.

Relationships to Data, People and Things:

Data: Coordinating: Determining time, place, and sequence of operations or action to be taken on the basis of analysis of data; executing determination of and/or reporting on events.

People: Negotiating:  Exchanging ideas, information, and opinions with others to formulate policies and programs and/or arrive jointly at decisions, conclusions, or solutions.

Things: Handling: Using body members, hand tools, and/or special devices to work, move, or carry objects or materials.  Involves little or no latitude for judgment with regard to attainment of standards or in selecting appropriate tool, object or material.

Qualifications

Salary : $105,000 - $115,000