Director of Sales

Position Summary:

A Director of Sales is a result driven team member, responsible for overseeing the sales operation and implementation of business sales strategies reaching the targets and goals set for the area. Your enthusiasm, professionalism and knowledge of hotels will reflect positively in how you present the properties growing existing accounts and generating new business maximizing profit and improving the hotel's performance in the marketplace. Building strong relationships will create a bond, ensuring your clients will always stay with us.

Primary Duties and Responsibilities:

• Devise strategies and techniques necessary for achieving optimum sales goals.


• Increase sales volume by effectively managing segmentation mix and efficient selling rates, keeping current with supply and demand trends, economic indicators, and competitors.


• Identify new business that fits sales parameters for different markets through strong prospecting and conducting weekly outside sales calls through lead generation.


• Strong prospecting and soliciting of new and return group and corporate business through action plan, preparation, and execution.


• Maintain accounts, contacts, activity, and business trace details within the Delphi sales platform.


• Consistently offer professional, friendly, and engaging service, building respectable client relationships.


• Ensure prompt and courteous service is extended to both internal and external customers.


• Participate in weekly sales and revenue calls by providing current account/group information and execute strategies.


• Properly train and continually work alongside the sales coordinator (if applicable) to ensure all guidelines and procedures are being consistently followed.


• Work closely with Department Heads and Front Office teams to ensure customer satisfaction disseminating all pertinent contract information on a timely basis.


• Establish parameters, quotes and negotiate prices, confirmed by written contracts within guidelines with both the sales coordinator (if applicable) and GM.


• Able to extract data from pertinent reports to understand competitor's strengths and weaknesses and know how to effectively sell against them.


• Participate in tradeshows, conventions and promotional events within the hotel and trade related organizations.


• Effectively develop relationships within the community to strengthen and expand customer base.


• Monitor production of all accounts and evaluate trends within the market.


• Remain current in all updates to brand standards, new procedures and required training.


• Ensure the achievement of sales objectives on a monthly, quarterly, and yearly basis.


• Prepare weekly, monthly, quarterly, and annual reports, as required.


• Review, update, and participate in the annual sales and marketing plan process.


• Balance operational, administrative and colleague needs.


• Embrace a positive initiative attitude to help increase workplace productivity.


• Able to work a flexible schedule that may include evenings, weekends, and holidays.


• Handle all duties according to hotel policies, procedures, standards, and code of ethics.


• Maintain confidentiality of guest information and pertinent hotel data.


• Promote a safe working environment, adhere to all safety and security policies and procedures.


• Always maintain a professional image through appearance and dress.


• Other duties as assigned by the hotel General Manager and SVP of Sales & Marketing.

Area Specific Responsibilities:

• Identify new business that fits sales parameters through strong prospecting and conducting weekly outside sales calls through lead generation.


• Attend property specific receptions to generate leads and interact with customers.


• Organize and execute local and nearby feeder market blitzes.


• Partner with third party meeting planners to generate additional leads and bookings.


• Establish relationships with local businesses and organizations and be an active member in local industry associations.


• Attend appropriate trade shows, organize sales trips in local market and feeder cities as directed by the SVP of Sales & Marketing.

Qualifications:

• Must possess excellent communication skills, both written and verbal required.


• Proactive sales approach, assertive and fast paced, driven to succeed.


• The ability to converse with different cultures in a professional and positive manner.


• Ability to focus attention on guest needs, always remaining calm and courteous.


• Able to develop and proficiently make presentations with targeted messages in various settings, to include groups and prospective customers.


• Able to organize, plan and manage workload working in a fast-paced environment.


• Strong interpersonal problem-solving abilities


• Highly responsible and reliable.


• Efficient in operating hotel property Management systems.


• Knowledge of Delphi and / or Hotel Sales Pro experience.


• Proficient in Microsoft Office programs; Word, Office, Power Point and Excel.


• Must always possess a valid driver's license to operate a company vehicle and be required to travel to complete the duties of a Director of Sales.

Physical, Mental and Environmental Demands:

• Must be able to sit/stand for extended periods of time, walk and walk up and down stairs while carrying objects.


• Must be able to lift and carry up to 25 lbs.


• Must be able to bend, reach, kneel, twist and grip items while working at assigned tasks.


• Must have the manual dexterity and coordination to operate all office equipment.


• Must be able to adjust to changing priorities and simultaneously complete multiple assignments despite interruptions and time constraints.

Skills, Educational Background and Experience:

• Minimum of 3 years hotel experience required, with a minimum of 2 years' successful track records in either hotel or resort sales preferred.

High school degree, with college or higher level of education