Description

POSITION JOB DESCRIPTION

TITLE: Dual Director of Sales and Marketing

DEPARTMENT: Sales

REPORTS TO: Complex General Manager

SUMMARY

Oversee and manage sales staff to ensure maximum revenue is achieved. Work closely with revenue management to develop strategies to maximize REVPAR and grow market share.

ESSENTIAL RESPONSIBILITIES

Direct Sales: 

• Targets appointment-oriented sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan. Must have own reliable transportation and possess a valid state driver's license in order to make sales calls.

Key Account Management: 

• Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth. 

New Account Development: 

• Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business. 
• Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts. Continually targets and prospects for new business through telemarketing, individual creativity and innovation. 

Yield Management: 

• Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance. 

Account Service and Management: 

• Maintains well-documented, accurate, organized and up-to-date file management system in order to service client and employer in the most expedient, organized and knowledgeable manner. 
• Develops strong customer relations through frequent communication and the use of professional, courteous and ethical interpersonal interaction. 
• Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. 
• Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner. 

Product Knowledge: 

• Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities. 

Time Management: 

• Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts. 

Professionalism: 

• Controls expenses including travel on the property's behalf in order to minimize hotel costs. 
• Represents themselves, the hotel and the company with the highest level of integrity.
• Demonstrates a service-focused approach and a caring, sincere attitude at all times. 
• Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all coworkers for the best overall performance of the hotel. 
• Displays a neat, clean and business-like appearance at all times. 

Works with sales managers to ensure understanding of sales strategy and effective implementation of this strategy for the segment.

Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOS.

Responsible for the hiring, training, development of all sales managers and staff.

Follow and promote hotel standards with guests, co-workers.

Monitors all day-to-day activities of direct reports.

Follows property work schedule of providing on-site sales leadership Monday-Friday and on weekends, as necessary, to service on-site guest needs. 50 hour work week.

OTHER RESPONSIBILITIES

· All other duties as assigned, requested, or deemed necessary by leadership.

SUPERVISORY DUTIES

· Sales Manager

· Catering Sales Manager

· Sales Coordinator

BEHAVIORAL FOCUS

At G Lodging, our core values which provide a guide for our decisions are: 

· Do the Right Thing: demonstrate empathy, honor and integrity in all that we do. 

· Think We, not Me: Together as a team we reach new heights in our work and community.

· Be Your Best Self: We are engaged, move with purpose, and serve with enthusiasm.

· Think Like a Guest, Act Like an Owner: Anticipate the needs of our guests and value our properties.

CORE COMPETENCIES

Drawn from our core values, each competency is built upon a set of basic behaviors that are shared by all associate, regardless of role which include: 

· Integrity and Respect

· Communication

· Innovation

· Teamwork and Relationships

· Hospitality

· Job Excellence

· Managing & Developing Others

· Leadership

Requirements

POSITION QUALIFICATIONS

Education/Formal Training

Minimum of high school diploma or equivalent.

Experience

4 years of hotel sales or operations experience.

Previous management experience, preferred.

Knowledge/Skills

· 3-5 years sales management experience

· Requires knowledge of general sales techniques, yield management, and customer service skills. 

· Requires the ability to hear, speak, read and write English fluently. 

· Requires 12th grade level mathematics, spelling and reading skills. Requires effective business writing skills.

· Understand and follow verbal/written instructions. 

· Work on more than one task at a time. 

· Develop strong internal and customer relationships. 

· Set and manage priorities and plan activities in advance. Solve problems and make sound business decisions.

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

· Sitting 85%, Walking 5%, Standing 5%, bending, kneeling, lifting, climbing 5%

· Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, and operate basic office equipment. 

· Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions 

Environment

Office environment, weather exposure when making sales calls.