Area Director of Citywide Sales

Summary: The Area Director of Citywide Sales will lead the citywide sales effort for the five Legacy Ventures owned and managed downtown Atlanta hotels, working closely with the ACVB and GWCC in selling Atlanta as a convention destination. This position will report to the Corporate Director of Revenue Management and Sales and work closely with each hotel's Directors of Sales to achieve specific hotel goals.

This position is responsible for growing group rooms revenue by increasing participation and production of citywide groups, prospecting for new group opportunities, and promoting high visibility of Company and assigned hotels through consistent professionalism, relationship building, effective site inspections, and active involvement in industry associations, meetings, and trade shows as needed.

Essential Duties and Responsibilities:

• Self-starting personality with an even disposition to effectively communicate with clients, guests, team members and community.
• Be familiar with and adhere to Legacy Ventures Service standards as outlined in the Blueprint and other policies / rules of conduct, to include personal appearance / grooming, attendance, and safe / efficient operations.
• Develops strategy for and initiates business account interest, solicits and negotiates contracts for group rooms in the citywide market segment in accordance with Company and various brand guidelines.
• Prepares and submits effective and detailed formal sales proposals to prospective customers using each of the client’s preferred RFP platform and with guidance from ACVB, GWCC, brand national sales and hotel teams, that are consistent with the goal of high guest satisfaction and profitability standards.
• Negotiate effectively presenting all hotels in accordance with Company expectations.
• Accurately responds to RFP’s in a timely manner, meeting all stated deadlines.
• Leads on-property site inspections for each hotel with customers and city representatives, entertaining clients as needed.
• Meets or exceeds monthly, quarterly, and annual room night, ADR and revenue goals as assigned.
• Establishes and builds successful relationships that generate sales opportunities.
• Execute and manage internal processes necessary to reserve and confirm negotiated group contracts, including blocking of guest rooms, meeting space, and catering requirements. Works closely with internal and external catering teams to ensure their ability and engagement in fulfilling client expectations.
• Handles account details so that all pertinent aspects of solicitation, rate negotiation, closing and event details are complete and documented.
• Accurately and effectively net blocks in hotel sales systems to appropriately forecast and protect revenue.
• Effectively communicates client requirements, ensuring all information is accurate. Coordinates each hotel’s various departments’ participation in servicing accounts, including effective, accurate, timely, and thorough communication.
• Prospects new business using a variety of sales methods, including but not limited to outside sales calls, attending meetings and conferences, and active participation in the industry to strengthen and expand customer base and Company and brand awareness. Enhance and retain positive relationships with existing citywide accounts.
• Continue to expand knowledge of market trends, competition, and key customers of the city and hotels, sharing information as necessary with hotel and corporate teams.
• Ability to meet/exceed goals for prospecting, appointments, presentations, RFP’s, and closes.
• Attends sales-related functions related to citywide travel i.e. weekly and monthly industry meetings, sales blitzes, networking, tradeshows, etc.
• Ability to provide mentorship, guidance, and training to administrative support; assign responsibilities to remain on track with activities necessary to meet segment performance expectations.

Other duties may be assigned by a supervisor as needed.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must have a flexible schedule and ability to work days, evenings or nights any day of the week, including weekends and holidays.
• Flexibility to travel locally and/or nationally, potentially including overnight stays.
• Have a valid driver’s license and dependable transportation available.
• Must have exceptional customer service skills.
• Possess knowledge of hospitality, business, and basic accounting principles and practices.
• Must possess excellent and effective listening, verbal, written, organizational, negotiation, and closing skills.
• Strong professionalism, diplomacy, selling skills, and work habits.
• Ability to remain positive, resourceful, flexible, and improvise while performing multiple tasks working in a fast-paced environment, often under pressure.
• Organizational skills that result in accurate, timely, and thorough work.
• Ability to compile facts and figures, analyze information, and arrive at logical conclusions and sound business decisions.
• Ability to work well in a team environment.
• Ability to work in Microsoft Office products including Excel, Word, PowerPoint, Office365, Teams, SharePoint.
• Possess excellent written, verbal, and organizational skills. Computer literacy and financial management a must.

Education and/or Experience: College degree preferred. High school diploma or general education degree (GED) and five years Sales leadership experience and/or training; or equivalent combination of education and experience, with a proven track record of achieving sales targets. Complexed and/or above property leadership experience preferred.

Language Skills: Ability to read and comprehend complex contracts and proposals. Ability to write and communicate with clients and teams with effective and detailed correspondence. Ability to effectively present information in one-on-one and small and large group situations to customers, clients, and other associates of the organization.