Area Director of Sales - Property DOS Responsibilities

Summary: The Area Director of Sales will be responsible for driving revenue growth and market share for specific hotels within a designated area. This individual will lead the sales department for home property, while providing strategic direction, training, support, and guidance to achieve sales targets and maximize profitability at assigned locations. Will assist Corporate Director of Revenue Management and Sales with various corporate responsibilities as needed.

Essential Duties and Responsibilities:
• Self-starting personality with an even disposition to effectively communicate with 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.

Planning (Approximately 15% of time)
• Develop and assist in the production of annual business and marketing plans as well as revenue and sales department expense budgets.
• Develop and assist with execution of strategic and promotional plans to drive revenues to reach/exceed annual goals. Plans include strategic initiatives, competitive analysis, insights on new areas of opportunity, partnerships, evaluation of rates and need periods, etc.
• Develop and assist with annual and monthly sales objectives in coordination with the Hotel’s business plan.
• Develop and assist with sales action plans for sales teams; continuously monitor performance to plan and make effective adjustments in order to meet and exceed targets.
• Keep up-to-date with industry knowledge as well as the competitive positioning of each hotel and form relationships with local CVBs to capitalize on business that comes into the market.
• Develop and assist with forecasts and budgets in accordance with prescribed schedule and Company standards that maximize revenues through the most effective mix of business. • Monitor and influence revenue channels to ensure the proper market segmentation and rate/occupancy strategies are in place to reach/exceed revenue goals. 

Leading / Managing / Follow-up (Approximately 20% of time)
• Lead, train and mentor home property sales staff including hiring, coaching development, performance evaluations, disciplinary actions, and terminations.

• Mentor and coach Directors of Sales in assigned properties, assisting in hiring and training of team as needed.

• Perform as the driver for home property and support assigned properties so that all quarterly and annual revenue goals are achieved.
• Provide leadership to the day-to-day operations of the home property sales department, while maintaining focus on the Company's strategic goals.
• Monitor and direct sales leads to home property sales managers. Provide motivation, support, encouragement, and direction to all members of the sales department.
• Maintain efficient sales office procedures for productive use of staff time and ensure the maintenance of accurate and updated account files and follow-up procedures to ensure the property is easy for clients to do business with, in accordance with Company standards.
• Manage customer contracts to ensure that all contracts are executed according to Company standards, ensuring that standard contract language remains intact, and contracts are executed appropriately to protect Company interests.

• Perform periodic audits of assigned properties to ensure proper and efficient sales office procedures are in place and that all contracts are executed to Company standards.
• Hold sales team accountable for results and celebrate successes.
• Ensure that billing, credit procedures and audit guidelines are followed.

Selling for Home Property (Approximately 60% of time)
• Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales and presentations to potential clients in keeping with assigned market segment. Resolicit and retain existing business by maintaining good client relationships and ensuring the hotel provides best-in-class meetings experiences. Leverage reader board and agency subscriptions to identify opportunities.
• Build/Generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to: conventions, corporations, DMCs, tour operators, meeting planners, associations, film companies, political affiliations, SMERF (Social, Military, Educational, Religious and Fraternal) groups, concierges, organizations (i.e. Chamber of Commerce, MPI, etc.) etc.
• Identify and penetrate new accounts.
• Conduct inquiry calls, account maintenance, qualification calls, outside sales calls, site visits, concierge visits, and other sales activities; ensure that these activities are promptly updated and logged in the Sales Database.
• Attend local trade-shows, participate in sales blitzes and other off-site sales efforts.
• Participate in executing all brand and company-wide marketing initiatives.

Coordinate with Third Party F&B Provider (Approximately 5% of time)
• Ensure fair and consistent space release program and rooms to space ratios are in place and upheld to maximize revenues. 
• Partner with reputable on-site F&B provider for consistent cross-sell and upsell opportunities to maximize both catering and group sales.
• Develop strategic plans and programs that benefit both the hotel and the F&B provider and work together to ensure a win-win relationship.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 workdays, 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.
• Must be able to communicate effectively by writing, telephone, and personal meeting situations.
• Computer literacy (particularly in Excel, PowerPoint, Word) and financial management a must.