Lead and Elevate Your Career: Area Director of Sales

We are seeking a dynamic and strategic Area Director of Sales to lead the sales team across our five Sioux Falls hotels. In this role, you will be directly responsible for driving sales in the Extended Stay and National Corporate Account hotel segments and overseeing that the sales effort in all other segments is moving forward and all incoming leads are being handled by our Sales Managers. This position has a responsibility for LMA – Lead, Manage and hold Accountable. Join us and play a crucial part in shaping the success of our sales initiatives and making a lasting impact on the hospitality landscape. If you're ready to take your career to new heights, apply now to be a key player in our growth story.

JOB TITLE: Area Director of Sales
DEPARTMENT: Sales & Marketing
SUPERVISOR TITLE: Market Sales General Manager/KAJ Hospitality Corporate Team

Sales Responsibilities for assigned hotels: (Area Director of Sales completes these activities for assigned segments and oversees completion by sales team members for other segments)

• Leads proactive sales efforts for assigned segments to reach KAJ Hospitality Revenue and RevPAR Index Goals with assistance of sales manager
• Successfully achieves or exceeds quarterly individual pace/production goals
• Leads effort to close business to ensure sales goals are met
• Be engaging and relationship driven in day to day encounters with customers
• Sells a memorable experience while delivering “Here for People” Service
• Conducts sales presentations to clients using the most effective methods
• Researches and maintains knowledge of market trends, business news, competition and customers
• Solicits, negotiates and books new and repeat business through an active schedule of prospecting, telephone solicitation, outside sales calls, sales blitzes, site tours, client entertainment, community involvement, networking activities and leads groups
• Develops and continually enhances relationships with key corporate accounts, business travel and industry accounts, community organizations and professional associations to maintain high visibility and increase market share
• Retains and grows existing accounts through competitive market, industry research, analyzing guest needs and creative problem solving
• Successfully and consistently achieves minimum weekly sales activities and records all sales activities in Amadeus
• Utilizes available tools and analyzes business to make profitable decisions for the KAJ Hotels. Emphasize higher rate on peak days of the week
• Cross-sells KAJ hotels in area/region and passes leads off to other KAJ portfolio Director of Sales. Match hotel(s) need dates with guest’s needs ensuring an offering to each guest
• Participates in monthly revenue calls with detailed sales perspective
• Assist with Manager on Duty shifts during peak guest times
• Any other duties directed by the KAJ Sales General Manager and KAJ Hospitality Corporate Team

Leadership Responsibilities for assigned hotels:

• Leads weekly market sales meeting and encourages input and discussion from all sales team members and general managers
• Leads quarterly meeting to create goals (Rocks) for each sales team member with input from general managers
• Works with Sales Managers to uncover new group and meeting room business opportunities
• Oversees that all incoming leads are being responded to in a timely manner by Sales Managers
• Assists with booking meetings and groups when Sales Managers are out of office
• Conduct Quarterly Conversations with sales team members to continually evaluate performance both from manager and employee
• Continually promotes teamwork and cross-selling of KAJ properties to push business to hotels in most need
• Identifies revenue opportunities and stays up-to-date with brand initiatives and works with sales team members to implement and maximize
• Celebrates wins with sales team members
• Proactively identifies hotels pacing below expectations and leads effort to improve results
• Holds sales team members accountable for weekly, monthly and quarterly sales activities
• Work with KAJ Sales General Manager for the market to address sales team performance issues

Area Director of Sales Expectations:

• Develop and follow a schedule for rotating office hours at assigned hotel(s.) Communicate this schedule with hotel teams so they are aware
• Train front desk staff on how to handle call forwarding
• Expected to be available when business demands it and be on call per client needs
• Maintain a minimum of 90% direct sales and 10% administrative mix of time usage
• Expected to conduct 10-15 Face to Face client meetings, 30-40 Cold Calls (telephone, email, in person), 2-5 Site Tours with clients, 15-20 Maintenance Touch points with clients
• Maintain Prime Selling Time: 10:00 am – 4:00 pm (Monday – Thursday)
• Ensure all hotel policies are being followed by all sales team members
• Ensure prompt response (within 4 Hours) to all inquiries and customer requests by all sales team members
• Minimal travel may be required to complete sales calls and presentation to customers