Director of Sales

The Director of Sales is primarily responsible for leading & driving top line revenue strategy for traditional sales related segments to include group & catering.  The individual is additionally responsible for staying ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales teams (rooms & catering) to ensure budgeted revenues are met or exceeded. The Director of Sales is also responsible for developing and implementing a sales plan designed to achieve the desired positioning for the hotel, as well as managing the sales and travel budget that supports revenue attainment. 

Grand Performers may enjoy a range of benefits, including:

• Marriott Employee Discounts Worldwide
• Competitive Wage & Discretionary Bonus Program
• Medical, Dental, Vision Insurance
• Company-Sponsored Life Insurance
• Short & Long-Term Disability Insurance
• Tuition Reimbursement Program
• 401(K) with Discretionary Company Matching Contributions
• Employee Assistance Program

The Director of Sales is responsible for leading the Sales and Catering team to optimize revenue opportunities for the property.  

Primary areas of responsibility include, but are not limited to the following:

• Responsible for booking & driving top line revenue for traditional sales segments to include group & catering. 

• Assesses & reacts to market trends, market share & the competitive hotel environment. 

• Develop and implement a sales plan designed to achieve the desired positioning of the hotel, as well as manage the sales & travel budget that supports all initiatives. 

• Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization. 
• Provide training and development opportunities for the team, ensuring a focus on skill-building and professional growth beyond daily leadership and direction.

• Fluent in reading/assimilating/using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of traditional hotel reporting. 

• Ability to understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance. 
• Participate actively in Revenue Management meetings, offering recommendations and insights based on market trends, client intelligence, and competitive analysis.

• Conduct comprehensive competitive set reviews, SWOT analysis & keep tabs on new supply. 
• Conduct monthly executive reporting, including comprehensive P&L review and preparation of executive summaries.

• Understand GEO source & ability to develop a plan to penetrate the primary markets. 

• Develop/implement key segment strategy & managing key accounts (both existing & target). 

• Design effective sales deployment schemes & market assignments. 
• Partner closely with the Marketing team to develop and execute advertising initiatives, promotional campaigns, and other demand-generating activities.

• Develop sales goals designed to achieve budget & market share targets. 
• Maintain and improve forecast accuracy, recognizing its critical impact on operational planning and financial performance.

• Manage group pace measurement and set sales production goals. 

• Manage sales activity & travel schedule. 

• Bachelor’s degree preferred

• At least 3 years’ experience as a sales leader, with prior hotel sales experience. 

• Experience dealing with/communicating with ownership groups and asset management. 

• Proficient in managing/using sales automation (CI/TY) & PMS systems. 

• Experience working collaboratively with revenue management and marketing. 

• Well-rounded knowledge of all market segments and channel sources, as well as ability to develop a strategic plan for each. 

• Excellent communication and presentation skills. 

• Strong interpersonal skills and ability to work in a team environment. 

• Ability to direct, lead, train, motivate & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude. 

• Must be proficient in MS Office including Word, Excel, and Power Point. 

• Must be able to multitask and prioritize departmental functions to meet deadlines 

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions & physical demands of this role.

• While performing the duties of this job, the incumbent is regularly required to lift, reach with hands and arms, stand for extended periods of time and use fingers (keyboard etc.) to handle or feel.
• The incumbent is required to have a valid driver’s license and have the ability to drive.