Director of Sales

NAME OF ENTERPRISE: Buffalo Thunder Inc.

JOB LOCATION: Hilton Santa Fe Buffalo Thunder Resort

REPORTS TO:  Hotel General Manager

DEPARTMENT: Hotel Sales

FLSA STATUS: This is a full-time, salary; exempt position

TYPICAL WORK SCHEDULE (DAYS/HRS PER WEEK): TBD

JOB PURPOSE:  The Director of Sales is responsible for the overall leadership, administration, and management of the Sales, Catering and Convention Services functions at Hilton Santa Fe Buffalo Thunder Resort. The position directs all sales activities, including corporate transient, group, catering, convention, leisure, and promotional initiatives while ensuring the effective use of hotel systems and adherence to established policies and procedures. The Director develops and executes strategic sales plans designed to maximize revenue, profitability, market share, and brand positioning of AAA Four/Five- Diamond levels.

The Director develops and executes the annual sales plan for corporate transient, group, and catering revenue segments with specific account strategies designed to achieve budgeted goals and revenue targets. The position manages and develops the sales team, including Sales Managers, Catering Sales Managers, Convention Service Managers, and related sales professionals, while providing coaching, performance management, and professional development. The Director leads weekly sales meetings, provides pipeline updates, evaluates sales performance, and delivers account strategy guidance to individual sales managers to ensure successful achievement of revenue objectives.

The Director analyzes market trends, competitive positioning, business opportunities, and financial performance to identify growth opportunities and develop strategic initiatives that drive long-term success. The position collaborates closely with Revenue Management, Operations, and other hotel departments to achieve hotel-wide business objectives while maintaining exceptional service standards and guest satisfaction.

The Director also supports employment opportunities for qualified Pueblo of Pojoaque Tribal members by hiring, coaching, developing, and supporting their career growth within Pueblo of Pojoaque Businesses.

KEY RESPONSIBILITIES:

·         Direct all Sales, Catering, and Convention Services functions for the resort.

·         Develop and execute the annual sales plan for corporate transient, group, catering, and other revenue-producing market segments with specific account strategies and measurable performance objectives.

·         Lead all sales efforts to maximize hotel occupancy, average daily rate, catering revenue, and overall profitability.

·         Manage and develop the sales team, including Sales Managers, Catering Sales Managers, Convention Sales Managers, and other sales professionals through coaching, mentoring, training, and performance management.

·         Lead weekly sales meetings and provide pipeline updates, sales forecasting, business development strategies, and account strategy guidance to individual sales managers.

·         Establish sales goals, revenue targets, and performance expectations while monitoring results and implementing corrective actions as necessary.

·         Maintain and strengthen relationships with key corporate, association, government, SMERF, and leisure market accounts.

·         Identify new business opportunities and develop strategic initiatives to increase market share and revenue production.

·         Collaborate with Revenue Management to develop pricing strategies, group thresholds, segmentation strategies, and demand-based selling initiatives.

·         Oversee catering sales strategies, convention services coordination, and group business development efforts.

·         Analyze market conditions, competitive trends, customer needs, and sales performance to identify opportunities for growth and operational improvement.

·         Coordinate sales initiatives, promotional campaigns, public relations activities, digital marketing efforts, and brand compliance requirements.

·         Monitor departmental budgets, payroll, sales expenses, and operational costs to support profitability objectives.

·         Ensure effective utilization of sales systems, customer relationship management tools, reporting platforms, and revenue management systems.

·         Promote a culture of accountability, customer service, professionalism, and continuous improvement throughout the Sales department.

·         Drive employee engagement, retention, professional development, recognition, and succession planning initiatives.

·         Participate in leadership meetings, brand initiatives, industry functions, and community events as a representative of the resort.

·         Serve as a member of the Leadership Committee and provide strategic leadership in support of overall hotel objectives.

·         Perform other duties and responsibilities as assigned or required. 

REQUIRED QUALIFICATIONS (KNOWLEDGE, SKILLS, AND ABILITIES):

•          Strong knowledge of hotel sales functions
•          Strong leadership, supervisory, coaching, and employee-development skills.
•          Ability to manage departmental operations, establish priorities, and make effective decisions in a fast-paced hotel environment.
•          Ability to read, write, speak and understand the English language to communicate effectively with guests and employees.
•          Ability to effectively deal with internal and external customers, including individuals requiring patience, tact, diplomacy, and conflict-resolution skills.
•          Strong organizational and time management skills with the ability to manage multiple priorities and deadlines..
•          Ability to work under pressure and deal with stressful situations during busy periods.

·     

REQUIRED EDUCATION OR COMBINATION OF EDUCATION AND EXPERIENCE:

• High School Diploma or GED.
• Four-year college degree in Hospitality Management, Business Administration, Hotel Management, or a related field preferred..
•          Requires substantial operations/sales leadership experience; preferably ten years or more
•          Comparable hotel size and scope experience preferred
•          Proven track record of successes in achieving revenue objectives
•          Proven ability to recruit, motivate, and train sales team
•          Travel required
•          Valid driver’s license required
•          Must be at least 21 years of age

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT: 

•          Standing-5/Walking-15% /Sitting-80%. Office Setting
•          Exposure to varying levels of noise and, in designated areas, cigarette smoke
•          Some light lifting, carrying, pushing, and pulling up to 25 lbs.
•          All ergonomic aids are made available to reduce repetitive motion syndrome. 
•          Frequent use of computers, telephones, and other office technology..
•          Shift work is required, including evenings, weekends, holidays, and overtime based on business needs.
•          Position may be required to respond to emergency calls and provide operational support outside of scheduled hours.     

DISCLAIMER STATEMENT:  This job description lists the primary duties and responsibilities required of the employee.  Any employee may be assigned to perform tasks other than those listed to meet business needs.