Director of Sales

Position:                    DIRECTOR OF SALES

Reports to:                 General Manager / Regional Director of Sales & Revenue

Department:               Sales & Marketing

Classification:           Exempt            

SUMMARY:

The Director of Sales is responsible for maximizing the occupancy and the average daily rate of the hotel, while upholding excellent guest service and accommodations to all guests. This position will work closely with the hotel’s preferred accounts and group reservations. The Director of Sales manages the sales effort and supports the General Manager on operational issues. Responsible for selling hotel rooms, generating awareness for hotel and company and ensuring leadership participation exists within the community. Support and enhance sales initiatives that are compatible with company plans, strategies, and programs.

GENERAL RESPONSIBILITIES:

• Passionately sell hotel guest rooms and meeting rooms through direct client contact to achieve (preferably exceed) revenue, ADR, Occupancy and RevPar goals. 
• Establish client base of primary and secondary market segments for extended stay business. 
• Create and implement strategic Sales Action Plan. 
• On an “as need” basis and when agreed upon by the GM’s may be asked to work in out-lying markets. 
• Identify Top 10 Accounts in competitor’s hotels to become “target accounts” for hotel.
• Establish weekly schedule to socialize with in- house guests in order to obtain referrals/leads during evening reception and/or breakfast.
• Target, saturate, penetrate specific companies to reach true decision makers in position to refer to our hotels while seeking new business and/or working an existing account.
• Maintain positive relationships with existing accounts/clients – show appreciation, remember special days, etc. 
• Ask for referrals in all encounters with company contacts.
• Use creativity in selling techniques to reinforce our uniqueness as a hotel compared to others and as an award-winning company.
• Communicate needs with the General Manager’s and sales support members, if applicable for each property assigned. 
• Create and generate new ideas for continuous improvement & share them. 
• Must be able to pass and maintain certification from TIPS and/or Responsible Vendor training if alcohol is served at your respective property. 
• Practice safety standards at all times and be alert to hazardous conditions. Report or correct any hazardous conditions immediately. 
• Must be thoroughly familiar with Employee Handbook and all policies and rules it contains.
• Must adhere to all work rules, procedures, and policies established by the company, including, but not limited to, those contained in the Employee Handbook, Safety Manual, and other operating guides.
• Other duties as assigned, of which employee is capable of performing.
• Participate in local industry, civic organizations, advisory councils and community functions representing sales opportunities for hotel.
• Develop positive and productive relationships with key local demand generators.
• Read the Newspaper and online community news. Be aware of economic impacts, new developments, etc. and act quickly. 
• Identify opportunities to achieve financial performance goals. Monitoring sales cost controls/spending.
• Provide documentation of sales action steps, financial results, etc. according to timeline issued.
• Develop weekly/monthly sales success plan for each property. 
• Create seasonal and segmented promotions to help achieve desired financial results.
• Utilize any and all reports available through the hotel brand has to offer and be involved in communication with the brand as deemed necessary.
• Offer aggressive yet competitive Rate Agreements to local companies that have extended stay business. 
• Minimize Direct Bill Accounts established to limit to only volume producing accounts of at least 30 room nights per month. 
• Learn applications to help improve rate strategy (i.e. Hilton OnQ management system, etc.). 
• Maintain market awareness to ensure proactive strategies are in place, adjust where needed. 
• Participate in sales blitzes, training, and other requested sales initiatives. 
• Promote and reinforce the importance of sales throughout hotel to teach others how they can impact sales. 
• Foster open, timely and honest dialog. Demonstrate respect, value and integrity in all situations. 
• Generate greater awareness of Global Hotel Group properties within community and industry.
• Be a leader and show professionalism in all dealings on behalf of the Company.

QUALIFICATIONS:

• Bachelors Degree – Hospitality/Hotel Management preferred.
• Minimum 3 to 4 years hotel sales experience. 
• Excellent communication skills, both written and verbal.
• Computer Knowledge/Skills: MS Office, Property Management Software, Sales Management programs preferred. 
• Professional in appearance and presentation.
• Highly focused, motivated, and ability to work with minimal supervision.
• Excels at keeping detailed and well organized files, documentation, and tracking records.
• Requires strong management skills, attention to detail, ability to multi-task, and keep organized.
• Be able to lift up to 30 lbs.