What are the responsibilities and job description for the Director of Sales position at Mid-Continent Hospitality?
Company Description
Mid-Continent Hospitality is a rapidly expanding leader in Hotel Development and Management, managing a diverse portfolio of properties under renowned brands like Marriott, Hilton, and IHG. Known for its innovative and data-driven branding strategy, the company focuses on optimizing hotel performance and delivering above-market returns on investment. By owning and managing properties directly, Mid-Continent Hospitality ensures high-quality standards and operational excellence. The company is committed to creating exceptional guest experiences aligned with its brand vision.
Role Description
The Director of Sales will oversee and lead sales efforts, driving revenue growth for the business. Key responsibilities include developing and executing sales strategies, managing sales operations, building strong client relationships, identifying new business opportunities, and mentoring the sales team to achieve targets. The role requires collaboration with multiple stakeholders to maximize the performance of the company's diverse portfolio of properties.
Responsibilities
- Using business tools and first-hand observation, analyze market competition, market trends, and identify client needs.
- Provide strategic, data-based revenue management plans for the hotel including rate development, establishment of group thresholds, space utilization, demand analysis, market mix management, and deployment strategies
- Proactively solicit and secure business from new and prospective clients using proven sales strategies aligned with the hotel’s brand and vision.
- Provide collaboration, mentorship, coaching, and training to hotel sales team, continually assessing strengths and opportunities of team members.
- Ensure effective utilization of selling guidelines to maximize revenue contribution from all segments, employing cross-segment selling strategies when needed.
- Coordinate and facilitate sales calls with the hotel and corporate teams
- Manage client contract process including negotiation, provisions, supplemental solution selling, and contract generation, capturing all information necessary for execution and billing.
- Coordinate and conduct site tours emphasizing features to meet client needs and opportunities to enhance overall satisfaction.
- Engage in purposeful communication and build long-lasting rapport with clients, creating an open dialogue to uncover client expectations and unrealized needs.
- Promote hotel brand loyalty programs, encourage client participation, and offer special rate packages and upgrades when appropriate.
- Effectively communicate with hotel departments to ensure timely and accurate delivery of client expectations, fulfillment of needs, and challenge resolution.
- Always maintain professionalism consistent with hotel brand and company expectations.
Qualifications
- Proven expertise in Sales and Sales Operations
- Strong skills in Customer Service and Team Management
- Experience in Business Development to identify and pursue new opportunities
- Strategic thinking with the ability to create and implement sales strategies
- Excellent interpersonal, communication, and leadership abilities
- Proficiency in CRM software and sales analytics tools
- Bachelor’s degree in Business, Marketing, Hospitality Management, or a related field
- Experience in the hospitality industry or working with hotel brands is a strong advantage