Director of Sales

The Director of Sales is responsible for all sales-related activities, including direct sales efforts, follow-up, and proper sales administration for assigned hotel. He/she is also responsible for growing existing accounts and generating new business to ensure that room revenue and catering revenue meet or exceed budget in order to maximize revenue and profits and to improve performance in the marketplace.

In addition, the Director of Sales is also responsible for creating a sales and marketing plan, budget, forecasts, advertising, as well as strategies to meet or exceed established revenue and room night goals. This person works with various departments of each hotel to ensure requested services are provided to customers. The Director of Sales must have adequate computer skills and possess the ability to learn and implement new software systems accordingly.

PRIMARY RESPONSIBILITIES

• Driven sales acumen. Energetic, proactive, takes calculated risks, and perseveres to attain goals. Possesses an extensive knowledge of sales, marketing, revenue management and budget analysis capabilities with a demonstrated ability to apply these principles and methods through strategy and tactics.
• Proactively solicit potential new account opportunities through sales calls, telephone solicitation, at times networking through organizations, conducting internet research/prospecting campaigns, attending tradeshows and/or client events when applicable; and participating in concentrated sales efforts in all market segments.
• Excellent communication skills. Skilled at establishing effective relationships with customers and internal partners; promoting openness, trust and confidence in one's intentions. Requires effective reading, writing and oral comprehension.
• Must have thorough experience with professional selling skills: opening, probing, supporting, and closing.
• Must possess exceptional negotiating skills and able to close the sale and meet aggressive sales targets.
• Thorough understanding of hotel revenue management. Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
• Leadership qualities. Skilled at building a cohesive team and facilitating goal accomplishment by aligning individual and team actions with strategies and plans to drive business results. Requires the ability to inspire confidence and gain respect of hotel team, industry partners, competitors, and owners.
• Understand the overall market; competitor’s strengths and weaknesses; economic trends; supply and demand; and how to sell against them.
• Process and actively work RFPs and leads – respond to all inquiries in a timely and effective manner.
• Thorough understanding of hotel revenue management. Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
• Responsible for drafting hotel’s Sales & Marketing Business Plan and Quarterly Action Plans.
• Pulls hotel reports and lead generating portals reports in order to solicit and target all in-house guests for referrals and leads.
• Must be proficient in general computer knowledge and able to train and monitor the process of sending referrals, setting traces and profiling accounts.
• Maintain accurate and updated accounts/information in the sales and hotel PMS software system. Experience in Delphi/STS is preferred, but not required.
• Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls.
• Ensures that all Definite bookings and corporate local negotiate rates have proper signatures on letters of agreement, variances and hotel commitments for all bookings.
• Perform other duties as assigned to meet business needs assigned by General Manager and Oldham Goodwin Corporate office.

• BA or BS from a four-year college or university required. In lieu of a degree, 2 or more years of relevant experience may suffice.
• Service orientation. Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Strong organizational skills with the ability to prioritize tasks and meet tight deadlines
• Self-motivated and driven to achieve goals independently with minimal supervision
• Must be able to work from onsite office for 8 or more hours a day, stand at the front desk interacting with clients for up to four (4) hours at a time, walk for site tours for up to four (4) hours a day, and occasionally lift up to 20 pounds.
• Experience in Sales PMS (CRM) systems such as Delphi or STSR is preferred, but not required.
• Excellent verbal and written communication skills and organizational skills are very important.
• Flexible and adaptable to shifting priorities in a team-oriented environment
• Must be able to think clearly, analyze and resolve problems, while exercising good judgment. You must also be able to remain calm and courteous in demanding situations.

• Exercises the hotel's policies and procedures in accordance with the above responsibilities.
• Be able to represent the hotel and Oldham Goodwin Group with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.