Manager

Director of Sales & Revenue

FSLA: Exempt

Reports to: General Manager /Corporate Director of Operations

At PAH Management, The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace.

Responsibilities will include but not be limited to:

• Supervise, administer and ensure timely completion of all activities of the Sales Department. 
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations. 
• Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team. 
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies. 
• Meet or exceed set goals
• Operate the Sales Department within established sales expense budget.
• Participate in required M.O.D. and Saturday office coverage as schedule
• Coordinate group, transient and catering bookings to maximize profits. 
• Initiate and follow up on leads. 
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories. 
• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
• Administer training in the Sales and Catering departments, according to PAH Management’s standards.
• Assist in the preparation of required reports in a timely manner.
• Conduct weekly sales meetings according to PAH Management standards.
• Be familiar with all PAH Management’s sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) revenues. 
• Conduct all Sales Team Performance Appraisals according to PAH Management SOP’s. 
• Motivate, coach, counsel and discipline all Sales and Catering department personnel according to PAH Management’s SOPs. 
• Review meeting planner evaluations as received to ensure that any problems are rectified. 
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections. 
• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met. 
• Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts. 
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan. 
• Ensure that Sales Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA’s) and in the Sales budget, including preplanning, setting appointments and executing sales calls. 
• Coordinate the preparation of complete and accurate end-of-month reports, according to PAH Management’s SOP’s. Ensure that Sales Managers can explain the importance and components of the report. 
• Coordinate preparation of the annual revenue budget. 
• Coordinate preparation of the annual Marketing Plan. 
• Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.

Basic Qualifications

• At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience. 
• Supervisory experience required. 
• Must have a driver’s license in the applicable state. 
• Must be proficient in Windows, Company approved spreadsheets and word processing

Physical requirements:

• Long hours are sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force        frequently or constantly to lift, carry, push, pull or otherwise move objects.