Area Sales Director

We are seeking a results-driven Director of Sales to lead sales efforts for two distinct hotel properties. This dual-property role requires a strategic leader who can drive revenue growth, build strong client relationships, and align sales initiatives with each property’s brand positioning and market opportunities.  Sales experience is not required but is preferred.

Location:  Wilkesboro, NC
Properties: Hampton Inn by Hilton and Holiday Inn Express by IHG

Job Title:           Area Director of Sales – Limited Service Hotel Properties

FLSA Status:       Exempt

Summary

The Director of Sales works under the direction of the General Managers. His or her primary responsibilities include maximizing all resources to insure profitability for the hotel. Plans and administers sales policies and programs to foster and promote hotel patronage by performing the following duties personally or through sales staff.

Essential Duties and Responsibilities include the following: Other duties may be assigned.

• General Responsibilities
  • Establish and maintain an up-to-date level of communication with the general manager on a constant basis.
  • Create and maintain positive working relationships with all other areas of hotel operations including but not limited to, front office and housekeeping
• Prospecting
  • Sales calls- complete quality calls weekly
  • Prospecting to determine needs by phone, internet, and email
  • Development of all Leads
  • Peruse the local papers for any type of business, meetings, weddings, ect.
  • Recommendations and referrals from existing accounts
  • Schedule site visits in a timely fashion
• Office Systems
  • Follow and carry out all established office policies and procedures including:
    • File Format
    • Trace System
    • Group Rooms Control
    • Function Book
    • Hotel Contract Formats
    • Review and proof all contracts and letters of commitment.
  • Basic understanding of the following software:
    • Microsoft Windows
    • Microsoft Word
    • Sales System software installed at the property – in properties with automated sale systems, personally back-up the entire sales system every day and at least one time per week store the disc in a location agreed to with the general manager to protect it from fire, flood, or other manageable risk.
    • Ability to navigate the Internet
    • Ability to use E-mail
  • Ensure proper and prompt handling of all communications, correspondence, file maintenance, and follow through.
     
• Business Tracking
  • Coordinate with the general manager and/or front desk manager to make certain that the property management system is set-up to track the following:
    • Rooms by market segment
    • Individual transient account productivity
    • Group room blocks and pick-up
  • Conduct periodic training with the front desk staff so that they understand the importance and value of accurate tracking.
• Inventory Management
  • Take an active role in weekly yield management and meetings with the general manager and front office manager.
  • Establish with the revenue manager and follow group rate quoting procedures. (Make sure this information is installed – selective sell guidelines – in automated sales and marketing systems.
• Servicing Accounts
  • Always have completed sales convention kits made and easily available to give to clients
  • Provide high quality products and service to guests
  • Analyze ultimate potential of the account. Set specific goals for increasing the volume of business
  • Handle clients complaints tactfully and expeditiously
  • Check and replenish promotional material and promotional items
  • Impress train and educate accounts and their employees in the best way to utilize our property
  • Enter all groups, proposal, tentative and definite in the GRC, ensure that special events are also entered
  • Mail post-group-reports to all group contacts and use feedback to help improve the properties product and service.

• Sales and General Marketing
  • Prepare and use sales presentations tailored to your specific property’s target market segments.
  • Participate in a weekly sales meeting with the general manager.
  • Prepare sales forecasts.
  • Handle all sales leads.
  • Aggressively seek out new customers.
  • Spend time with guests to get to know them and develop referrals – especially during continental breakfast.
  • Prepare prospecting strategies for each targeted market segment.
  • Prepare and follow Account Action Plans for your top 10 key prospects.
  • Meet or exceed all established sales goals.
  • Evaluate and analyze all competitive conditions of other hotels in your hotel’s competitive set
  • Participate in appropriate trade and industry organizations
  • Oversee the creation of brochures and other collateral as needed
  • Maintain an up-to-date database of hotel key accounts, key prospects, other active accounts and referral sources.
• Organization & Follow-up
  • Complete sales contact reports and follow up call reports promptly for weekly review
  • Use personal and office trace system(Hotel Sales Pro) and file system to record all data and to follow up in the appropriate time to stay ahead of the game
  • Use past history and current knowledge for existing accounts and repeat business.
  • Keep accurate records and turn in reports for calls made, time worked, expenses, new bookings, proposals, tentative, and cancellations, sales contracts, BEO’s, LNR accounts, etc…
  • Ensure that guarantee numbers are received 72 hours in advance of any function, if applicable
  • Arrange daily routines for most effective coverage
  • Spend no more time than the potential for business deserves (qualified vs non-qualified)
  • Keep a future calendar of all potential business
  • Ensure that controls are in place for group events with alcohol, schedule appropriate security as required by the type of group, if applicable
  • Ensure that the meeting rooms are set as requested, include diagrams if applicable
  • Check histories on all accounts, as applicable
  • Maintain office area in a clean, professional manner
• Guest Service & Satisfaction
  • Responds promptly to any guests inquiries or complaints (if reasonable) by either doing it himself or herself, or delegating a co-employee or General Manager to help
  • Living the guest service philosophy of the customer is always first
  • Offers alternate solution if guest demand cannot be met
  • Shows personal control in front of guests by maintaining positive attitude, staying calm & patient, avoiding use of negative language, and never displaying anger
  • Demonstrates a commitment to servicing the guest; takes initiative to speak to a guest
  • Acknowledges every guest with eye contact, nod, & greeting
• Electronic Media
  • Keep chain central reservations system information up-to-date at all times.
  • Keep all hotel websites up-to-date at all times.
  • Keep property information, area attractions, and property indexes up-to-date at all times.
  • Maintain an up to date photography base for use in packets and advertising media
• Brand-related Marketing
  • Utilize Brand sales and marketing resources to maximize revenue including but not limited to the following
    • Required training and certification courses
    • E-commerce programs
    • Business travel sales contacts
    • Update hotel content and photos for web-site, fact sheets, hotel brochures, collateral
    • National sales contacts & accounts
    • RFP accounts
    • Any special brand promotions
    • Group leads
    • Brand point systems program

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

Associates degree (AA) or equivalent from a two-year college or technical school; or six months to one year related experience and/or training; or equivalent combination of education and experience.

Language Skills

Ability to read, analyze, and interpret general business periodicals and professional journals. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to stand, walk and use hands to finger, handle, or feel objects. The employee is occasionally required to reach with hands and arms and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, and the ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.