Complex Account Director - Group Sales

The Complex Account Director - Group Sales executes the group sales strategy of the hotel, as defined by the Area Director of Sales & Marketing, to ensure that occupancy, average daily rate and market share goals are achieved. This includes creating and implementing specific account and/or segment-based sales strategies and tactical plan. He/she is also responsible for growing existing accounts and generating new business to ensure that Group Room revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

Responsibilities:

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.
• Develop annual marketing plan for Groups and create Quarterly Group Action Plans that ties into the annual marketing plan and market condition for each seller of Cluster Group Sales Team.
• Achieve sales solicitation goals, bookings, lead response times and group pace for Cluster Hotels.
• Develop new accounts, maintain and grow existing accounts, and implement sales strategies to achieve group revenue goals and maximize profits for the hotel while maintaining guest satisfaction.
• Develop and maintain relationships with key clients in order to produce group room & events sales.
• Regularly sell hotel rooms through direct client contact.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Provide Group Production Forecast on Monthly basis to Area Director of Sales & Marketing.
• 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
• Coordinate preparation of the annual revenue budget.
• Attend Trade shows, Sales Missions & Networking Events.

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.