DIRECTOR OF SALES

Department: Sales & Marketing

Reports To: General Manager

FLSA Status: Exempt

SUMMARY

As Director of Sales, you will oversee the sales operations of the hotel with the goal of maximizing revenues for the property and its ownership. You will set sales strategies to achieve overall property goals for both rate and occupancy.

ESSENTIAL FUNCTIONS

· Develop and maintain a marketing plan and sales budget with the General Manager.

· Solicit new and existing business accounts to meet and exceed revenue goals predominately through outside sales calls, relationships, telephone solicitation, site tours and written communication/collateral.

· Develop/maintain knowledge of market trends, competition and customers.

· Attend trade shows, community events and industry meetings.

· Prepare correspondence to customers, internal booking reports and file maintenance.

· Finalize all books/contracts in a timely manner servicing guests through the process.

· Participate in revenue management call, pre-convention meetings, training and other sales-related meetings.

· Assist with hotel budget planning, sales and revenue forecasting and actively participates in the hotel’s revenue management process.

· Pursue new clients through creative/innovative sales techniques.

· Qualify clients, develop proposals, and prepare contracts.

· Ensure effective utilization of selling guidelines to maximize revenue contribution from all segments.

· Initiate and implement sales promotional programs with travel partners.

· Anticipate guests’ needs, respond promptly, and acknowledge all guests.

· Work with other departments within the hotel to provide quality service to customers.

· Train front desk staff and other applicable staff members on sales call process.

· Conduct on-site tours, when needed.

· Follow-up on group business (pending, tentative and booked) to ensure client satisfaction and materialization at hotel.

· Keep abreast of market trends, competitor’s activities, and guest/client feedback.

· Maintain professional image at all times through appearance and dress.

· Follow Company policies and procedures.

· Other duties as assigned by supervisor or management.

KNOWLEDGE, SKILLS AND ABILITIES

· Knowledge of hospitality industry and business management fields.

· Proficiently speak, read, write, and comprehend the English language.

· Able to work independently with minimal supervision and desire to participate as part of a team.

· Possess proficient computer skills including proficient knowledge of MS Office products, knowledge of brand operating systems preferred.

· Knowledge of sales process, client base, and general market knowledge.

· Ability to investigate and analyze current activities or information in the sales field and make logical conclusions and recommendations.

· Ability to negotiate, convince, sell and influence professionals and hotel guests.

· Knowledge of revenue management and successfully forecast business on both short-term and long-term basis.

· Develop and maintain rapport with key community contacts to ensure a visible presence in the community.

· Lead and be a role model for all team members.

· Able to make decisions with only general policies and procedures available for guidance.

· Able to study, analyze and interpret complex activities and/or information in order to improve new practices or develop new approaches.

· Able to work in fast paced environment.

· Able to prioritize, organize, and manage multiple tasks.

EDUCATION

Associate’s Degree required, Bachelor’s Degree in Hotel/Restaurant Management, Business Administration, or Management or similar degree preferred, or equivalent combination of education and experience.

EXPERIENCE

At least two years of hospitality sales experience preferred.

SUPERVISORY RESPONSIBILITIES

No supervisory requirements for this job.

LICENSES OR CERTIFICATES

Valid driver’s license required.

WORKING CONDITIONS & WORK ENVIRONMENT

The following outlines the work environment employees will encounter while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

PHYSICAL REQUIREMENTS

The following outlines the physical requirements of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

Frequency Grid

N = Not Anticipated O = Occasionally F = Frequently C = Constantly

0% 1-33% (per shift) 34-66% (per shift) 67-100% (per shift)