DIRECTOR OF SALES & MARKETING

This is a future need to fill the Director of Sales role for portfolio expansion. 

JOB SUMMARY

Functions as the leader the segmented sales effort (e.g., group, transient, association, corporate, etc.) and is responsible for implementing the segment sales strategy and achieving revenue goals for the hotel. Leads and manages all day-to-day activities related to the sales functions for the hotel with a focus on building long-term, value-based customer relationships that enable the achievement of property sales objectives. Achieves personal booking goals and makes recommendations on booking goals of direct reports.

CORE WORK ACTIVITIES

• Develops, implements, and sustains aggressive solicitation program focused on increasing business.
• Achieves monthly, quarterly, and annual Group & Transient booking goals
• Works with the management team to create and implement a sales plan addressing revenue, customers, and the market for the segments.
• Assists with the development and implementation of brand & local promotions, both internal and external.
• Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals).
• Recommends booking goals for sales team members for properties within area.
• Monitors all day-to-day activities of direct reports.
• Participates in sales calls with members of the sales team to acquire new business and/or close on business.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Analyzes market information by using sales systems and implements strategy to achieve financial room and catering goals for each property.
• Assists Revenue Management with completing accurate six period projections.
• Reviews sales guest satisfaction results to identify areas of improvement.
• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
• Interacts with guests to obtain feedback on product quality and service levels.
• Meets with guests during pre-and post-meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.
• Empowers employees to provide excellent customer service.
• Observes service behaviors of employees and provides feedback to individuals and/or managers.
• Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement.
• Ensures that a customer recognition program is in effect throughout Sales.
• Executes and supports the company’s customer service standards.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.
• Gains understanding of each property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
• Develops and manages relationships with key stakeholders, both internal and external.
• Works collaboratively with on and off-property sales channels to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
• Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations.
• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO managers and customers.
• Interviews and hires management and hourly employees with the appropriate skills to meet the business needs of the operation.
• Develops, implements, and maintains a departmental orientation program for employees to receive the appropriate new hire training to successfully perform their job.
• Utilizes all available on the job training tools for employees.
• Building successful relationships with clients.

Qualifications:

• Strong written and verbal communication skills.
• Excellent organizational and problem-solving abilities.
• Prior brand experience (Hilton, Marriott, IHG, Choice) highly preferred.