Director of Sales

Job Description

Job Description

Job Overview

The Director of Sales (“DOS”) is responsible for developing and implementing sales and marketing strategies to maximize room revenue and other hotel revenue. The role requires an in depth understanding of the hotel industry, the local lodging market and the key drivers of room night revenue and room night demand. The Director of Sales will to ensure room revenue goals are achieved, sales and marketing strategies are set, tactical plans are created and implemented, and results are monitored and achieved. The DOS will be responsible for driving group sales for the property and actively participating in rate management. The DOS will be directly responsible for the training, development and performance of his/her Sales Managers who will report directly to the DOS. He/she will be responsible for managing the performance and development of Sales Managers. Given the DOS will be responsible for making significant financial decisions for the property, he/she is expected to act with integrity, honest and transparency when making sales calls, booking group revenue and preparing/executing sales contracts.

Duties and Responsibilities

Your responsibilities are diverse in nature and include, but are not limited to:

• Achieve budgeted revenues and personal/team sales goals and maximize profitability. Participate in the preparation of the annual departmental operating budget, the hotel marketing plan and business plan, and financial plans.
• Create and implement sales plans that drive measurable incremental occupancy, increase average rates, increase volume, food and beverage and banquet sales.
• Review monthly and weekly reports and sales forecasts to analyze current/potential market and sales trends, coordinate activities to increase revenue and market share and monitor performance to ensure actual sales meet or exceed established revenue plan.
• Drive revenue management decisions including participation on weekly revenue management calls with brand partners.
• Create and develop special events and sales blitzes to showcase the hotel to potential clients. Attend trade shows and major market events locally and nationally to promote new business and increase sales and marketing opportunities for the hotel.
• Direct day-to-day sales activities, plan and assign work, and establish performance and development goals for team members. Provide mentoring, coaching and regular feedback to help manage conflict, improve team member performance, and recognize good performance.
• Educate, train and motivate sales and marketing teams to achieve hotel revenue goals. Ensure staff has the information, market data, tools and equipment to successfully carry out job duties.
• Develop and maintain relationships with key clients and outside contacts (example: guests, airliners, wholesalers, travel agencies, ad agencies, local community groups) in order to produce group and/or convention business, to include room sales, food and beverage sales, and catering/banquet services.
• Provide guests with information (example: loyalty programs, area attractions, restaurants, facility information) to enhance guest experience.
• Schedule conventions and/or business group activities at the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
• Communicate to appropriate departments all pertinent information requirements and special needs for arriving VIP’s, large groups, and other key guests.
• Lead marketing efforts to upsell guests on hotel services, offerings, and amenities.
• Identify operational problems that reduce the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department on solutions.
• Develop awareness and reputation of the hotel and the brand in the local community, may serve as the hotel representative for media related inquiries.
• Work closely with key business leaders, officials, and representatives of local community groups within the city to ensure constant high profile exposure for the hotel.
• Effectively communicate and market aspects of the hotel that are sustainable or “green” and use information to gain new business opportunities.
• Work with advertising agencies, consulting firms, and vendors to maximize advertising investments and ensure ads represent brand identity.

Accountability

The Director of Sales will report directly to the Vice President of Sales and Marketing and in some cases will be held accountable to the General Manager. Primary duties will include the exercise of discretion and independent judgement with respect to matters of significance including revenue management, room sales and other key financial decisions in regards to revenue. Primary duties will include making sales and obtaining contracts for room night stays at the property from customers. Primary duties will include customarily engaging in sales calls outside of the property. Primary duties will involve customarily and regularly directing the work of Sales Managers who will report directly to him/her. Primary duties are to include suggesting and recommending direct reports for hiring, firing, advancement and promotion to the General Manager, with his/her recommendation holding particular weight. Primary duties include performance of non-manual work related to the hospitality and service operations of the business. Primary duties include managing the Sales department of the property. The DOS will be part of the senior management team at the hotel and eligible for serving as Manager on Duty.

Qualifications and Requirements

Bachelor’s degree / higher education qualification / equivalent in marketing or related field, and four or more years’ experience in a hospitality or hotel sales and marketing setting with direct supervisory experience over a sales team. Strong knowledge of local businesses and business trends required. Must speak local language(s). Other languages preferred. The Director of Sales will be required to make numerous weekly sales calls offsite from the hotel property. This position will also require access to a personal telephone in case of emergency or offsite need and access to internet for email communication.