Director of Sales

JOB SUMMARY

Leads and manages all day-to-day activities related to the sales function with a focus on building long-term value-based customer relationships that enable achievement of sales objectives driving revenue maximization. Achieves personal booking goals and makes recommendations on and monitor booking goals of direct reports.

CANDIDATE PROFILE

Education and Experience

Education and Experience

• 2-year degree from an accredited university in Business Administration Marketing Hotel and Restaurant Management or related major; 8 years of experience in the sales and marketing or related professional area.

OR

• 4-year bachelors degree in business administration Marketing Hotel and Restaurant Management or related major; 5 years of experience in the sales and marketing or related professional area.

  OR

• International exposure in 5* hotel or previous Sales leader experience.

CORE WORK ACTIVITIES

Developing & Executing Sales Strategies

• Utilizes interpersonal and communication skills to lead influence and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.
• Develops and implements sales related programs and strategies
• Partners with the marketing department to plan and direct marketing programs to promote the property as a viable destination for market segments
• Support creation of Sales Intensity Plan and proper follow-up on implementation throughout the year
• Directs the propertys Proactive Sales function verifying that client expectations and production goals are met.
• Works with sales associates to promote understanding and effective implementation of the sales strategy
• Works with management team to create and implement a sales plan addressing revenue customers and the market for target segments; adjust when necessary based on market condition and market intelligence.
• Assists with the development and implementation of promotions both internal and external.
• Actively participates where necessary on all special projects/events such as Site Inspections Familiarization (FAM) trips.
• Plans and participates in Sales trips and industry related meetings.
• Participates in departmental sales meetings relevant operational meetings and pre-cons if necessary.

Maximizing Revenue

• Provides positive and aggressive leadership to ensure maximum revenue potential (e.g. sets example with personal booking goals).
• Recommends and prepares booking goals for sales team members.
• Creates and monitors proper booking handling within the pro-active and reservation team with the purpose of materializing volume on the market in our hotel without displacing business
• Implement and drive the direct booking strategy and dynamic rate contracts setting clear goals and monitoring implementation in Proactive Team and Reservation

Managing Sales Activities

• Encourages and builds mutual trust respect and cooperation among team members.
• Serves as a role model to demonstrate appropriate behaviors.
• Strives to continually improve guests and associates satisfaction ensuring quality and standards;
• Monitors all day-to-day activities of direct reports setting goals both for revenue targets and supporting activities.
• Selectively sells business in the interest of maximizing guest rooms and food and beverage revenue.
• Participates in sales calls with members of 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).
• Approves space release for catering to maximize revenue (DOS Group) in the absence of the Senior MBC manager and the DOSD
• Manages the orchestration of the Luminous program as it relates to business development and property package creation

Analyzing & Reporting on Sales and Financial Data

• Analyzes market information by using sales systems and implements strategy to achieve propertys financial room and food & beverage goals.
• Prepares and analyzes monthly productivity of the proactive team members and sets plans and actions following market and competitors results based on reader Board information and Agency 360 data.
• Assists Revenue Management with completing financial projections where required.
• Reviews guest satisfaction results to identify areas of improvement.

Ensuring Exceptional Customer Service

• Displays leadership in guest hospitality exemplifies customer service and creates a positive example for client relations.
• Interacts with clients to obtain feedback on product quality and service levels.
• Meets with clients 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.
• Executes and supports the companys Customer Service Standards and propertys Brand Standards LQA and Forbes standards.
• Participates in and practices daily rehearsal of the brand.
• 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 the propertys primary target customer and service expectations; serves the customer by understanding their business business issues and concerns.

Building Successful Relationships

• Develops and manages relationships with key stakeholders both internal and external.
• Works collaboratively with sales units (e.g. Marriott Booking Center Proactive Sales Global Sales Organization (GSO)) to verify the property needs are being achieved and the sales efforts are complementary not duplicative.
• Attends customer events trade shows and sales missions to maintain build or develop key relationships with Global Sales Organization (GSO) Managers and customers.

Managing and Conducting Human Resource Activities

• Interviews and hires management and hourly employees with the appropriate skills to meet the business needs of the operation.
• Utilizes all available on the job training tools for employees.
• Conducts ongoing feedback and development sessions to enable best performance and development of team members