Director of Sales
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Job Location:
Cleveland, TN - USA
Monthly Salary:
Not Disclosed
Posted on:
3 days ago
Vacancies:
1 Vacancy
Job Summary
Job Description
Director of Sales
Position Title: Director of Sales
Department: Sales
Reports To: General Manager
FLSA Status: Exempt
Property: Cotton House Cleveland a Tribute Portfolio Hotel
Position Summary
The Director of Sales is responsible for leading the overall sales effort for Cotton House Cleveland and driving top-line revenue through strategic solicitation relationship development and market positioning. This role is responsible for generating group room nights catering revenue banquet business wedding business and transient sales opportunities while ensuring alignment with the hotels financial goals brand standards and service culture.
The Director of Sales serves as the primary sales leader for the property and works closely with the General Manager Revenue Management and operational leaders to identify opportunities convert business and ensure successful execution of group and event programs from contract through completion.
Essential Duties and Responsibilities
Revenue Generation and Sales Strategy
- Develop and execute a comprehensive sales plan designed to achieve and exceed hotel revenue goals in guest rooms catering banquet and ancillary revenue streams.
- Actively solicit new business through outside sales calls prospecting networking community involvement client appointments and industry relationships.
- Grow and maintain business within key market segments including corporate group SMERF weddings social events university-related travel sports teams and local business travel.
- Identify opportunities to increase occupancy average daily rate and total hotel revenue through strategic selling.
- Monitor booking pace market trends competitor activity and demand patterns to adjust sales strategies as needed.
- Work in partnership with hotel leadership to support overall budget achievement and long-term business growth.
Group Catering and Event Sales
- Prospect negotiate and secure group room blocks meetings weddings banquets and social events.
- Prepare proposals contracts banquet event orders rooming lists and related sales documentation accurately and in a timely manner.
- Ensure all definite business is turned over clearly and completely to operational teams for successful execution.
- Maintain strong communication with clients from the initial inquiry through post-event follow-up.
- Maximize use of hotel event spaces including banquet rooms restaurant buyouts and outdoor venues where applicable.
- Collaborate with Food & Beverage leadership to drive catering and banquet revenue while protecting profitability.
- Account Management and Client Relations
- Build strong relationships with corporate accounts wedding planners event organizers community partners travel organizers and repeat clients.
- Maintain a visible presence in the local market and represent the hotel at community functions tourism initiatives trade events and networking opportunities.
- Conduct site tours and client meetings that effectively showcase the hotels accommodations meeting space food and beverage offerings and overall guest experience.
- Provide professional and timely responses to all leads inquiries and account needs.
- Ensure a high level of client satisfaction and pursue repeat business opportunities.
Reporting Systems and Administration
- Maintain accurate and organized sales records account activity lead status and production reporting in the hotels sales systems.
- Prepare and present weekly sales updates monthly production reports pace reports forecasts and other reporting as requested.
- Participate in the annual budget process and ongoing forecasting discussions.
- Review contracts and booking details carefully to ensure accuracy and minimize operational or financial risk.
- Ensure that all sales processes and documentation comply with hotel policies brand expectations and ownership requirements.
Leadership and Collaboration
- Serve as a key member of the hotel leadership team.
- Work closely with the General Manager on weekly priorities business review revenue strategy and account development.
- Collaborate with Front Office Housekeeping Food & Beverage and Banquets to ensure seamless execution of all group and event business.
- Help create a culture of accountability responsiveness professionalism and proactive selling.
- Provide direction training and support to any sales or catering team members if applicable.
Qualifications
- Minimum of 3 to 5 years of hotel sales experience required.
- Prior experience in a Director of Sales Senior Sales Manager or comparable hotel sales leadership role preferred.
- Strong knowledge of group sales corporate sales catering sales banquet business and hotel revenue strategy.
- Proven success in prospecting closing business and growing market share.
- Excellent communication negotiation and relationship-building skills.
- Strong organizational skills with high attention to detail.
- Ability to manage multiple priorities and deadlines in a fast-paced hotel environment.
- Proficiency in Microsoft Office and hotel sales CRM and revenue systems.
- Knowledge of Marriott systems and brand standards preferred.
- Bachelors degree in Hospitality Business Marketing or related field preferred.
Core Competencies
- Strategic selling
- Revenue generation
- Contract negotiation
- Account development
- Market awareness
- Organization and follow-through
- Leadership and accountability
- Client relationship management
- Cross-department collaboration
- Communication and professionalism
Physical Requirements
- Ability to sit stand walk and move throughout the hotel for extended periods.
- Ability to conduct property tours and attend off-site sales calls and community events.
- Ability to lift up to 25 pounds occasionally.
Work Environment
This position operates in a professional hospitality environment and requires flexibility to work occasional evenings weekends and holidays based on business demands client meetings events and networking functions.
Performance Expectations
The Director of Sales will be expected to:
- Meet or exceed monthly and annual revenue goals.
- Produce new business opportunities that support occupancy and rate growth.
- Maintain accurate contracts and sales documentation.
- Build strong community and client relationships that enhance the hotels market presence.
- Work collaboratively with hotel leadership to deliver a consistent and elevated guest and client experience.
Required Experience:
Director
Key Skills
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