Be a part of the next chapter of a Seattle icon.The historic Arctic Club Hotel is looking for a passionate hotel sales professional who knows how to get into the market, knock down doors, build relationships, and create new business opportunities. We're looking for someone who is naturally proactive, someone who wants to be out in the Seattle market meeting clients, growing relationships and finding creative ways to bring new business to the hotel. This role is about more than responding to incoming leads; we want someone who is excited to create the opportunity and uncover new leads.As Director of Sales, you'll lead efforts to grow room revenue across corporate, group, government and other key market segments while developing new accounts and strengthening existing partnerships. You'll also work alongside an established hotel team and a robust catering and events program for the iconic Northern Lights Dome Room. You might be a great fit if you:- Have strong hotel sales experience and understand the Seattle market
- Love meeting people, making connections and building relationships
- Are energized by prospecting and developing new accounts
- Enjoy getting out from behind the desk and into the market
- Know how to uncover potential leads and get to the decision maker
- Are motivated by goals and seeing your efforts translate into revenue
- Bring creativity, curiosity and new ideas to the sales process
- Want to represent a hotel with history, personality and some of Seattle's most unique spaces
- Know how to motivate, encourage and build a sales team
If you're a relationship builder, proactive salesperson and hospitality person at heart, we'd love to meet you.Come help us build what's next at the Arctic Club Hotel.POSITION SUMMARY: The Director of Sales is responsible for generating new business, growing existing accounts, implementing Oxford Collection of hotels programs, mentoring and growing sales staff, achieving monthly room revenue goals and increasing market share penetration for the hotel. This position Leads sales teams to maximize revenue potential by achieving monthly, quarterly and annual profitable sales revenue goals and is responsible for direct sales efforts to corporate, government and group clientele. The Director of Sales will establish and maintain excellent working relationships with current clients and future business prospects.
ESSENTIAL DUTIES & RESPONSIBILITIES: All duties and responsibilities of this position are to be performed with exceptional caring and genuine guest service upholding the Oxford Collection of hotels standards and culture at all times.
Sales / Relationships (50%): - Maintain an active prospecting effort and pipeline by following up on all leads to book strong and profitable business for the hotel
- Evaluate new and repeat business opportunities maintaining close contact with prospects and clients to determine their needs and expectations
- Stay up to date on market trends, the news, new business coming into the area and other opportunities potentially resulting in room revenue or partnerships
- Annually achieve sales segmented revenue goals, overall room revenue goals and meeting and catering revenue goals
- Achieve weekly and monthly sales call goals
- Participate in weekly sales and revenue calls
- Actively participate in industry related and community organizations, may require occasional representation at tradeshows
- Develop relationships and make contact with client base within the assigned market
- Establish strong rapport with clients maintaining communication prior to hotel stay
- Entertain and network with clients on site at hotel receptions and at off-site locations
- Complete inbound and outbound sales calls, requires reliable vehicle to perform outside sales calls.
- Maintain integrity, confidentiality, and sensitivity when working with both internal and external clients & guests.
Perform all tasks in compliance with federal, state, local, food safety and sanitation requirements and Oxford Collection of hotels safety standards and security procedures. Be knowledgeable about and able to respond to emergency situations. Report any maintenance repairs needed immediately to their supervisor or General Manager.
Sales Leadership (20%):- Responsible for the performance management process of the sales team ensuring all sales associates are trained in accordance with the Company Sales Process.
- Assist sales team with account deployment, regular comp shops and rate reviews.
- Develop the sales teams through ongoing coaching, feedback, development opportunities and training.
- Assist the Regional Director of Sales and Sales Managers with performance management, performance reviews, hiring, and employee relations effectively anticipating, preventing, identifying and solving problems in the workplace.
Business Planning and Administration (20%): - Continually assess hotels competitors' rate strategy, top accounts, amenities and services to expand industry knowledge.
- Spearhead the development of the annual selling plan collaborating with the Vice President of Sales and Corporate Director of Marketing on advertising & marketing strategies.
- Financially assess revenue reports, forecasts and STAR reports, making recommendations to the GM
- Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance
- Generate, analyze, utilize, review and maintain data, sales reports, rates and group bookings on a daily, weekly, monthly and quarterly basis.
- Review all RFP's and rate agreements.
- Assist sales team with developing quarterly sales production goals.
- Assist operations with the revenue management program at each property.
- Assist GM's to ensure systems are monitored daily and to ensure maximum room revenue
Other (10%): - Communicate effectively with all hotel staff to ensure smooth delivery of services through BEO meetings, group resumes, morning standup and continued communication
- Communicate effectively with the home office support team to strategize on revenue and marketing opportunities
- Oversee and manage Sales Coordinator if assigned
- Maintain organized work areas while adhering to sanitation and cleanliness standards
- Assist GM with appropriate reports and special projects and other hotel related duties as assigned
- Adhere to attendance policies and maintain regular availability for scheduled shifts
Additional tasks may be assigned, modified or changed as no employee has any inherent right to any particular job or authority.
CORE SKILLS AND VALUES- Business Expertise - Understands this industry; its standards, practices and processes
- Company Character - Supports company vision and values
- Customer Service - Understands and meets the needs of customers
- Interpersonal Communication - Relates well to people
- Managerial Focused - Guides people and processes to achieve objectives
- Negotiation Skills - Successfully closes negotiations
- Results Focused - Consistently delivers results
- Sales, Persuasion, Influence - Establishes rapport and trust, overcomes objections
PREFFERED EDUCATION & EXPERIENCE- High School Diploma or GED preferred
- Bachelor's degree preferred
- 5+ years Sales experience preferred
- Experience with Microsoft Office products
- Hospitality Experience preferred
JOB REQUIREMENTS- Proof of eligibility to work in the United States
- Valid driver license and proof of insurance
- Reliable transportation to and from work
- Ability to work a flexible schedule including evening, weekends and holidays
- Regular and reliable attendance
- Ability to travel
PHYSICAL REQUIREMENTS- Must be able to perform simple grasping, fine manipulation, and repetitive hand and arm movements frequently
- Must be able to lift 50 pounds occasionally and often exert up to 20 pounds of force to push, pull, carry, lift or otherwise move objects
- Must be able to bend, squat, crawl, kneel, push, pull, and walk on uneven surfaces on an occasional basis
- While primarily an indoor job, must be able to walk outside in a variety of weather conditions (rain, wind, snow, heat)
- Must be able to climb stairs both inside and outside in a variety of weather conditions
