We are seeking an Associate Director of Sales to join our outstanding team.
ESSENTIAL DUTIES AND RESPONSIBILITIES- Coordinate group, transient, and catering sales solicitations and bookings to maximize overall hotel revenue.
- Help ensure the hotel meets or exceeds management and owner revenue and profit goals by managing within approved plans and budgets.
- Proactively conduct outside sales calls, sales tours, client appointments, and client entertainment.
- Prepare and present effective proposals, maintain organized account documentation and reports, and coordinate customer service requirements with the appropriate hotel departments.
- Solicit and generate business from assigned accounts with potential for meaningful room-night, meeting-space, food and beverage, and total hotel revenue contribution.
- Manage select key accounts and high-value programs where relationship development and cross-functional execution are critical.
- Understand contract content and negotiate terms within established guidelines and approval requirements.
- Develop and maintain market awareness to identify revenue opportunities, anticipate demand, and set proactive strategies.
- Monitor production of top accounts and evaluate trends within assigned market segments.
- Drive group room-night production and support lead conversion, new-account acquisition, client retention, and client satisfaction goals.
- Partner closely with Revenue Management, Operations, Events, Catering, Front Office, Finance, and approved marketing resources to execute commercial strategies and deliver exceptional guest and client experiences.
- Collaborate closely with the Director of Sales & Marketing, Director of Finance, and Managing Director in the planning, execution and management of the hotel's annual budget and strategic sales and marketing initiatives, as well as advertising, public relations, marketing and sales strategies designed to maximize rate, occupancy and food and beverage revenue opportunities.
- Adhere to Stanford Park Hotel and Woodside Hospitality Group regulations, company standards, sales standards, and applicable sales metrics.
- Meet individual goals, team goals, and budgeted performance metrics.
- Train hotel associates to recognize and capitalize on sales opportunities that increase occupancy and revenue.
- Maintain a full working knowledge of hotel operations and policies, including Sales, Food and Beverage, Front Office, and Reservations.
- Maintain working knowledge of Stanford Park Hotel and Woodside Hospitality Group sales policies, standard operating procedures, approved selling techniques, and applicable hotel systems; reinforce adherence across the Sales team.
- Directly supervise Sales team members, including hiring, onboarding, training, development, coaching, performance management, and retention in partnership with the Director of Sales & Marketing and People & Culture team.
- Assist with performance reviews, goal-setting, accountability, coaching, counseling, and recognition for Sales team members in accordance with company practices.
- Help supervise Catering and Event Management, as applicable, to support catering, food and beverage, and meeting-room rental budgets.
- Maintain visibility in local community and industry organizations.
- Attend and/or conduct daily, weekly, and monthly meetings and other functions required by the hotel's leadership team.
- Participate in and, as assigned, lead event meetings, sales meetings, staff meetings, and special sales initiatives.
- Plan and support sales trips by developing target lists, securing appointments, conducting sales calls, and documenting follow-up activity.
- Review meeting-planner and client evaluations with the Director of Sales & Marketing, coordinate corrective action, and ensure service concerns are addressed promptly.
- Assist with timely preparation of weekly, monthly, end-of-month, and annual sales reports; analyze account production, pace, forecast variances, and action-plan progress.
- Coordinate systems training and reinforce accurate, timely use of approved hotel sales and reporting systems.
- Represent the hotel at events, tradeshows, customer entertainment functions, community activities, and networking events.
- Travel as required by the business.
Regular attendance in conformance with the standards, which may be established by the Hotel from time to time, is essential to the successful performance of this position. Employees with irregular attendance will be subject to disciplinary action up to and including termination.
Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the Hotel.
Upon employment, all employees are required to fully comply with the Hotel rules and regulations for the safe and efficient operation of the facility.
LEADERSHIP EXPECTATIONS- Lead from the front with professionalism, urgency, creativity, and a genuine commitment to guests, clients, and associates.
- Communicate sales priorities, opportunities, performance, and concerns clearly, directly, and promptly.
- Collaborate across the hotel to make the guest and client experience feel seamless, and personal.
- Use discretion and independent judgment when prioritizing accounts, evaluating opportunities, resolving issues, and deploying sales resources.
- Communicate sales team actions and needs regularly with Director of Sales and Marketing.
QUALIFICATIONS- Minimum of five years of progressive hotel sales experience preferred
- Hold a valid driver's license
- Highly developed sales and communication skills, including the ability to build relationships, determine client needs via strategic questioning, present tailored solutions, negotiate persuasively, influence decision-makers, and successfully close business.
- Strong analytical skills and strategic vision for establishing appropriate sales deployment and revenue strategies.
- Proficiency in Microsoft Office products and applicable hotel sales systems, including but not limited to Delphi, Opera, CoStar/STR Benchmark, Agency360, and Lighthouse.
- Ability to work independently while managing multiple tasks, priorities, and deadlines.
- Strong organization, presentation, relationship-building, and follow-up skills.
- Demonstrated success in driving revenue performance, account production, market share, or other measurable commercial results.
- Ability to interact effectively with people of diverse backgrounds while solving complex problems and building a productive sales team.
- Advanced knowledge of principles and practices within the sales, marketing, and hospitality profession.
- Ability to work effectively in stressful, high-pressure situations while maintaining composure and objectivity.
- Ability to understand financial information, revenue reports, budgets, and arithmetic functions.
- Ability to travel for trade shows and hotel business outside of office hours
- Ability to participate in local events and sales missions outside of office hours
EDUCATION/EXPERIENCEBachelor's degree (B. A.) or equivalent; or four to ten years related experience and/or training; or equivalent combination of education and experience. Previous Hotel Supervisory Sales experience is required.
CERTIFICATES AND LICENSES:CPR/First-Aid certification is preferred.
WORK ENVIRONMENTThe work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This is an on-site, in-office position for someone who thrives on connection, collaboration, and making things happen in real time. The role requires regular interaction with hotel guests, clients, associates, vendors, and community partners. Evening, weekend, holiday, and off-site work may be required based on business needs.
The noise level in the work environment is usually moderate.
PHYSICAL DEMANDSThe physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to stand; walk; sit and talk or hear. The employee is frequently required to use hands to finger, handle, or feel. The employee is occasionally required to reach with hands and arms. The employee must frequently lift and/or move up to 10 pounds.
GROOMINGAll employees must maintain a neat, clean and well-groomed appearance (specific standards available.
PAY SCALE The salary range for this position is $90,000 to $95,000 annually. This is the pay range for this position that the Hotel reasonably expects to pay. Decisions regarding individual salaries will be based on a number of factors, such as experience, type of hotel experience, and education.
