Director of Sales
Department: Sales
Reports To: General Manager
FLSA: Exempt
Job Summary
The Director of Sales is responsible for overseeing the sales and marketing strategies for a select-service hotel. The primary goal is to drive occupancy rates, grow existing accounts, and attract new business to maximize revenue and meet or exceed profit goals. This position manages the day-to-day operations of the hotel sales department, including direct sales efforts, follow-ups, and administrative duties, as well as team training. Additionally, the Director will develop sales forecasts, marketing strategies, advertising campaigns, and annual budgets for the hotel, ensuring activities remain within approved budgets. Management-level associates are expected to work as much of each workday as is necessary to complete their job responsibilities.
Education & Experience
- A minimum of 6 years of progressive experience in hotel sales, or a 4-year degree with at least 2 years of relevant experience, or a 2-year degree with at least 4 years of related experience.
- A valid driver's license is required.
- Excellent verbal and written communication skills are essential for negotiating, persuading, selling, and influencing other management personnel, hotel guests, and corporate clients.
- Strong proficiency in professional selling techniques, including opening, probing, supporting, and closing sales.
- Strong analytical and strategic skills for effective sales deployment.
- Proficient in general computer skills, particularly with Microsoft Office products.
- Ability to work independently while managing multiple tasks.
- Strong organizational and presentation abilities.
- Proven capability to work with people from diverse backgrounds and solve complex problems while fostering a productive sales environment.
- Advanced knowledge of sales, marketing, and hospitality principles and practices.
Job Duties & Functions
- Coordinate all group, transient, and catering sales efforts to maximize revenue.
- Develop, recommend, and manage the annual budget, marketing, public relations, and sales programs to drive rates, occupancy, and food and beverage opportunities, ensuring revenue and profit goals are met.
- Actively conduct outside sales calls, lead sales tours, and entertain clients.
- Negotiate contracts and understand the details within to secure the best terms.
- Stay informed about market trends and revenue opportunities, adjusting strategies accordingly.
- Track and evaluate the performance of top accounts, identifying trends and forecasting future opportunities.
- Adhere to Dreamscape Hospitality's policies, sales standards, and performance metrics.
- Meet individual and team sales goals, as well as budget targets.
- Train hotel staff to recognize and seize sales opportunities, increasing occupancy and revenue.
- Work with the General Manager and Corporate HR to manage the hotel sales team, ensuring staff are hired, trained, developed, and motivated. Handle performance reviews, disciplinary actions, and team development.
- Supervise the Catering & Event Management Team to meet or exceed catering, food and beverage, and meeting room rental budgets.
- Gain comprehensive knowledge of hotel operations, including Sales, Food & Beverage, Front Office, and Reservations.
- Maintain a strong presence in the local community and industry organizations.
- Attend and lead meetings as required, providing ongoing training to staff.
- Foster professional relationships with marketing partners and internal departments
- Travel weekly as required.
- Perform other duties as assigned by management.
Working Conditions/Environment
The following outlines the work environment employees will encounter while performing the essential
functions of this job. Reasonable accommodations may be made to enable individuals with disabilities
to perform the essential functions of the job.
General
This job description is not intended to be all-inclusive; additional details will be specified by the direct supervisor. The associate may also perform other reasonable business duties assigned by their direct supervisor.
