POSITION SUMMARYReporting to the General Manager, the Director of Sales is an Executive role required to set the strategic direction and manage the sales leadership function and support the total sales efforts of the Hotel, in efforts to maximize all booking revenue opportunities.
This position is accountable for generating all revenues consistent with the Hotel budget; implementing sales performance management systems; and conducting market segmentation analysis for Group (Association, Corporate + Incentive Meetings, SWERF), Luxury Leisure IT, Corporate + Government IT, and Tour. This position will also be required to assume responsibility for key accounts as assigned by the General Manager.The Director of Sales will be instrumental to the success of the business development and will be strategically involved in the emerging market development and be required to lead and manage a team of Sales Managers with defined market segments as well as administrative support staff. Overseeing all market sectors, the Director will also be hands-on, leading the sales team by example.
KEY RESPONSIBILITIESResponsibilities include:- Establishing annual sales goals, preparing the budget, and the sales & marketing plan. Meet or exceed the annual sales revenue goals, including sales activity production guidelines
- Develop expert knowledge of the hotel's product positioning in the marketplace, seasonality, pricing strategies and master the competitive advantages to the hotel's primary/aspirational competitive sets
- Providing day-to-day leadership to sales teams to achieve assigned objectives, with overall responsibility for achieving booking goals and hotel revenues
- Providing customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations
- Managing the development of a strategic action plan for the demand generators in the market
- Continuously evaluate the hotel's involvement in the various sales distribution channels and develop strong working relationships to proactively position and market the hotel accordingly
- Proactively report on the progress and results of the sales & marketing plan and related strategic activities, to include key metrics as well as conversion and return on investment data to key stakeholders
- Managing the sales & marketing budget to enable the Revenue Management team to develop brand-specific campaigns, promotions and collateral to drive revenue and meet brand objectives
- Developing strategic alliances/partnerships to support sales & marketing initiatives
- Produces effective structures, processes and performance management systems
- Sets goals and expectations for direct reports, aligns performance and incentives, manages performance issues and holds the team accountable for results
- Engages with local tourism organizations and VCC to ensure that the group and designated segments maximize the benefit from such organizations and group sales activities to the full benefit of the hotel
- Ensures the integrity of the key account/key prospect database and monitors staff input for accuracy, thoroughness and coverage of the various areas
- Comply with company sales reporting standards using Opera Sales & Catering, and all other company sales, reservation, and distribution systems
- Guide and participate in sales department, revenue and strategy meetings
- Develop, implement and execute sales strategies in a quarterly action plan to impact existing key accounts, target accounts and the development of new business opportunities within assigned market segments
- Participation in local, regional and national tradeshows and client events that target groups and designated segments
- Partners with HC&D to attract, develop and retain diverse, high-performing talent that can lead the organization today and strengthen the leadership bench for the future growth of the hotel
SELECTION CRITERIAQualifications and Technical Experience- At least 5+ years of experience in sales leadership, including both strategic sales and/or brand development experience
- Previous experience as a Hotel Director of Sales is preferred
- Ability to demonstrate expert knowledge and customer contacts in the preferred corporate and/or luxury leisure markets
- Previous experience with complex Group contract negotiations and leading high-performance teams is essential
- Knowledge of developing and executing sales and marketing objectives and strategies required; preferred experience with online marketing, advertising, and finance/budget planning and management
- Five years of hotel senior sales experience, of which at least three years have been in a large full-service hotel environment
- Proven ability to recruit, motivate, train and retain management + sales team
- Intellectual and analytical curiosity
- Advanced computer skills and knowledge of various discipline-focused computer programs, including a strong proficiency in Microsoft Office and Opera
- Experience managing/marketing luxury brands
- Strong financial planning and organizational skills
- Ability to manage multiple projects, meet and work effectively under time and resource constraints
- Knowledge of the travel industry, current market trends and economic factors
- Skill in the development and delivery of sales presentations
