Director of Sales

About This Role

Directing sales efforts and fostering customer loyalty are central to this role, which involves leading a sales team and developing strategies to grow market share. The Director of Sales will maintain a teamwork environment and drive revenue opportunities for the company's diverse portfolio of hospitality properties.

Responsibilities

• Maintain and promote a teamwork environment with effective and clear communication amongst co-workers through positive leadership
• Provide pricing and guidance recommendations to sales staff, review and approve any special corporate negotiated rates
• Develop a working knowledge of the operations of the hotel, including food and beverage, guest services, reservations
• Develop a complete knowledge and ensure adherence to company sales policies and SOPs
• Drive customer loyalty to grow share of the account by delivering service excellence throughout each customer experience
• Provide guidance for RFP Season Annually to National Sales with the help from GM and/or Regional DOS & National Sales
• Ensure all pertinent aspects of solicitation, closing, and customer communications are complete and documented for the team
• Identify and pursue new and repeat business through prospecting calls, visits, site tours, lunches, and networking events
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies
• Analyze sales and revenue management reports to identify trends and future demand opportunities
• Monitor pricing, MAR and other minimums to ensure pricing is within an acceptable range based on available inventory, current sales/revenue strategies and market demand
• Participate in forecasting for revenue and expenses
• Conduct ongoing competitor price and product analysis to ensure proper rate positioning and product offering relative to competition
• Conduct weekly and monthly share analysis for measurement of hotel's market performance versus competition and implement strategies accordingly in conjunction with the Regional Director of Sales, Regional Director of Revenue Management, GM
• Recommend and implement new sales programs at the hotel and accurately track ROI
• Initiate collateral and online marketing efforts to include all printed sales collateral, direct mail, discount promotions, e-mail marketing, website presence and track ROI on all advertising and marketing spend
• Prepare annual marketing/business and budget plans
• Set and monitor team member goals including weekly sales activities, room night and revenue goals monthly, quarterly, yearly
• Abide by Prime Time Selling hours
• Perform any other job-related duties as assigned

Requirements