Director of Sales

About This Role

Directing the property sales teams to meet or exceed budgeted revenues is the primary responsibility of this role. The Director of Sales leads and drives top-line revenue strategy for traditional sales segments, including group, volume transient, and catering, while staying ahead of market trends and competitive analysis.

Responsibilities

• Lead and drive top-line revenue for traditional sales segments, including group, volume transient, and catering
• Assess and react to market trends, market share, and the competitive hotel environment
• Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization
• Be fluent in reading, assimilating, and using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position, and a wide array of traditional hotel reporting
• Understand and communicate market trends, demand generators, supply/demand, and economic factors affecting hotel performance
• Conduct comprehensive competitive set reviews, SWOT analysis, and keep tabs on new supply
• Understand GEO source and develop a plan to penetrate the primary markets
• Develop and implement key segment strategy and manage key accounts (both existing and target)
• Design effective sales deployment schemes and market assignments
• Develop sales goals designed to achieve budget and market share targets
• Manage group pace measurement and set sales production goals
• Manage sales activity and travel schedule

Requirements

• Bachelor’s degree preferred
• At least 3 years’ experience as a sales leader, with prior hotel sales experience
• Experience dealing with and communicating with ownership groups and asset management
• Proficient in managing and using sales automation (DELPHI) and PMS systems
• Experience working collaboratively with revenue management
• Well-rounded knowledge of all market segments and channel sources, as well as ability to develop a strategic plan for each
• Excellent communication and presentation skills
• Strong interpersonal skills and ability to work in a team environment
• Ability to direct, lead, train, motivate, and drive a direct sales team; and develop a cooperative and competitive team spirit and winning attitude
• Must be proficient in MS Office including Word, Excel, and PowerPoint
• Must be able to multitask and prioritize departmental functions to meet deadlines

Benefits

• Medical insurance, dental insurance, vision insurance, life insurance, short-term and long-term disability insurance
• 401(k) Retirement Plan with employer matching contributions