Director of Sales

Director Of Sales

The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales / Catering Administrators / Coordinators / Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He / she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

Responsibilities

Supervise, administer and ensure timely completion of all activities of the Sales

Ability to travel for sales calls / missions and trade shows domestic and possibly international.

Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and

Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team.

Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive

Meet or exceed set

Meet or exceed goals and budget for group / transient, banquet & catering revenues.

Operate the Sales Department within established sales expense

Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies and assist in his / her

Coordinate group, transient and catering bookings to maximize

Initiate and follow up on

Maintain and participate in an active sales solicitation

Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective

Coordinate all non-group transient sales and catering solicitations to maximize overall profits.

Administer training in the Sales and Catering departments, according to Highgate Hotel standards.

Assist in the preparation of required reports in a timely

Conduct weekly sales meetings according to Highgate Hotel standards.

Develop quarterly KRA's, and review the KRA process with the Sales and Catering Team to ensure that deadlines are

Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General

Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing

Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP's.

Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOP's.

Review meeting planner evaluations as received to ensure that any problems are

Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.

Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being

Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.

Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and assist in ensuring that incentives are processed and paid according to the specified time period for each

Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sale

Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP's, ensure that Sales Managers can explain the importance and components of the

Coordinate preparation of the annual revenue

Coordinate preparation of the annual Marketing

Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.

Meet and greet onsite

Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.

Knowledge and experience with Opera GDS and Delphi FDC.

Develop networking opportunities through active participation in community and professional associations activities and events

Entertain clients

React to negative trends in the marketplace by implementing blitzes or promotions.

Performs other duties as requested or assigned by management.

Qualifications

At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience

Supervisory experience

Must have a driver's license in the applicable

Must be proficient in Windows, company-approved spreadsheets

Long hours sometimes

Light work - Exerting up to 20 pounds of force occasionally, and / or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move

Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service manner

Must be effective at listening to, understanding, and clarifying concerns raised by employees and

Must be able to multitask and prioritize departmental functions to meet

Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented

Attend all hotel-required meetings and

Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the

Maintain high standards of personal appearance and grooming, which include wearing

Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.

Maximize efforts towards productivity, identify problem areas and assist in implementing

Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as

Must be able to understand and evaluate complex information, data, from various sources to meet appropriate objectives.

Must be able to maintain confidentiality