Director of Sales

Position: Director of Sales & Marketing Date: February 2019

Reports to: General Manager

JOB SUMMARY

Responsible for total room, banquet, catering, and overall hotel revenue, yield strategies, implementation and accountable to market performance and meeting budget, forecast, and optimal business mix targets. Strategies to include, pricing, status, and direct sales. The development and solicitation of business from all markets to ensure the necessary advance bookings needed for a successful and profitable operation for the hotel.

CANDIDATE PROFILE

Experience

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

• Supervisory experience required.

• Must have a valid driver's license in the applicable states.

JOB ESSENTIALS

Item Example

People Foster a work environment where all team members have an opportunity to realize their full potential; Shows genuine concern for the individual employee. Treats employees with tact, cooperation, helpfulness and empathy; Consistently works to improve the performance of subordinates and to prepare them for future growth. Hold the sales and catering team accountable for booking and solicitation goals.

Training All team members must complete the required brand training as per brand requirements.

Communication / Follow Up In any hotel, communication is key. Team members must own any issues and have a solid plan in place for following up on guest requests as well as in house requests. Must communicate both verbally and in writing to provide clear direction to staff. Sales and catering agreements need to be accurate and price guidelines adhered to according to MAR rates, etc.

Sales Strategies Manage accounts to achieve guest satisfaction and to solicit past and new business to ensure all revenue goals are achieved or exceeded. Responsible for soliciting new group sales accounts, entertaining, and maintaining relationships with existing accounts to meet and exceed revenue goals in rooms, food, beverage, and room rental. All team members must be aware of the local area, their market and competition. All sales and catering managers should have solicitation and booking goals and be aware of what they are. Document managers who are not consistently achieving goals.

Budget Preparation Schedule and coordinate the preparation and presentation of the annual operating budget. Coordinate all aspects of the capital expenditures budget according to guidelines.

Financial Objectives Keep management informed of sales and catering outlooks, need periods, etc. Accurate booking pace put in place. Business that is booked are profitable and analysis completed to ensure the business makes sense. Review market trends in order to attain growth in RevPAR.

Safety Ensure you and the teams are certified in all applicable state and required safety certifications (CPR, etc). In addition, ensure everyone is trained on Emergency procedures, where to find the emergency manual, where to find various shut off valves, fire panel, etc.

Other

• Prepare, implement and compile data for the strategic sales plan, monthly reports, annual goals, sales budget, forecasts and other reports as directed/required.

• Attend weekly revenue management call and participate.

• Ensure pre-payment / all payment is received per policy. Social events in advance, tax exempt certificates received, proper credit applications filled out and approved in advance if applicable.

• Able to effectively deal with internal and external customers, some of whom will require high level of patience, tact and diplomacy to defuse anger and collect accurate information and resolve conflicts.

• Able to observe and detect signs of emergency situations. Able to remain calm and alert, during emergency situations and/or heavy hotel activity, serving as a role model for clerks and other associates.

• Direct the solicitation efforts of the sales staff through effective oral and written communication while overseeing rate, date and space commitments for group room sales within the hotel.

• Ensure training programs are conducted regularly and company/brand standards of performance are met. Give guidance and counsel staff toward improvement.

• Compile and/or direct the preparation of reports pertaining to the operation of the Sales Department to include, but not limited to the annual and monthly forecast, lead management system, group booking pace report, star reports and sales meeting minutes.

• Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies. Make reasonable recommendations to improve potential from various markets.

• Develop and conduct persuasive verbal sales presentations to prospective clients.

• Analytical approach to problems with regard for detail and accuracy.

• Act as Manager on Duty per schedule as needed.

• Able to make sound business decisions and take action quickly based on previous experience and good judgment.

• Knowledge of hotel operations, including marketing plans, preparation of business plans, budget, forecasting, service and long-range planning.

• Command of the English language both written and verbal.

• Implement company and franchise programs.

• Interview, hire, train, develop, resolve problems, provide open communication and recommend discipline and/or termination when appropriate of staff members. Ensure timely completion of performance appraisals.

• Coordinate activities with other hotel departments in order to facilitate increased levels of communication and guest satisfaction.

• Resolve customer complaints; anticipate potential problems by reviewing and monitoring complaints, operational issues, business flow and associate performance to ensure high levels of customer satisfaction and quality.

• Comply with attendance rules and be available to work on a regular basis.

• Must have a valid driver's license in the applicable states.

• Perform any other job related duties as assigned.

• Physical Demands

• Some lifting may be required. This position may require 25%+ or more of time on their feet and travel to potential customer offices.

Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules (including Holidays and weekends) to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.

This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.

***Blue Sky Hospitality Solutions is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.**

I have read the above and understand and accept and agree to the job essentials / job requirements and other aspects that this position requires.