Director of Group Sales

Job Description

• Exceeds group sales goals as well as segment goals on a monthly, quarterly and yearly basis
• Responsible for direct report’s achievement of individual goals
• Solicits group through action plan preparation and execution
• Responsible for achievement of objectives, as outlined in the market team’s action plans
• Identifies prospective customers and establishes revenue goals for existing key accounts and key prospects within their specific market segment
• Participates in the d.a.r.t. Referral Program with goal for referring business to sister hotels/brands
• Contracts room nights and reviews team member’s contracts, considering the number of rooms, average rate and total revenue objectives of the hotel
• Oversees ongoing communication for market between property and the global sales network
• Participates in tradeshows, conventions and promotional events within the hotel and trade related organizations
• Maintains positive relationships with all guests, vendors, colleagues and global sales network
• Maintains account, contact, activity and business details within Opera S&C according to Fairmont standards
• Ensures delivery of expected guest service through follow up and coordination with other hotel departments 
• Manages referral response system and tracking of definite business - both inbound and outbound
• Prepares weekly, monthly, quarterly, and annual reports as required
• Assists in the preparation and re-forecasting of hotel revenue objectives and compilation of market intelligence
• Champions sales technology systems and standards
• Involved in setting individual room revenue and/or room night goals
• Involved in alerting team of Distant Early Warning (DEW) signals
• Assists with development and/implementation of annual budget and marketing plan
• Improves communication through attendance at weekly revenue management, rate strategy meetings and regularly scheduled Sales Departmental meetings
• Provides ongoing sales direction to direct reports by conducting a minimum of two coaching meetings on a monthly basis in order to review skills, knowledge, techniques and Performance Management Goals (REACH)
• Reviews sales shop calls with individual managers
• Develops, energizes and leads a motivated, competent and cohesive team through the implementation of approved Sales reward & recognition programs and HR performance management programs
• Keeps a constant focus on identification of hi-potential colleagues and succession planning opportunities and needs
• Oversees administrative colleague’s workload
• Actively participates in prescribed sales training
• Participates in Hotel Manager on Duty program, if required
• Other duties, as assigned

Qualifications

• Bachelors degree and/or Hotel Management degree or diploma

• Six years of hotel sales experience, having had varied market mix experience

• Has established relationships with key industry contacts in the market segment

• Supervisory experience an asset

• Microsoft Office suite of software literacy an asset

• Opera Sales & Event Management knowledge an asset