Director of Sales

Description

Fully develops assigned segments with an emphasis against the development of new business for assigned hotel. Works with the General Manager, Regional Revenue Manager and the Regional Director of Sales, to optimally merchandise revenue potential for assigned property and ensure customers have a memorable hotel experience. Develop and execute Sales action plans, maintain positive interdepartmental relations and complete special projects as assigned by the General Manager, Regional Director of Sales and/or Vice President of Sales and Marketing. Success is determined through achievement of the hotels revenue goals and improvement, where possible, in market shared performance as compared to that of the hotel(s) defined competitors.

PREREQUISITES

Company associates have access to guestrooms and property. As such, character traits of honesty and trustworthiness are essential to this position and must be displayed at all times. Per company policy, potential associates must pass appropriate security clearances.

• High school diploma or equivalent; College Degree (BS/BA) preferred or equivalent work experience
• Previous direct selling experience in a hotel required including performing outside sales calls
• Demonstrated success in developing a market.
• Experience selling Marriott, Hilton, Best Western and IHG hotels -Hilton Focus Service, and/or Full Service (where applicable) and/or Extended Stay lodging to all market segments is preferred to include weekday/weekend business. 
• Hotel operations experience preferred.

SUMMARY OF ESSENTIAL JOB FUNCTIONS

• Must be able to perform major life activities: Standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Must be able to push or pull 60 pounds unassisted and lift and/or carry 30 pounds unassisted.
• Must be able to see and hear.
• Must be able to speak and read English, the ability to communicate in another language may be helpful.

Requirements

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

Knowledge:

• Knowledge of the market area for the hotel is preferred.
• Knowledge of effective outside sales tactics required
• Thorough understanding of client base

Skills:

• Effective communication skills both written and verbal. 
• Proficient written and verbal English
• Financial analysis skills to assess potential business opportunities and whether or not they contribute to the success of the business.
• Strong organizational and multitasking skills
• Relates well with others and is flexible to work with a team
• Analyze work for accuracy of self and others.
• Proficiency in Microsoft Outlook, Microsoft Word, Excel, PowerPoint. Experience working with customer relationship software like Delphi.fdc and/or STS preferred.

Abilities:

• Ability to effectively influence others and engage clients and coworkers on difficult issues.
• Ability to inspire confidence in and gain respect from superiors, peers, subordinates, industry partners and competitors.
• Combines a confident, self-starting, high performance orientation with track record that reflects a “can do” attitude. 
• Enjoys interacting with customers and networking within the industry.
• Must be able to have a high level of decision making and discretion. 
• Must be able to work independently to successfully achieve sales goals established for the property.

SPECIFIC RESPONSIBILITIES

1. Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures.
2. Books appropriate business that allows hotel to achieve/exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to assigned hotel.
3. Approaches the position with a relationship building/proactive selling mindset. Ensures that weekly telephone prospecting/qualification/solicitation calls goals as well as outside call goals are met or exceeded based on guidelines agreed to in the Commitments to Success.
4. Include General Manager on appropriate sales appointments as well as calls on Corporate-based Sales personnel for assistance as needed to “win” business.
5. Uses property’s computerized sales management system to manage the hotel’s business, including but not limited to adding all sales activities, generating weekly sales report, entering business, blocking meeting space if hotel has it and building accounts.
6. Remain in active status in a minimum of two outside organizations including but not limited to: Local Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, university affiliations etc.
7. Generates sales contracts and BEO’s (if applicable) within LBA guidelines. Also develops, presents business case as needed on LNR and Group business if the business falls outside of established group rates and allotments. Deploys seasonal and segmented promotions and packages where needed to drive bookings.
8. Understands and utilizes available business tools to prospect for new business (i.e., Brand database reports, Construct Connect, ZoomInfo, Agency 360 where applicable, local newspaper and business journals, etc.) and utilizes internal lead source generators such as in house guest lists and brand reporting to maximize revenue production for assigned hotel.
9. Target, saturate, penetrate specific companies to reach true decision makers in position to refer to our hotel(s) while seeking new business and/or working an existing account.
10. Strives to continually improve his/her general business and industry/job specific skills by attending Brand and LBA Corporate-sponsored sales training, and, if appropriate, outside continuing education.
11. Motivates, coaches, counsels and disciplines all sales department personnel (as applicable) according to LBA Hospitality standards. 
12. Monitors economic/business news in general and news specific to assigned market segments. Understands the business rationale behind and contributes, as appropriate, to the hotel’s rooms forecast. 
13.  Understands the need to follow up and regular communicate with clients to stay engaged in relationship to either book or maintain business. 
14. Understands the business rationale to complete the annual budgeting process, revenue generation, advertising and promotion costs.

WORKING CONDITIONS/SPECIAL REQUIREMENTS

• This position requires a physical presence at the hotel and is not conducive of telecommuting or remote work.
• The ability to drive on behalf of the company and maintaining a valid driver’s license is required.
• Typical week consists of a minimum of three days out of the office on sales calls and two days in the office working on sales plan. 
• May be required to come in on the weekends to ensure meeting or group satisfaction.
• Periodic overnight travel will be required to attend company/brand conferences, to assist with sales blitzes/training, or attend client events.

POSITIONS FOR POSSIBLE ADVANCEMENT

• Area Director of Sales
• Dual Director of Sales
• General Manager

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.