Reports To: General Manager 

FLSA Status: Exempt

Position Summary

The Director of Sales converts target accounts into key accounts by utilizing the professional sales skills necessary to reveal the benefits of the hotel over the competition. The Director of Sales is responsible for generating top-line revenue and the management of all marketing efforts.

Responsibilities

Guest Service

• Projects a professional image of the hotel (dress, appearance, hygiene, etc.)
• Has a friendly, personable style with guests. Anticipates customer needs before they ask.
• Responds promptly and follows through on guest concerns in an effective and friendly manner
• Recognizes and rewards effective guest service in sales staff
• Maintains good relations with guest “feeders” such as travel agencies, airlines, etc.
• Maintains professionalism regarding written correspondence and telephone etiquette for self and sales department
• Demonstrates knowledge and capability on all company shopping and telemonitoring programs

Technical Knowledge

• Conducts direct selling activities in accordance with assigned sales activity and room night production goals
• Analyzes and understands the competition’s strengths and weaknesses for each market segment and successfully directs marketing activities
• Practices effective telemarketing
• Skilled in making sales calls. Can properly qualify a prospect, determine demand potential, present features/benefits that match prospect needs, and gain “next step” commitment or “closing.”
• Knowledgeable of all hotel brand marketing programs
• Informed about the local area including special attractions, competing hotel facilities, restaurants, etc.
• Understands the competition well. Is familiar with all “business” in the market, where that “business” stays, and why.
• Educated about hotel facilities including guest room and function room size and occupancy limits. Effectively communicates hotel products to guests.
• Knowledgeable of hotel meeting room capabilities, catering options, and audio/visual options. Aware of local meeting facilities and refers guests when appropriate.
• Knowledgeable of reservation procedures, including group blocks, central reservations system, property management system, etc. Can check a guest in or out of the hotel.
• Informed about billing and credit policies and procedures
• Understands and effectively analyzes/oversees hotel/group booking pace to maximize yield
• Conducts departmental audits and ensures compliance with the company’s SOP’s
• Cultivates lead sources for own hotel, as well as for other Quality Hospitality hotels

Sales Operation

• Ensures group rooms control log and the meeting room/function book are current and effectively utilized.
• Directly solicits business and effectively handles solicitations. Skillfully manages relationships with hotel’s top accounts. Identifies and maintains constant communication with the hotel’s key accounts.
• Actively sells room nights through outside sales calls, telemarketing, site tours, etc.
• Actively sells to in-house guests (greeting tours, talking with guests at continental breakfast to surface additional leads, etc.)
• Ensures sales contracts meet hotel standards
• Maintains accurate sales files, production reports, and trace system
• Ensures sales files are effectively worded and maintained to company standards. Ensures sales calls are documented in both physical and electronic files.
• Knowledgeable of and responsible for follow through on all policies including trademark usage, meeting space policy, room rates, sales presentation procedures, etc.
• Ensures sales staff maintain current information regarding hotel services, marketing programs, etc.
• Attends trade shows and Central Reservations Office visits as needed
• Meets sales goals. Develops and implements monthly sales action plans; ensuring that the sales department team members achieve their sales activity goals and room night production goals and leading by example.
• Monitors sales staff productivity
• Ensures that the hotel maintains appropriate inventory levels of collateral materials and promotional supplies

Food & Beverage Sales Integration

• Drive banquet, catering, and outlet revenue in partnership with the Executive Chef and F&B leadership team. 
• Actively sell and promote meetings, conferences, weddings, and special events with integrated F&B packages. 
• Participate in menu planning and pricing strategies to ensure competitiveness and profitability. 
• Ensure seamless coordination between sales, kitchen, and service teams for all contracted events.

Revenue Management

• Attends and actively contributes to hotel’s weekly revenue management meetings
• Understands and helps determine hotel pricing and rate improvement strategies
• Evaluates incremental profit potential of rate-sensitive business through revenue displacement analysis
• Completing necessary training to obtain GRO Certification
• Knowledgeable of and familiar with Travel Click reporting and proficient in evaluating Travel Click data

Marketing/Business Planning

• Establishes sales department objectives with General Manager. Monitors progress against hotel and department objectives throughout the year by reviewing all relevant daily reports.
• Monitors travel agent commission reports, feeder market analysis, and all other relevant sources of business reports
• Completes all weekly and monthly reports accurately and timely
• Effectively conducts market research, market segment tracking, and competition analysis. Monitors market penetration and assesses the hotel’s position in marketplace. Understands and can draw accurate conclusions from Smith Travel Research reports.
• Develops and implements effective advertising and promotional programs utilizing effective monthly action plans
• Establishes 30-60-90 day action plans with General Manager and sales staff accurately and in a timely manner

Community Relations

• Maintains active involvement in community and industry organizations
• Maintains communication with competitive hotels, Convention & Visitors Bureaus, and Chamber of Commerce
• Participates in community activities, employee activities, and guest events
• Ensures opportunities are made available to the GM to participate in joint sales calls

Human Resources Management

• Manages sales department and assumes direct responsibility for human resources, including progressive discipline activities, personnel documentation and files, recruiting, training, selection, counseling, and motivation
• Continually supports and promotes Quality Hospitality’s Core Ideology, history, culture, and growth
• Ensures all key employees are on personal career development plans to consistently develop talent
• Discusses and assists with departmental objectives. Ensures sales staff knows hotel goals.
• Conducts weekly sales meetings with documented meeting minutes
• Treats employees fairly, consistently, and with respect. Sets a positive example for all subordinates. Recognizes and rewards excellent performance. Maintains a positive work environment. Encourages and facilitates teamwork, trust, and respect to build strong work relationships.
• Delegates projects and duties appropriately

Training

• Schedules and ensures all employees participate in relevant orientation programs, service skills training, telemarketing courses, etc.
• Conducts training programs in an effective and engaging manner
• Takes responsibility for own training and career development

Inter-Departmental Relations

• Coordinates and maintains effective relations with other departments in the hotel to promote excellent guest service
• Awareness of every departments’ roles and responsibilities. Coordinates with other departments on joint tasks as they relate to sales, particularly front office.
• Attends and actively contributes in weekly staff meetings, ensuring all other departments are aware of hotel sales efforts, promotions, and booking/group activity.

Requirements

• Prior sales and marketing experience is required
• Prior hospitality sales experience is strongly preferred
• Prior supervisory experience is preferred
• Prior event/meeting/conference experience is preferred
• Prior experience with hotel computer systems, analytical tools, and spreadsheet programs is preferred
• Ability to plan, organize, and lead the activities of others
• Excellent interpersonal and relationship building skills
• Excellent time and project management skills
• Customer-service oriented
• Strong multitasking and organizational skills
• Strong problem solving and critical thinking skills
• Strong initiative and work ethic
• Strong attention to detail
• Ability to work in a fast-paced environment
• Excellent communication skills – both verbal and written
• Valid driver’s license and Department of Motor Vehicles Report
• Must have and maintain a valid driver’s license and meet the required criteria for driving a company vehicle
• Must be able to lift and carry up to 25lbs. Must be able to stand, sit, stoop, bend, twist, and reach frequently.