Centralized Director of Sales

About Us HEI manages an unparalleled portfolio of leading full-service branded hotels and luxury and lifestyle independent hotels across the U.S. We are the acknowledged experts on upper-upscale, luxury, and premium select-serve hotels in urban, super-suburban, and destination locations. At HEI, we recognize that our enormous success is solely the result of our greatest asset: Our People. Where people work is a choice. Against that choice, our greatest obligation is to ensure day in and day out that our associates have the compensation and benefits they deserve and industry leading tools, training and support that they need to excel. At HEI, simply said, we honor the privilege of our associates choosing us by investing in and making them more valuable.

Don't meet every single requirement of this job? At HEI we are dedicated to building a diverse and inclusive workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to still send in your information. You may be the perfect candidate for this or for other roles within our organization!

We value U.S. military experience and invite all qualified military candidates to apply.

Compensation

Salary Range: $125,000.00 - $135,000.00 AnnuallyTipped/Service Charge Eligible? NoDiscretionary Performance Bonus Eligible? Yes

Overview

The Centralized Director of Sales is responsible for maximizing top line revenue opportunities and optimal business mix in Group, Catering and Business Travel for hotels in their Hotels. Acts as the Super DOS for Centralized Properties without a Sales Leader and is responsible for ensuring that HEI’s LEAD program is executed on a daily basis. The role requires the candidate to have a strong working knowledge of Sales systems, allowing a rapid response to LEAD closure. Is accountable to results related to Group LEAD flow.

The Corporate Director of Sales (Centralized) supports the Centralized Sales Team by mentoring, training and developing individuals and teams and holds them accountable to revenue and activity goals in order to support achievement of budget and market share metrics; and works closely with the corporate support group to ensure enterprise level process, policy are complied with and best practices leveraged. The position requires minimal travel (up to 25%) to ensure coordination of property sales efforts/process and results measurement and owner expectations.

Job Responsibilities:

• Hands on day to day management of HEI’s LEAD Program to ensure hotels meet HEI closure rates.

• Day to day management of Group LEAD process to ensure all hotels execute Group and Events strategy to exceed transactional and revenue goals.

• Daily deep dive into sales data to ensure compliance and accountability to the process ensuring top line revenues in Group, Catering and Business Travel meet goals based on execution.

• Approves property revenue and activity goals and incentive plans.

• Drives results in Group and Catering via a disciplined approach to sales activity, funnel management, conversion and sales manager productivity.

• Responsible for ensuring hotels acquire, activate and re-activate Business Travel accounts on a constant basis in partnership with the Corporate Director of Business Travel for centralized properties.

• Requires constant communication with enterprise Rapid Response Lead Team to ensure that LEAD flow is managed on an hourly basis to ensure speed to market

• Responsible for ensuring that all HEI Corporate resources are leveraged including VAW, HSR, CVENT, Knowland.

• Partners with HEI Campaigns and Promotions team to execute email Marketing opportunities via Constant Contact

• Ensure owner communication and requests are funneled to the HEI Campaigns and Marketing Group to execute against online, Brand, Social, B2C and Digital strategies and tactical.

• Holds teams accountable to HEI performance standards ensuring a full understanding of expectations.

• Liaises for the property EC team in delivering key corporate sales initiatives through clear on going communication.

• Assigns clear accountability, provides both authority and resources, and monitors implementation to assure success and results.

• Verifies daily, weekly and monthly sales rhythm. Adheres to corporate defined RDOS rhythms including, but not limited to weekly property rhythm calls, bi-weekly group update calls, DBR, CVENT KPI review.

• Analyzes market performance and potential to be applied to optimal segmentation and hotel sales deployment via Travelclick, CVENT, Knowland, STR, SSA etc.

• Performs any other job related duties as assigned.

Qualifications:

• Bachelor’s Degree, preferably in Marketing, Communications or related field.

• A minimum 10 years’ of progressive sales experience within the hospitality industry. Multi brand and market experience preferred.

• Strong working knowledge of CMS and brand sales platforms (e.g. CI/TY, Delphi, Travelclick, CVENT, Knowland, Opera, PMS). A Delphi Fdc and Marriott CI working knowledge is crucial in this role.

• Excellent working knowledge of Hotel Sales, marketing and revenue management with advanced skills in Direct Sales process, B2C, revenue management processes, eCommerce tactics and brand resources.

• Advanced skills in leadership, strategic sales planning, analyzing/interpreting data, multi-tasking, organizational and communication skills.

• Ability to manage associates to improve performance and support Talent Acquisition and development via the HEI platform.

• Must be comfortable in communicating to owners, brands and customers to deliver the HEI brand message and results.

• Ability to travel up to 25% of the time may be required.

Benefits

HEI Hotels and Resorts is committed to providing a comprehensive benefit program that offers you choices for your physical, mental and financial wellness, creating value in your most important investment - you!

For your physical and mental wellness we offer competitive Medical and Dental programs through Anthem Blue Cross Blue Shield as well as Vision insurance programs ​through EyeMed. ​Our Vacation, Sick and Holiday programs are available for you to rejuvenate with time off. HEI also provides pet insurance through the ASPCA. For your financial wellness, HEI provides a wide array of coverage, including Supplemental, Spousal and Child Life insurance as well as Short and Long-Term Disability plans. Our 401(k) Savings Plan with matching funds, and discounts through our 'YouDecide' and Hotel Room Discount programs provide additional incentives for choosing HEI as the employer of your future. Specific details and eligibility of these programs vary by location and employment status.

HEI Hotels and Resorts 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.