Director of Group Sales

Job Description

Job Description

POSITION PURPOSE:

Assist and support the VP of Sales and Marketing and/or Director of Sales and Marketing in all group sales strategies and actions necessary to exceed budgeted goals. Successfully manage the Group Sales Market, leading and supporting all sales efforts and initiatives, as well as closely leading the group sales team on a day to day basis. Directly and indirectly assist the group sales team close business, to include entertaining of clients and potential clients, traveling to all markets in support of group sales team efforts and sales calls, while also leading and delivering specific group sales goals. Maintain and exceed Trump National Doral - Miami Standards in order to maximize profits and ensure outstanding guest service.

EXAMPLES OF DUTIES:

ESSENTIAL FUNCTIONS:

• Develop and personally manage Group segments/markets as needed.
• Develop and implement sales action plans for Group segments for the sales team: actively participate in goal setting and reviewing individual and team quarterly results
• Plan and implement Sales Force and continue improving on existing sales standards while ensuring that the sales team follows all processes and standards in place
• Develop and maintain market trends and competitive set data knowledge to contribute to revenue strategies
• Develop and recommend short and long term revenue strategies for all the above segments
• Manage relevant reporting of management and financial information for the sales and marketing departments
• Plan and manage group sales and marketing resources according to established budgets
• Recruit, manage, train and motivate direct reporting staff according to company procedures, policy and employment law
• Maintain sales team administration: oversee vacation planning, scheduling and timeliness of the sales team, to include travel and office coverage
• Maintain and develop corporate image and reputation
• Travel to markets on sales calls and to industry events, representing the Resort and Brand, as needed.
• Plan and, on occasion, attend sales blitzes/missions for Trump National Doral - Miami in key markets with qualified pre trip agendas and detailed post trip reports

OTHER:

Due to the cyclical nature of the hospitality industry, associates may be required to work varying schedules to reflect the business needs of the hotel, to include evenings, early mornings, weekends and holidays. Regular attendance in conformance with the standards, which may be established by Trump National Doral from time to time, is essential to the successful performance of this position. Associates with irregular attendance will be subject to disciplinary action, up to and including termination of employment. Due to the industry that we are in, a need will occur for each associate to provide “Lateral Service”. Our goal is to ensure that we are maximizing customer satisfaction and as a result there will be times when our associates in the operation will call upon us for support in order to ensure customer satisfaction occurs. When we are fortunate enough for this to occur, each associate will positively respond unless there is a chance that an opportunity resulting in dissatisfying a guest could occur. If this is the case the leader is to be notified and the level of support that is being requested will be obtained.

SUPPORTIVE FUNCTIONS:

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.

• Participate in the development of the annual budget and business/marketing plan
• Analyze forecast, cost, and revenue reports and make sales strategy decisions based on that information to ensure hotel’s RevPar and good positioning within the comp set
• Organize and participate in fam trips
• Attend mandatory meetings and contribute to these meetings in a professionally effective manner; regularly communicate with all associates.
• Participate in Manager on Duty programs, which may require occasional overnight duty.
• Participate in community public relations for the hotel.
• Complete other duties as assigned by Director of Sales and Marketing or Managing Director.
• Demonstrate positive leadership characteristics and act as a role model for staff members.
• Regularly research and remain current with Sales and Marketing trends.
• Participate in the recruitment and interviewing process of new associates and managers.
• Keep office clean and organized.
  

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY:

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation.

• Proven leadership ability to influence, develop, and empower managers to achieve objectives with a team approach.
• Ability to effectively communicate in English both verbally and in writing in order to flawlessly carry out internal and external correspondence.
• Ability to equally nurture positive and motivating relationships with the sales team and clients through consistent communication.
• Excellent professional image and attitude including punctuality.
• Ability to work independently even under pressure and stressful situations.
• Strong attention to detail and excellent organization skills.
• Ability to balance time and work efficiently on tight deadline: respect of deadlines a must.
• Ability to handle multiple priorities and projects effectively and on a timely basis.
• Ability to ensure confidentiality of clients and hotel data at all times.

PHYSICAL REQUIREMENTS:

Frequency Key: Never – 0 hours; Rare – up to 1 hour; Occasional – 1-3 hours; Frequent – 3-6 Hours;

Constant – 6-8 hours

Physical Activity Frequency

Sitting Occasional

Walking, climbing stairs Frequent

Crouching/Bending/Stooping Rare

Reaching Rare

Pushing/Pulling Rare

Near Vision Frequent

Far Vision Frequent

Hearing Constant

Talking Constant

Lifting/Carrying (15 lbs) Rare

Travel Frequent

OTHER DUTIES:

Assimilate into Trump National Doral - Miami Cultural Foundation through understanding, supporting and participating in all elements of the Trump Cornerstones. Demonstrate working knowledge of the service standards.

SAFETY REQUIREMENTS:
Personal Protective Equipment (PPE) may be required when performing work duties that may have the potential of risk to your health or safety. The hotel will provide the required PPE. Associates will be trained in the proper use and care of any assigned PPE. It is your responsibility to report defective, damaged or lost PPE, or equipment that does not fit properly, to your Manager.

QUALIFICATION STANDARDS:

EDUCATION

Bachelor’s degree in business or hospitality. Post graduate degree is not required but preferred

EXPERIENCE

Minimum of 5 years of experience in progressive and Sr. group sales leadership roles within the

Hospitality industry and in comparable (size, volume & quality) hotels and/or resorts.

ESSENTIAL QUALIFICATIONS

• Excellent spoken and written communications skills in English – Spanish is a plus, though not required
• Must have good understanding of group, corporate and leisure markets and previous work experience in the Miami market or significant feeder markets to Miami.
• Excellent computer skills including Excel, Word, Outlook and PowerPoint.

Trump National Doral participates in the federal E-Verify program, an electronic system that verifies employment authorization in the United States by comparing information from an employee’s Form I-9, Employment Eligibility Verification, with government databases. The company uses E-Verify only after an employee has accepted a job offer and completed the Form I-9. The company does not use E-Verify to pre-screen job applicants or candidates who have not received a job offer from the company.