Director Of Sales

POSITION DESCRIPTION Position: DIRECTOR OF SALES Position Category: Salaried, exempt, full-time Supervises: Sales managers and sales coordinators A. POSITION SUMMARY The director of sales directs the overall sales activities of the hotel and provides marketing advice to the general manager. B. POSITION REQUIREMENTS Directors of sales must meet the following requirements: 1. Education: Have a college degree or equivalent formal education with major emphasis and course work in sales and marketing techniques and theory. 2. Citizenship: Presents proof of United States citizenship or authorization to work in the United States. 3. Language Skills: Have excellent command of oral and written English language and good group presentation abilities. 4. Transportation: Have access to a personal automobile during all business hours. Holds a current driver's license and automobile liability insurance and maintains a safe driving record. 5. Travel: Able to regularly perform out-of-town and overnight travel for up to one week at a time. 6. Equipment Skills: Able to use personal computers with keyboard skills of at least 40 words per minute and knowledgeable with computer word processing and database management. Able to use calculators, multi-button telephones and general office equipment. 7. Personal Skills and Characteristics: Have a high degree of leadership skills, including team building and motivation. Have a high degree of communication and organization skills. Have a professional demeanor. Have good work initiative and work habits. Organized and flexible. Highly knowledgeable in sales presentation techniques and is able to train staff in sales techniques. Able to create and implement detailed sales and marketing action plans. Able to set account and market-segment objectives. Able to balance personal sales time and achievement of personal sales goals with supervisory time and achievement of department goals. 8. Work Experience: Have experience in direct sales and telemarketing. Knowledgeable in selling and marketing to all lodging market segments and sub-segments. 9. Physical Requirements: Able to safely lift 30 pounds. Able to safely assist with all of the physical requirements of meeting and banquet room setups and tear-downs. Able to bend, stoop, lift, reach, kneel and squat for the purposes of filing and using under-counter storage. Able to drive an automobile. 10. Safety and Health Knowledge: Knowledgeable on OSHA regulations, health department rules, fire department regulations, equal opportunity laws and disabled or handicap discrimination laws and the Company's safety, security and health policies as they apply to the department's operations and all aspects of accommodating guests. 11. ADA Knowledge: Knowledgeable on the Americans with Disabilities Act of 1990 (ADA), its regulations, court interpretations and related laws and regulations as they apply to accommodating guests and visitors. C. POTENTIAL CONTACT WITH HAZARDOUS MATERIALS The person performing this job has potential contact with general cleaning agents and related chemicals used in hotels. For more information, see the Company's Hazardous Materials Communication Program. D. OVERVIEW OF RESPONSIBILITIES Directors of sales have the following responsibilities: 1. Supervise the research, qualification, solicitation and booking of group, contract and volume accounts so that the hotel's overall revenue and profit goals are met or exceeded. Be knowledgeable on hotel features, amenities and services for our hotel and our competitors. 2. Be knowledgeable on all hotel features, amenities and services that affect guests' hotel experiences for the hotel and competitors. 3. Advise the general manager on marketing matters such as the placement of advertising and the production of sales materials. 4. Advise the general manager on public relations matters. 5. Maintain accurate and complete records on each competitor. 6. Maintain and update accurate, complete and current records on each hotel group, contract and volume account. 7. Develop and maintain accurate, complete and thorough files on each prospective hotel account. 8. Develop and maintain accurate, complete and thorough general departmental files on subjects such as vendors, advertising, public relations, departmental employees and prospective employees in accordance with Company standards for file maintenance. 9. Report statistics on sales activities and results to management in the format and frequency that is required. 10. Communicate formally and informally with subordinates, including by means of conducting structured sales meetings. 11. Achieve and exceed personal sales goals as set forth in this position's Standards of Performance. 12. Regularly monitor the presentation quality and content of subordinates' correspondence and telephone conferences. 13. Actively participate in scheduled and unscheduled joint sales calls with subordinates and the general manager. 14. Assist the general manager with hotel budgets and forecasts by maintaining and providing data relevant to forecasting hotel revenue and departmental expenses. 15. Create, distribute, maintain and update records that accurately describe upcoming group events. 16. Assist the accounting department in qualifying the creditworthiness of accounts and prospective accounts and coordinate payment of amounts due to the hotel. 17. Collect and supervise the collection of advance deposits and prepayments from sales department customers. 18. Supervise the maintenance of records on sales supplies and sales materials so that inventories are always maintained at a level to achieve sales action plans and routine operations. 19. Solicit and supervise the solicitation of repeat business from hotel customers. 20. Assist the reservations department with the procurement of accurate group rooming lists in the time required before each group event. 21. Assure that customer contracts are executed on a timely basis. 22. Maintain departmental expenses within budget limitation, except as approved in writing by the general manager. 23. Supervise and actively participate in special sales promotion activities, such as client parties, telemarketing campaigns and sales blitzes. 24. Plan and participate in special events and industry trade shows. 25. Maintain files showing our press clippings and advertising history. 26. Provide guidance and direction to subordinates to improve their work performances. 27. Maintain a current and accurate computer database of prospective and current hotel accounts. 28. Review and be knowledgeable of information contained in circulated management reports and financial statements. 29. Adhere to, implement and enforce Company policies. 30. Maintain the confidentiality of proprietary Company information, including, but not limited to, hotel performance statistics, information about agreements with clients, information about prospective business, hotel financial information and employee personal and salary information throughout and after employment by the hotel. 31. Assure that the contact-management database of accounts and prospects are current and accurate. 32. Supervise telemarketing activities. 33. Represent the hotel with enthusiasm, professionalism and businesslike appearance and demeanor to all hotel guests, clients, prospective clients and agents and to the community. 34. Maintain good working relationships with hotel employees. 35. Be knowledgeable on competitors, including visiting and keeping records on specific competitors to the degree required in our competition analysis policies. 36. Achieve and exceed personal and departmental sales goals. 37. Actively participate in community civic, charitable and professional organizations in order to provide community service, maintain a high profile for the hotel and develop personally and professionally. 38. Participate in job-oriented continuing education programs. E. SUMMARY OF DUTIES Directors of sales perform the following sales duties: 1. Personally research, qualify, solicit and book group, contract and volume accounts achieving personal sales goals for this position. Enter event bookings into the event- management software. 2. Research, qualify, solicit and book meeting and banquet business for the hotel's function rooms. 3. Provide hotel customers and prospective customers with timely and accurate information that promotes the use of the hotel. 4. Conduct hotel site inspection tours with prospective clients. 5. Report to the general manager all comments from customers and prospective customers that affects the hotel's image or services. 6. Actively participate in staff meetings as directed by the general manager. 7. Perform as the hotel manager-on-duty on weekends and evenings as assigned. See the separate manager-on-duty position description for responsibilities and duties. 8. Initiate press releases when our policy requires. 9. Review and adhere to all manuals and other policy updates. 10. Perform, as scheduled and described, the activities listed in the Sales & Marketing Plan. 11. Actively participate in joint sales calls with sales managers, the general manager and other hotel staff. 12. Solicit repeat business from hotel customers. 13. Actively participate in special sales promotion activities, such as telemarketing and sales blitzes. 14. Participate in approved trade shows. 15. Promptly respond to leads from the Convention and Visitors Bureaus. 16. Work closely with other sales staff for booking group meeting and banquet rooms. Conduct hotel site inspection tours with prospective clients. 17. Maintain and update accurate, complete and current records on each assigned group, contract and volume account. 18. Develop and maintain accurate, complete and thorough files on prospective hotel accounts. 19. Report statistics on sales activities and results to management in the format and frequency that is required. Maintain files and records on competitors. MARIN MANAGEMENT, INC. Director_of_Sales_2015-10-06.doc Position Description Director of Sales, Page Five of Five E. Summary of Duties (cont.) 20. Communicate formally with hotel employees in other departments with regularly scheduled and unscheduled reports. 21. Create, distribute, maintain and update records that accurately describe upcoming group events. 22. Assist the general manager with qualifying the creditworthiness of accounts and prospective accounts and coordinate payment of amounts due the hotel. 23. Collect advance deposits and prepayments from group customers. 24. Assist the reservations staff with the procurement of accurate group rooming lists in the time required before each group event. 25. Schedule, announce and attend pre-group planning meeting. 26. Schedule, announce and attend post-group critique meeting. 27. Maintain accurate and complete records on each competitor. 28. Report to the general manager all comments from customers and prospective customers that affect the hotel's image or services. 29. Send thank-you notes or letters to all clients and prospects that have toured the hotel, attended a client reception, attended a client meeting, etc. 30. Complete other assignments and perform other duties as directed by management. F. FAIR-EMPLOYMENT POLICY Hogan Hospitality Group and the hotels managed by Hogan Hospitality Group are equal- opportunity employers. Applicants for employment and employees are provided with equal opportunity without regard to race, national origin, religion, age, gender, physical or mental disability, veteran status or sexual orientation. Equal employment decisions are extended to all persons in all respects of the employment relationship, including, but not limited to, recruitment, hiring, promotion or demotion, training, layoff, recall, transfer, work assignment, rate of pay or other compensation, disciplinary action and termination.
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