Area Director of Sales - Sterling/Loudoun County

Job Description

Job Description

B. F. Saul Company Hospitality Group is a subsidiary of the largest private real estate company in the Washington, D.C. area, and has been in operation for over 130 years. The Hospitality Group operates a portfolio of more than 20 business class hotels with top brands from Intercontinental Hotel Groups, Marriott International, Hilton, and Best Western Hotels: along with The Watermark Hotel, The Hay-Adams Hotel, and Perch Putt. These properties are operated by a team of more than 1,000 enthusiastic hospitality professionals! 

We are looking for a passionate and experienced Area Director of Sales that will be responsible for the overall sales and marketing efforts of the area hotels supporting multiple brands working with Loudoun County's largest hospitality owner and operator. Uses leadership skills to drive revenue, maximize profit and ensure quality. Effective management of assigned staff to ensure achievement of overall financial results, guest satisfaction and positive team member relations.

The Area Director of Sales is responsible for assisting the Assistant Vice President, Sales & Marketing with various sales initiatives, ensuring hotels’ financial goals are met and consistent, high level of service is delivered with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives. The Area Director of Sales focuses on client and hotel objectives in support of Our Quality Pledge and Standards of Service for the B. F. Saul Company Hospitality Group. The Area Director of Sales manages the property's reactive and proactive sales efforts while maintaining accountability for achieving revenue opportunities under the guidance and supervision of the Assistant Vice President, Sales & Marketing and General Manager

B. F. Saul Company Hospitality Group invites you to take your career to the next level! As a leading Owner and Management Company in the Hospitality Industry, our commitment to our team is in our “One Team!” values. Our integrated approach in obtaining top talent ensures key players who are committed to their professional and personal development represent our hotels, have a sound understanding of the industry, and possess significant attributes to enhance our culture. Joining our team says you are committed to guest satisfaction and promise to uphold the highest level of integrity. 

 

Responsibilities:

The Area Director of Sales is responsible for, but not limited to the following duties and activities:  

• Targets group/business transient accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
• Responds to incoming sales leads for the property.
• Identifies, qualifies and solicits new business to achieve personal and property’s revenue goals.
• Focuses efforts on key and target accounts with significant potential sales revenue.
• Develops and executes effective sales plans and actions.
• Maximizes revenue by selling food and beverage to groups.
• Understands the overall market; competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Closes the best opportunities for the property based on market conditions and property needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Handles complex business with significant revenue potential as well as significant customer expectations.
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities to include sales calls, entertainment, FAM trips, trade shows, etc.
• Develops relationships within community to strengthen and expand customer base for sales opportunities.
• Provides excellent customer service in order to grow share of the account.
• Collaborates with Director of Revenue to manage group room blocks effectively including cutoff dates, rooming lists, etc.
• Conducts formal pre-event meetings as required to review/communicate group needs. Ensures proper and prompt follow up on all upsell opportunities.
• Manages meeting space, room set up, food and beverage and audio visual requirements. 
• Collaborates with all other operational departments to communicate group details via the group resume pertaining to arrival/departures, billings, special requests, etc.
• Identifies improvements to enhance the client experience.
• Maintains performance level when experiencing changes or challenges.
• Adhere to all standards, policies, and procedures and consistently maintain a professional and ethical representation within the Sales and Catering Department.
• Performs other duties, as assigned, to meet business needs.

Required Skills and Experience:

Skills and Abilities: 

• Excellent oral and written communication skills.
• Demonstrates independent problem solving skills and identify process improvements needed.
• Strong knowledge of Microsoft Office and Excel. 
• Strong work ethic and professional focus; High level of integrity and discretion.
• Ability to work extended hours based on business needs, with physically demanding responsibilities such as walking, standing, carrying, and lifting throughout the extended shift. Ability to push, pull, and lift up to 20 pounds on occasional basis.

Experience:  

• A proven track record of success in a hotel or a related service industry
• 3+ years of Multi-hotels sales experience required, with a minimum of 1 year managing direct reports preferred.
• A proven track record of success in a hotel or a related service industry
• Must be detail oriented, leadership experience, have ability to communicate well with all levels within and outside the organization, and be able to problem-solve with employees and guests. 
• Must be able to manage multiple priorities in a fast-paced environment.

 

Education :

• 2-year degree from an accredited university in Hotel and Restaurant Management, Hospitality, or related major, preferred.
• High school diploma or GED required. College degree or equivalent experience preferred.
• Basic Microsoft Office and Delphi experience also desired.
• Professional membership and community involvement desired.

Benefits:

• Well-Being Benefits:
• Health Insurance
• Dental & Vision Insurance
• Short & Long Term Disability
• Vacation Policy
• Incentive Eligible 

 

• Long Term Planning:
• 401(k) Retirement Program
• Paid Life Insurance
• Tuition Reimbursement

 

• Team Member Programs:
• Our Big 3 Mission Statement Leaders of the Month/Year
• Annual Performance Appraisals and Wage Increase Opportunities
• Annual Team Member Banquets
• Annual Team Member Engagement Survey
• Discounted Room Rates for Team Members, Family and Friends
• Complimentary Room Stays
• Weekly Payroll

Minimum and maximum wage or salary for the position

The actual base pay offered is determined by several variables, including, as appropriate, the applicant's qualifications for the position, years of relevant experience, distinctive skills, level of education attained, certifications or other professional licenses held. Base pay is one component of B. F. Saul Company & Affiliates total compensation package, which also includes access to or eligibility for healthcare benefits, a 401(k) plan, short-term and long-term disability coverage, basic life insurance, bonus plans and more. 

B. F. Saul Company Hospitality Group is proud to be an equal opportunity workplace dedicated to pursuing and hiring diverse professionals.

Equal Opportunity Employer/Veterans/Disabled