Director of Group Sales

Job Description

Job Description

POSITION SUMMARY:

The Director of Group Sales is responsible for managing accounts to achieve guest satisfaction and to solicit past and new business to ensure all revenue goals are achieved or exceeded. Responsible for soliciting new group sales accounts, entertaining, and maintaining relationships with existing accounts to meet and exceed revenue goals in rooms, food, beverage, and room rental.

ESSENTIAL FUNCTIONS

• Solicit new and existing accounts to meet and exceed revenue goals through telephone prospecting, outside sales calls, site inspections and written communication.
• Advanced level of producing room, banquet, and room rental revenue through directly soliciting business via aggressive prospecting, making presentations, developing contracts, negotiating, and closing sales.
• Maximize revenue by selling all facets of the hotel, both orally and in written form to previous, current, and potential clients.
• Handle account details so that all pertinent aspects of solicitation and closing are complete and documented. Coordinate various departments' participation in servicing accounts.
• Develop and conduct persuasive verbal sales presentations to prospective clients.
• Prepare information for, meet with, and entertain clients as deemed appropriate by potential business from that account.
• Communicate both verbally and in writing to provide clear direction to all departments in the hotel to ensure high quality of service to customers.
• Prepare correspondence to customers, internal booking reports and file maintenance.
• Participate in daily business review meeting, pre-convention meetings, training and other sales-related meetings as required.
• Attend trade shows, community events and industry meetings.
• Advanced knowledge of market trends, competition, and key customers of the hotel.
• Comply with attendance rules and be available to work on a regular basis.
• Perform any other job-related duties as assigned.

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITIES

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 reasonable accommodation, using some other combination of skills and abilities.

• Must have comprehensive knowledge of food and beverage, catering sales, conference service and marketing management experience, guest relations and etiquette
• Basic understanding of legal contract language
• Ability to manage and direct staff.
• Ability to perform critical analysis.
• Ability to handle multiple customer and operational demands with high degree of professionalism, operating often with time sensitive.
• Computer knowledge and ability: Word, Excel, PowerPoint, Opera, Acrobat Cloud.
• Ability to operate independently and with a high degree of autonomy requiring excellent time management stills and self-motivation.
• Ability to communicate effectively with the public and other Team Members.
• Read, write and speak English fluently.
• Able to work under pressure and deal with stressful situations during busy period.
• Hotel product and industry knowledge, i.e. staffing, operations, safety, security, fire, police, city ordinances and permits.
• Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel.
• This position requires a high degree of independent judgement and discretion on decision making.

PHYSICAL DEMANDS

• Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. Length of time of these tasks may vary from day to day and task to task.
• Ability to spend extended lengths of time viewing a computer screen.
• Requires grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening, and hearing ability and visual acuity.
• Talking and hearing occur continuously in the process of communicating with guests, supervisors, and subordinates.
• Vision occurs continuously with the most common visual functions being those of near and color vision and depth perception.
• Requires manual dexterity to use and operate all necessary equipment.
• Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, electric typewriter, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed.

QUALIFICATION STANDARDS

• 3+ years of past sales experience preferred.
• Hotel experience preferred.
• Advanced knowledge of market trends, competition, and key customers of the hotel.
• Able to set priorities, plan, organize, and delegate.
• Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel, and Delphi. Advanced knowledge of sales skills, revenue management, training, and motivation of peers.
• Knowledge of hotel operations, including marketing plans, security and safety programs, personnel and labor relations, preparation of business plans, repairs, maintenance, budget forecasting, quality assurance programs, hospitality law, and long-range planning.
• Effective verbal and written communication skills.
• Ability to adapt communication style to suit different audiences, such as effectively communicating with supervisors, coworkers, public etc.

Licenses or Certificates:

Ability to obtain and/or maintain any government required licenses, certificates, or permits.

Grooming:

All employees must maintain a neat, clean, and well-groomed appearance per Mondrian South Beach standards.

This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.

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