Sales and Marketing - Director of Sales

Director Of Sales

LEGACY is a core value that Halekulani lives by to celebrate our cultural history. For over 100 years, the hotel has welcomed visitors to Waikiki Beach, sharing our gracious hospitality, impeccable service, and unparalleled cuisine. Halekulani and Halepuna Waikiki employees live the legacy through the "art of service."

The Director of Sales is responsible for developing and executing strategic sales initiatives. This role drives revenue through strategic partnerships, direct sales efforts, market-specific campaigns, and brand positioning across all segments, ensuring alignment with the hotel's luxury standards and overall business goals.

Essential Functions & Responsibilities

• In collaboration with the Director of Commercial Strategy, develops and implements comprehensive sales strategies and goals to grow market share and revenue from inbound travel, particularly leisure, group, and wholesale segments. Assists with settings sales strategies to achieve overall property goals for both rate and occupancy.
• Establishes and maintains strong business relationships with key accounts, travel agencies, wholesalers, tour operators, industry influencers, media, cultural partners and key community and strategic partners for continued maximized brand exposure, and to generate group, transient, and convention business.
• Collaborates with global sales offices, destination management companies, and tourism boards to promote the hotels. Serves as the hotel's brand ambassador, attending sales missions, trade shows, industry meetings and networking events as required.
• Maintains effective awareness and networking of hospitality industry sales & marketing-related activities, trends, conditions, resources, and opportunities. Monitors and analyzes market trends, competitor activities, and customer insights to adjust strategies and remain competitive. Researches, analyzes and monitors financial, technological and demographic factors to capitalize on market opportunities and minimize effects of competitive activity.
• Determines agencies and suppliers of record and negotiates contract terms and conditions for major sales-related services.
• Supports the sales team in conducting regular sales calls, hotel site inspections and familiarization tours with travel partners, both on-island and in-market.
• Maintains proactive communications with the Leadership Committee and Corporate executives on current and long-range strategic planning. Provides assessments and regular updates on long-term sales plans with respect to progress, successes, challenges and outstanding goals and deliverables. Communicates regularly with Revenue Management and the Director of Commercial Strategy to ensure that pricing is appropriate. Adjusts selling strategies as needed.
• Provides leadership, mentorship, training, and career development to team members supporting the sales function. Fosters a positive, high-performing culture with a focus on service excellence, accountability and continuous improvement. Ensure goals for each individual are set and meets regularly with direct reports to ensure progress.
• Helps to manage the Sales budget, forecasting expenses and return on investment (ROI). Supports the Rooms Revenue budget strategy and execution to accomplish hotel and sales goals and oversight of rate yield management.
• Maintains essential data and records required for the preparation of monthly statistical reports documenting sales and marketing results.
• Performs all other duties as may be required or assigned.

Supervisory Requirements

Reports To: Director of Commercial Strategy

Supervises: Associate Director of Sales, WRSO Group Sales Manager, WRSO Sales Manager, Conference Services Manager

Education/Experience

• High school diploma or equivalent vocational training certificate.
• College-level studies/degree(s) in General Business, Sales and Marketing or Communications preferred.
• Minimum five (5) years experience of progressively responsible experience in hotel Sales.
• Any combination of education and experience which would provide the necessary knowledge, skills, and abilities to meet the minimum qualifications to perform the essential functions of this position.
• Valid driver's license and satisfactory driving record.

Knowledge, Skills, & Abilities

• Goal-driven, inclusive, highly communicative and motivational management style. Impeccable attitude and presentation, engaging, trustworthy and persuasive personality. Professional demeanor & appearance.
• Superior written and oral communications skills
• Strong financial skills relative to budget planning and management
• Strong leadership skills, ability to plan, execute and multi-task various projects and events. Detail oriented and organized. Team-oriented player.
• Excellent customer service and people skills. Ability to anticipate guest needs; respond promptly and acknowledge all guests.
• Must have an understanding of sales /economic trends in the tourism/travel industry.
• Working knowledge of computer operations and software (MS Word, MS Outlook, Excel, MS Office, and PowerPoint).
• Ability to effectively and professionally present to an audience of all sizes.

Mental Demands

• Must be able to exercise discretion and independent judgement. Must be results-oriented.
• Wide degree of creativity, innovation, flexibility and ability to adapt to change is needed.
• Requires the ability to read and perform mathematical calculations.
• Must be able to perform under stressful conditions while maintaining a courteous and professional demeanor.
• Must be able to work collaboratively with other team members.
• Must be able to work without daily supervision.

Physical Demands

Activity - Over 2/3 of the time - About 2/3 of the time - About 1/3 of the time - Less than 1/3 of the time - Seldom or Never

Sitting - X

Climbing - X

Stooping, kneeling, crouching and/or crawling - X

Standing - X

Walking - X

Handling or fingering - X

Eye-hand-foot coordination - X

Use of vision - X

Activity - Less than 25 lbs - 25 to 50 lbs. - More than 50 lbs.

Pushing - X

Pulling - X

Lifting - X

Carrying - X

Communication Demands

• Activity - Over 2/3 of the time - About 2/3 of the time - About 1/3 of the time - Less than 1/3 of the time - Never
• Talking (in-person) to co-workers - X
• Talking (in-person) to business associates (i.e. outside contractors, vendors, etc.) - X
• Talking (in-person) to the public (including guests) - X
• Talking on the telephone and/or video conferencing - X
• Written communication to co-workers - X
• Written communication to business associates (i.e. outside contractors, vendors, etc.) - X
• Written communication to the public (including guests) - X
• Supervising employees or monitoring services provided by outside consultants, vendors and suppliers - X
• Responding to written or verbal requests from co-workers - X
• Responding to written or verbal requests from business associates (i.e. outside contractors, vendors, etc.) - X
• Responding to written or verbal requests from the public (including guests) - X
• Training and/or giving verbal instructions - X
• Training and/or giving written instructions - X
• Receiving verbal instructions - X
• Receiving written instructions - X
• Reading - X
• Visiting and/or working at other work sites - X

Work Environment

• Primarily work indoors in an air-conditioned environment.
• Frequently interacts with people, including vendors, guests, employees, staff, and corporate representatives.
• Frequent travel required outside of hotel for business‐related activities to include local, outer island, domestic, and international.
• Flexible work hours required.
• Works with minimal supervision.

Material or Equipment Directly Used

Uses a laptop or personal computer, cellular phone, and other office machines and equipment such as a calculator, telephone, copy machine, fax machine, other equipment as required