Quick Links

Head Of Sales, Cape Resorts

Department: Sales

Position: Head Of Sales, Cape Resorts

Reports To: CEO, COO

Direct Reports: 4-6 professionals

Purpose: Responsible for formulating and achieving sales budget across the Cape Resorts Portfolio, which includes five resort properties in Cape May, NJ, and a resort property on Shelter Island, NY.

A leadership role for the hotel portfolio and to contribute to the overall revenue and yield management strategy, group F&B, site fees, and meeting room rental. Interact closely with the Director of Revenue, Head of Brand and Marketing, VP of F&B, and General Managers to ensure that the hotels' overall room revenue and occupancy goals are met or exceeded. Participate in hotel management meetings as assigned.

Essential Functions:

• Lead a team of 4-6 professionals
• Represent Cape Resorts in most sales activations
• Generate Sales Leads: Attend tradeshow/mixers, outreach to Corporate Meeting Planners and Third Party Planning Agencies, Social Event and Wedding Planners, travel agencies, explore purchase of database lists, target business news/leads, E-News business magazines, and monitor competitor reader boards.
• Engage in industry associations, conferences, i.e., Meeting Planners International, Chamber of Commerce, Cvent, etc.
• Build a strong relationship with Travel Industry Sales
• Have an understanding of working with a luxury representation/ soft brand like Preferred Hotels (We are a member of Preferred Hotels).
• Monitor prospecting and business pick-up; review sales forecast, occupancy, space reservations, room blocks, release dates, deposits, and contract proposals; and follow up on client interactions and feedback.
• Maintain and update the complete group and leisure sales database (CRM).
• Provide monthly reports outlining: proactive outreach, leads received, follow-up calls/emails, client interactions and outcomes, pending and confirmed contracts.
• Prepare internal booking and production reports.
• Participate as a team player with all departments. Work with other departments to provide quality service to clients.
• Develop/maintain knowledge of market trends, competition, and clients.
• Represent Cape Resorts in the community and within industry organizations, mixers, and events.
• Update revenue goals for annual Food and Beverage Room block budgets, based on anticipated bookings, and group "on the books."
• Lead weekly individual hotel meetings, including GM, DOS, and Revenue manager; Bascially one meeting for Pridwin, Congress Hall, and Cape May hotels.
• Inspect and confirm that hotel areas are prepared and able to meet client expectations.
• Resolve any issues, complaints, and/or problems to ensure client satisfaction.
• Participate in business review meetings, BEO meetings, training, and other sales-related meetings as required.
• Maintain and enforce Top Five Sales Standards: 1) All phones answered within three rings - with a smile, 2) All client inquires responded to with a contract by the close of the same business day, 3) Maintain client list by making regular phone calls each month and invite clients for site visits as needed, 4) Execute at least 50 sales calls per week (where applicable). 5) Establish/maintain a welcoming relationship with all clients.
• Participate in regular Revenue & Rate Strategy meetings. Be prepared to discuss selling strategies to benefit revenue/occupancy goals, and occupancy relative to group sales goals and forecast.
• Communicate rate structure updates to all sales team members.
• Monitor contracts to ensure proper rates and procedures are being offered.
• Interact with the Revenue Manager to decide if group business is appropriate in relation to rack rates and overall selling strategies - displacement analysis.
• Work with Revenue Management and Marketing to prepare an annual sales budget for individual sales goals and overall revenue/occupancy strategy.
• Monitor marketing & advertising budgets as they relate to Group Sales.
• Monitor the Banquet Event Coordinator to ensure policies and budget goals for packages are adhered to. Occasionally, conduct a competitive study to ensure the banquet menu cost and pricing are appropriate.
• Analyze group demand within the competitive set (locally and regionally) in concert with the Director of Revenue and the Head of Marketing, and develop target markets to increase banquet and group sales volume/revenue.
• Manage relationships with local Convention Centers.
• Create an annual sales and marketing plan to deliver sales strategies that drive revenue results. This entails market analysis, customer and competitive information, sales strategy and tactics.
• Find creative and effective ways to generate new business in group meetings and transient business segments. Cultivate and source leads through industry associations, brand connections, and regional tourist entities.

Required Knowledge, Skills, Abilities:

• Excellent internal and external communication skills, both verbal and written.
• Must have excellent interpersonal and sales-related skills
• Must have experience in using Cvent and Lanyon for RFPs
• Must possess advanced computer skills and know Microsoft Suite products – Word, Teams, PowerPoint, Outlook.
• Preferably understand SynXis (CRS), Maestro (PMS)
• Should have a good understanding of Revenue Management (Duetto)
• Must have a working knowledge of types of room set-ups, capacities, relation to the type of event, etc.
• Must have exceptional organizational and supervisory skills
• Must be able to lead a team of 4-6 people

Minimum Qualifications:

• Bachelor's degree
• A minimum of 5 years of hotel sales experience across the leisure, corporate, and group markets is required.
• Ability to work in a quality customer-centric sales environment, with solid customer relationship and leadership skills.

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