Dual Director of Sales - Hampton Inn & Homewood Suites Lancaster

Job Description

Job Description

Are you the One?

If you have 3+ years of hotel sales experience, a proven track record of meeting or exceeding sales goals, and a passion for building relationships and closing business, this may be the opportunity for you. This role is designed for a high-energy go-getter who thrives on prospecting, networking, and driving market share for a single property.

Key Responsibilities

• Prospect, solicit, negotiate, close and contract Corporate and Group business to earn loyalty from key clients and travelers to drive base revenue.
• Work with Corporate Sales, Corporate Revenue and General Manager of hotel to meet and exceed monthly and annual budget targets for Occupancy, ADR, and RevPAR
• Proactively prospect business and revenue opportunities via phone and email solicitation, as well as setting up appointments and site visits
• Conduct weekly and monthly outside sales calls to target local business account opportunities
• Create and send out proposals and contracts
• Log all sales activity into Delphi and meet and exceed weekly sales activity quota
• Relationship build with city contacts and organizations and attend monthly and quarterly events pertinent to your hotel
• Build and maintain all existing client relationships
• Work with Global and National brand representatives to prospect, saturate and build hotel awareness
• Respond to all RFP solicitations, RFP renegotiations and submit Compelling Business cases
• Conduct annual RFP re-submissions and renew annual contracts
• Proactively mentor and train front desk and respective hotel team members on sales related job duties
• Utilize PMS and Brand reporting to drive sales prospecting and saturation efforts
• Attend weekly Sales Accountability calls with Corporate Sales
• Attend weekly hotel Revenue calls (internal and external) to provide Corporate and Group updates
• Adhere to operational sales such as maintenance of group blocks, overview of reservation coding, as well as working with brands to set up rate codes and uploads of GDS
• Follow all Greens Sales policy and procedure as outlined within the Greens Knowledgebase

The ideal candidate will have:

• Highly developed written and verbal communication skills to effectively negotiate, persuade, influence, and sell.
• Maintain a proactive weekly schedule of outside sales calls, site tours, and client meetings.
• Brand experience (Marriott, Hilton, IHG, etc.)
• Sales system experience (Delphi, Salespro/Salesforce, Amadeus, STS, etc.)
• STAR understanding and can speak to weekly and monthly trends of hotel
• Reliable transportation
• Ability to travel locally to client appointments and events
• Ability to travel to Irvine corporate office as needed as well as to quarterly Greens Sales meetings
• Ability to effectively communicate and train team on sales policy and procedure
• Excellent time management skills
• Manage a pipeline and provide accurate weekly sales activity reports to leadership.
• Be a champion of the property management and sales systems used at each hotel.
• Participate in weekly leadership meetings and individual follow-ups as needed.
• Understand the Chart of Accounts in order to code invoices for sales-related expenses.
• Inform General Managers of any unique market opportunities or significant developments.
• Be willing and able to work a flexible schedule, including occasional evenings and weekends.
• Maintain a professional appearance and demeanor at all times.

What are we looking for?

To fulfill this role successfully, you must possess the following minimum qualifications:

• Effective communication and negotiation skills
• Self-motivated and results-driven mindset
• Strong networking and relationship-building abilities
• Well-groomed and professional appearance
• Organized, competitive, and driven to win
• Experience with Delphi, OnQ, PEP, CI/TY, or similar hotel systems is a plus
• Ability to travel locally for client meetings and networking events
• Hospitality brand experience preferred

Performance Standards

• Performance is measured by RevPAR index (RGI/MPI/ARI), occupancy and ADR growth, total revenue contribution across both properties, account retention and new business acquisition, lead response time, and weekly sales activity reporting.