Director of Sales

Position Summary:

Creates environment and culture of leaders with dynamic selling skills and a sense of customer urgency that meets the financial needs of the organization and surpasses the customer expectations. Directs the day-to-day Sales Department to achieve the property mission and goals. Actively defines, refines, and continuously improves processes, systems, and performances to foster an environment of leadership, innovation, education, and growth of each individual team member.

Primary Responsibilities/Essential Functions:

1. Provides guidance and direction to ensure overall departmental success. Manages subordinate sales staff. Responsible for the overall direction, coordination, and evaluation of Sales Department. Carries out supervisory responsibilities in accordance with the organizations policies and applicable laws. Responsibilities include interviewing, hiring, and training team members; planning, assigning, and directing work; appraising performance; rewarding and disciplining team members; addressing complaints and resolving problems. Responsible for planning department goals and directing team members to achieve results.

2. Actively solicits new business opportunities through prospecting new customers and using network channels to open doors to new customers. Seeks methods to penetrate key business activities within the marketplace and finds profitable ways to bring this business to the hotel. Researches information on market and trends and the clients supporting those markets locally. Develops and implements individual and department sales plan to successfully identify and close new/additional business. Participates in community and industry events to market the property.

3. Develops strategies for forecasting and analyzing sales needs and developing effective product responses, delivery systems and methods for measuring and evaluating results. Develops, implements and evaluates short and long-term tactics and programs focused on customer and market needs/conditions to ensure the achievement of revenue goals. Ensures accurate and current related sales/marketing data is readily available to support and document decision-making processes.

4. Plans, manages and evaluates all financial aspects of the sales efforts throughout the property to ensure cost effectiveness and optimal utilization of resources. Supports all staffs direct sales efforts including sales trips, off property functions and customer entertainment.

5. Participates in the hiring process by interviewing potential team members and selecting those that best meet staffing needs. Participates in management training. Follows all Human Resources policies. Ensures staff receives any required training or attends mandatory meetings.

6. Prepares annual budget. Achieves budgeted revenues, controls expenses and maximizes profitability within assigned areas. Utilizes corporate approved computer programs to analyze forecasts, cost and revenue reports. Makes decisions and takes action based on that information to maximize profitability.

7. Ensures guests receive outstanding, consistent, exceptional service by working with other departments to communicate guest expectations and ensure expectations are met or exceeded. Seeks opportunities to improve satisfaction and immediately handles any guest concerns or complaints.

8. Reporting to work as scheduled (on time and on regular basis) is an essential function of the job.

Other Responsibilities/Supportive Functions:

1. Makes merit decisions within budget or established guidelines. Determines promotions or reclassifications within company policy.

2. Approves leave and time away from work within company policy.

3. Responds to guest inquiries and coordinates special arrangements and requests.

4. Resolves guest complaints within scope of authority, otherwise refers the matter to upper management. Notifies supervisor and/or Security of all unusual events or circumstances.

Qualifications (relevant experience, education and training):

1. High school diploma or general education degree (GED), or equivalent combination of education and experience. Bachelors degree in Hospitality Management desired.

2. Five or more years of related and progressive sales experience in similar organization. Two years as a supervisor/manager in similar setting desired.

3. Possess solid knowledge of hotel service standards, guest relations and etiquette. Ability and experience in successfully leading and coordinating staff in a high volume, time sensitive environment. Requires ability to lead others in the department by mentoring and providing training that results in staff that meets/exceeds guest expectations and provides a high level of guest satisfaction.

4. Ability to develop and maintain effective sale processes designed to attain maximum revenue while ensuring adherence to established operating criteria.

5. Completes all required training as scheduled.

6. Strong knowledge of sales techniques with strong skills and ability to negotiate and close sales.

7. Requires ability to determine needs of customers and persuasively present sales options through verbal face-to-face and telephone interactions. Must be able to create and effectively provide sales presentations and materials to potential customers. Contacts sometimes contain confidential/sensitive information so requires ability to use discretion. Must demonstrate positive attitude and professional demeanor. Requires strong communication and interpersonal skills and commitment to a high level of guest satisfaction.

8. Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Must be able to solve problems and remain calm and alert if dealing with difficult guest, during busy activity periods or in an emergency situation.

9. Requires working knowledge of MS Office applications and ability to learn and use telephone and computer systems used at the hotel.

10. Strong attention to detail and the ability to handle multiple tasks. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.

11. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, team members, guests and the general public. Must be able to speak, read, write and understand English to communicate with management, team members and guests.

12. Due to the cyclical nature of the hospitality industry, team members may be required to work varying schedules to reflect the business needs of the hotel. Work schedules will include working on holidays, weekends and alternate shifts. Position requires working from property location.

13. Must maintain a clean appearance and professional demeanor.

Special Skills & Abilities/Mental and Physical Demands:

While performing the duties of the job the team member regularly sits for sustained periods of time and stands and walks occasionally when working with potential customers to present information and tour the property.The team member occasionally grasps objects such as presentation materials.The team member occasionally reaches by extending hand(s) and arm(s) in any direction while performing essential functions of the job.The team member frequently talks when communicating with current or potential clients and staff. The team member frequently needs to hear voices while interacting with potential customers, guests and staff. Many aromas and smells are present in the dining areas.Exerts up to 20 pounds of force occasionally, and/or up to 10 pounds of force constantly to move objects such as sales materials.The team member is required to have close visual acuity to operate a computer.The team member is required to have visual acuity to determine the accuracy, neatness, and thoroughness of the sales materials and contracts. The team member is primarily subject to environmental conditions found working inside. The team member is occasionally subject to loud noise (or music) when working in or around the property. The team member is occasionally subject to atmospheric condition such as fumes, odors, or dusts.