Director of Sales

Job Description

Job Description

Who we are :

We love what we do, and what we do is important! We believe that everyone should leave feeling better - this means not just our guests, but also our teammates. Everyone should go home feeling better because they learned something new or had fun working that day. Therefore, we hire unique individuals who work together to create amazing experiences for our guests. We recognize that every member of the team contributes to the success of the whole hotel. No one is more important than anyone else, and unless we are in it together, we can't create that special experience for our guests.

Your mission:

Should you decide to accept it...

The Director of Sales is the visionary for the rainmakers. Through the usual functions they lead direct sales solicitation, book the most profitable business and exude excellent communication and leadership skills. This is a tall order- we need a vibrant, creative, and passionate individual for the development of business to set the hotel up for success.

Cool under pressure and specializing in problem solving, the Director of Sales is a titan of the industry involved in networking organizations and a proud representative of Virgin Hotels. Through their untouched relationships they have a pulse on supply, demand and market fluctuations. The hotel’s profitability is top priority as is creating a culture of passion, inclusiveness and teamwork.

The Nitty-Gritty:

What exactly you will be doing...

In helping you understand your role in working for a world class organization, the following is a list of your essential job responsibilities. Please keep in mind that this list is not all inclusive and that you may be asked to perform other job tasks by your manager not listed below in the constant quest to provide “out of this world” customer service experience for our guests:

• Supervise the Sales and Catering team. Motivate continuously and focus on education. Weekly Virgin Hotels’ educational sessions will be created and presented. The team is measured on performance and the Director of Sales is to guide and foster them to ensure revenue goals are being met.
• Oversee the team is booking the most profitable business (rate, date, space commitments) for guest rooms, event space and encompassing the proper mix of business at the hotel.
• Reporting is to be organized in conjunction with Director of Revenue Management. This includes annual and monthly forecast, sales & marketing annual plans and budget, STAR report and analysis. Lead team meetings, Marketing Committee meetings and co-facilitate REVMAX meetings (minutes taken for all). This is done to ensure the team is achieving budgeted revenues and goals and maximizing profitability.
• Sales plans by segment including target accounts will be prepared quarterly and continuously reviewed by the team. The Director of Sales is to ensure each strategy is being met and/or alternate creative solutions are prepared to increase occupancy and/or rate.
• Work closely with Catering on menu pricing, food and beverage minimums and event facility standards. Upselling encouraged and finding ways to drive measurable incremental occupancy/rates are vital.
• Coordinate ongoing research of the travel industry to detect market trends. Review monthly reports and sales forecasts to analyze current/potential market and sales trends, coordinate activities to increase revenue and market share and monitor performance to ensure actual sales meet or exceed established revenue plan. Ensure team has the information, data and tools to successfully carry out job duties.
• Encourage and oversee creation of client events, prospecting blitzes and targeted marketing campaigns to showcase the hotel. Attend trade shows and major market events locally and nationally to promote new business and increase sales and marketing opportunities for the hotel. Coordinate and encourage cross-selling to other Virgin Hotels and other Virgin brands.
• Lead local marketing efforts to highlight hotel services and amenities. Excel and educate in the Virgin Hotels’ tone of voice and style standards. Identify operational challenges that reduce the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department on solutions.
• Develop awareness and reputation of the hotel and the brand in the local community. Remember, you are a proud representative of Virgin Hotels and encompass the enthusiasm of the brand. Work closely with key business leaders, officials and representatives of local community (including convention & tourism bureau) to ensure constant high-profile exposure for the hotel.
• Manage team’s workflow through Delphi system. Communicate with Director of Revenue Management and General Manager to ensure pricing is appropriate and adjust selling strategies as needed.

What qualities are we looking for?

You’ve got skills? If you can perform the following, then you have come to the right place...

• Great team player with the ability to create excellent working relationships across the group. Collaborative approach with all departments, particularly food & beverage and of course, the sales & marketing and events team.
• Ability to break down barriers and resolving potential conflicts swiftly and effortlessly
• Strong communication and presentation skills to all levels of management
• Creativity and innovation are essential!
• Ability to think outside the box and approach all issues with a completely fresh approach
• Ability to anticipate needs and over deliver wherever possible
• Candidates must think on their feet and use their initiative to solve problems and deliver solutions
• Excellent customer relations, communication, presentation and organization skills of utmost importance
• Comply with all safety and health department procedures, as well as, all state and federal liquor laws.
• Able to change direction and work on multiple project aspects at once
• Enthusiastic, passionate, able to enthuse and motivate others
• Leadership ability and behavior consistent with Virgin Hotels Core Values: Fun, innovative, original and personable, and striving to deliver high quality and brilliant customer service
• Local market expertise (5 years preferred) and existing key client relationships

Background must-have:

• Current, legal and unrestricted ability to work in the United States.
• Candidates must have previous hospitality experience. Hospitality could encompass; hotels, bars, restaurants, nightclubs, and other event spaces.
• Minimum 5 years of previous sales as well as supervisory experience.
• Ability to clearly and pleasantly communicate in English with clients, guests, vendors, teammates/management, in person, in writing and on the telephone.
• Proficient in MS Outlook, Word, Excel, and PowerPoint.