Director of Sales

Additional Information: This hotel is owned and operated by an independent franchisee, Highgate Holdings . The franchisee is a separate company and a separate employer from Marriott International, Inc.  The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment.  If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

Job Summary:

The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace.

Job Qualifications:

• Supervise, administer and ensure timely completion of all activities of the Sales Department.

• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.

• Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.

• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.

• Operate the Sales Department within established sales expense budget.

• Participate in required M.O.D. and Saturday office coverage as schedule

• Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement.

• Coordinate group, transient and catering bookings to maximize profits.

• Initiate and follow up on leads.

• Maintain and participate in an active sales solicitation program.

• Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories.

• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.

• Administer training in the Sales and Catering departments, according to Highgate Hotel standards.

• Assist in the preparation of required reports in a timely manner.

• Conduct weekly sales meetings according to Highgate Hotel standards.

• Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.

• Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager.

• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.

• Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP’s.

• Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOP’s.

• Review meeting planner evaluations as received to ensure that any problems are rectified.

• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.

• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.

• Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.

• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.

• Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA’s) and in the Sales budget, including preplanning, setting appointments and executing sales calls.

• Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP’s. Ensure that Sales Managers can explain the importance and components of the report.

• Coordinate preparation of the annual revenue budget.

• Coordinate preparation of the annual Marketing Plan.

• Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.

• Meet and greet onsite contacts.

• Develop networking opportunities through active participation in community and professional associations activities.

Comprehensive medical, dental, and vision insurance; Company-paid life insurance; Short-term and long-term disability coverage; 401(k) retirement plan with company match; Paid time off, paid holidays, and wellness benefits; Employee hotel discounts at Marriott, Highgate, and Kessler Hospitality properties; Professional development and career growth opportunities within Highgate and Kessler Hospitality; Employee Assistance Program (EAP); Tuition reimbursement and learning opportunities (where applicable)

Annual Salary + Quarterly Bonus Incentive

This company is an equal opportunity employer.

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The Autograph Collection is a growing collection of four and five-star independent hotels, each offering unique and memorable experiences. Each hotel is thoughtfully chosen for its quality, originality, bold character, and ability to offer today’s traveler a range of unique experiences suited to their individual sense of style and adventure. All Autograph Collection hotels look to attract The Individualist, the brand's target consumer. The Individualist is someone who uses travel as an opportunity to add to their personal narrative – in essence they are hand selecting our hotels whether for personal or corporate travel because it is much more than simply a place to rest. In joining Autograph Collection, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.