Job Description
Job DescriptionDirector of SalesPosition Summary
The Company operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting and ending times, and hours worked in a week.
The Director of Sales is responsible for maximizing the occupancy and the average daily rate of the hotel, while upholding excellent guest service and accommodations to all guests. This position will work closely with the hotel’s preferred accounts and group reservations. The Director of Sales manages the sales effort and supports the General Manager on operational issues. This position requires excellent communication skills, both written and verbal.
Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Develops and implements sales plans to accommodate corporate goals.
- Directs sales forecasting activities and sets performance goals accordingly.
- Reviews market analyses to determine customer needs, price schedules and discounted rates.
- Directs staffing, training and performance evaluations to develop and control sales program. Holds weekly meetings with sales staff to review quotas, goals and in coming groups/meetings.
- Directs promotional and marketing development and coordinates sales for targeted markets.
- Schedules all trade shows, missions and blitzes, assigning appropriate sales representative or self.
- Establishes sales territories, quotas and goals and assigns to sales representative.
- Supervises all advertising schedules and ad developments for all markets of property.
- Represents company at trade association meetings to promote hotel. Including attending trade shows and conventions.
- Delivers sales presentations to key clients in coordination with sales representative.
- Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
- Analyzes and controls expenditures of sales department to conform to budgetary requirements.
- Prepares periodic sales report showing sales volume, weekly sales reports, and market segment tracking report.
- Compiles lists of prospective customers for use as sales leads, based on information from ad inquires, trade shows, direct mail response, business and trade journals and other sources.
- In charge of all tour operator contracts. Responsible for developing, maintaining and growing this market segment for the hotel.
- Makes outbound lead follow up calls to potential and existing customers by telephone and in person to qualify leads and sell hotel services.
- Handles inbound sales lead calls to convert calls into sales.
- Formulates and implements plans for soliciting business.
- Consistent professional and positive attitude and actions when communicating with guests and associates.
- Ensure maintenance problems are promptly reported through proper channels.
- Comply with all company policies and procedures.
- Practice safe work habits and comply with sanitary, safety, security and emergency procedures.
- Write shift reports including reports on any incidents of theft, accidents or injuries when assigned.
- Attend department meetings as scheduled.
- Respond to guest requests, concerns and problems to ensure guest satisfaction.
- Report any incidents of guest dissatisfaction or other matters of significance to manager so that corrective measures may be taken.
- Any other tasks/duties as requested by management.
Qualifications
The Company may consider equivalent combination of acceptable education and experience providing the knowledge, skills and abilities cited below.
Education and Experience
- Four-year college degree in hospitality management, marketing, business, or related degree; or, equivalent experience.
- Five or more years of hotel sales related experience.
- Familiarity with hospitality industry practices preferred.
- Ability to travel locally and overnight.
Skills and Abilities
- Possess knowledge of hospitality, business and basic accounting principles and practices.
- Effective listening, verbal, written, negotiation and closing skills.
- Ability to assess customer needs, understand market dynamics and prepare presentations/proposals tailored for individual customers.
- Ability to meet/exceed expectations for prospecting calls, appointments, presentations, proposals and closes.
- Ability to achieve customer satisfaction.
- Strong professionalism, diplomacy, selling skills and work habits.
- Ability to remain positive, resourceful and improvise while working in a fast-paced environment, sometimes under pressure.
- Organizational skills that result in accurate, timely and thorough work.
- Ability to compile facts and figures, analyze information and arrive at logical conclusions and sound business decisions.
- Knowledge of and ability to operate a computer, calculator, phone and other office equipment.
- Familiarity with Microsoft Outlook, Excel, and Word.
- Attention to details, good organizational skills and efficient time management.
- Ability to follow an appropriate course of action based on policies and procedures.
- Ability to work in a fast paced environment, sometimes under pressure, while simultaneously handling competing and changing priorities.
- Ability to satisfy the legal requirements for employment within the jurisdiction.
Working Conditions & Physical Effort
Work is normally performed in an interior hotel environment. While performing job duties, the associate speaks, listens, completes documents, processes requests and operates office equipment such as a telephone, calculator, computer, copier and fax. Physical requirements include extended periods of standing and/or walking, bending, reaching, pulling, pushing, kneeling, and lifting up to 50 pounds. The job requires close vision with or without corrective lenses. This position may be required to operate a motor vehicle.