Director of Sales

Position:
Director of Sales & Marketing Date:
February 2019

Reports to:

General Manager

JOB SUMMARY

Responsible for total room, banquet, catering, and overall hotel revenue, yield strategies, implementation and accountable to market performance and meeting budget, forecast, and optimal business mix targets. Strategies to include, pricing, status, and direct sales. The development and solicitation of business from all markets to ensure the necessary advance bookings needed for a successful and profitable operation for the hotel.

CANDIDATE PROFILE

Experience

• At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 2 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.

• Supervisory experience required.

• Must have a valid driver’s license in the applicable states.

JOB ESSENTIALS

Item Example

People Foster a work environment where all team members have an opportunity to realize their full potential;
Shows genuine concern for the individual employee. Treats employees with tact, cooperation, helpfulness and empathy;
Consistently works to improve the performance of subordinates and to prepare them for future growth. Hold the sales and catering team accountable for booking and solicitation goals.

Training All team members must complete the required brand training as per brand requirements.

Communication / Follow Up In any hotel, communication is key. Team members must own any issues and have a solid plan in place for following up on guest requests as well as in house requests. Must communicate both verbally and in writing to provide clear direction to staff. Sales and catering agreements need to be accurate and price guidelines adhered to according to MAR rates, etc.

Sales Strategies Manage accounts to achieve guest satisfaction and to solicit past and new business to ensure all revenue goals are achieved or exceeded. Responsible for soliciting new group sales accounts, entertaining, and maintaining relationships with existing accounts to meet and exceed revenue goals in rooms, food, beverage, and room rental. All team members must be aware of the local area, their market and competition.

All sales and catering managers should have solicitation and booking goals and be aware of what they are. Document managers who are not consistently achieving goals.

Budget Preparation Schedule and coordinate the preparation and presentation of the annual operating budget. Coordinate all aspects of the capital expenditures budget according to guidelines.

Financial Objectives Keep management informed of sales and catering outlooks, need periods, etc. Accurate booking pace put in place. Business that is booked are profitable and analysis completed to ensure the business makes sense. Review market trends in order to attain growth in RevPAR.

Safety Ensure you and the teams are certified in all applicable state and required safety certifications (CPR, etc). In addition, ensure everyone is trained on Emergency procedures, where to find the emergency manual, where to find various shut off valves, fire panel, etc.

Other

• Prepare, implement and compile data for the strategic sales plan, monthly reports, annual goals, sales budget, forecasts and other reports as directed/required.

• Attend weekly revenue management call and participate.

• Ensure pre-payment / all payment is received per policy. Social events in advance, tax exempt certificates received, proper credit applications filled out and approved in advance if applicable.

• Able to effectively deal with internal and external customers, some of whom will require high level of patience, tact and diplomacy to defuse anger and collect accurate information and resolve conflicts.

• Able to observe and detect signs of emergency situations. Able to remain calm and alert, during emergency situations and/or heavy hotel activity, serving as a role model for clerks and other associates.

• Direct the solicitation efforts of the sales staff through effective oral and written communication while overseeing rate, date and space commitments for group room sales within the hotel.

• Ensure training programs are…