Director of Sales

Position: Director of Sales and Marketing and/or Director of Sales

Reports To: General Manager and Vice President of Marketing

Purpose of the Position:

Administers, directs and controls the sales and marketing department to maximize sales revenue for the hotel. Through independent sales efforts, this position affects business operations and profitability. Has discretionary ability to manage rates, product lines, and commits operational hotel departments.

• Develop pricing and market strategies with the General Manager and Revenue Manager, constant monitoring of competition and marketplace in general; must be prepared and able to react under fluctuating market conditions.
• Prepare and execute annual marketing plan, promotion and advertising plans covering sales, food and beverage events, hotel promotions, media relations as well as participating in multiple property campaigns.
• Design plans and materials for promotions and public relations.
• Meet or exceed pre-determined booking goals for guest room revenue; meet or exceed budgeted costs and revenue on a monthly average with the liberty to negotiate as needed on individual functions within established guidelines yet maintaining the overall revenue goals.
• Responsible for prompt handling (within the business day) of inquiry calls and monitoring the efficient flow of paperwork relative to confirming function details to the client.
• Compiles lists of prospective clients for use as sales leads based on information from newspapers, business directories and other sources.
• Solicit new and repeat guest room and meeting business. Maintain client base of key accounts and conventions. Determine the guest’s needs, space availability, and meeting details.
• Make outside sales calls and telemarket to obtain business. Also utilize site inspections and on-site luncheons to book business.
• Monitor pricing, service levels, facilities and function activities at competitive facilities to ensure the Hotel remains in a competitive position.
• Evaluate a potential piece of business for profitability and overall benefit to the Hotel.
• Have acquired knowledge with the ability to upsell clients, while promoting a level of service parallel to the luxury stature of the facility.
• Complete coordination of the Sales group functions; accurate and timely preparation of detailed Sales Contracts and Group Resumes as necessary to ensure a common quality understanding of what the client is to receive in terms of products and services. Review function contracts prior to distribution to client and hotel staff.
• Follows up on the progress of groups booked, such as room night pick up, rooming lists, cut off dates,
• Follow up on bookings and solicit repeat business.
• Represent hotel in community affairs and industry related events.
• Prepares periodic sales reports.
• Prepare weekly activity report to include all financial booking performance and personal call reports for active solicitation performed.

• Hold a dailypre-shift meeting with staff prior to starting the day reporting to stations.
• Be prepared for each daily activity and review any variations with management and staff.
• Work shifts are covered with adequate staff, ensure correct staffing during peak periods and high occupancy.
• Communicate daily with department managers and MOD to assure consistency and pass on pertinent information.
• Consistently monitor the performance of associates on an on-going basis and provide feedback. Reward, discipline and document associate performance and provide timely counseling. Address associate complaints and resolve problems.
• Supervise the staff and handle any associate situation.
• Select qualified, goal and service oriented individuals and develop these individuals with…