Complex Assistant Director of Sales

Description

TITLE: Complex Assistant Director of Sales

DEPARTMENT: Sales

REPORTS TO: Complex Executive Director of Sales & Marketing

Overall responsibility for total revenue and yield strategies, implementation and results including group rooms, group food and beverage, meeting room rental, local catering, outlet, and other revenues. Strategies will include market mix, pricing, status, direct sales, marketing, and acquisition status and results. Maximize profitability for the hotel and provide outstanding quality service for the customers. Accountable to market performance and potential performance as well as budget, forecast, and target goals.

Core Responsibilities

• Lead the revenue process as defined by the EDOS assuring that the property is taking the "right mix" of business to maximize the high demand periods and lay in the base required for the distressed periods.
• Monitor revenue pace of Sales and Marketing and lead the team in meeting and exceeding budgeted revenues.
• Work cooperatively between PR and Marketing to establish strategic goals for attaining budgets.
• Direct, organize and supervise departmental activities including, but not limited to, prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts and oral presentations.
• Direct and develop team members’ performance by providing supervision and professional development, scheduling, coaching and counseling, timely evaluations, improving performance, and delivering recognition and reward.
• Assist in compiling sales forecasts and budgets, collect and report sales data and manage the department budget.
• Develop target lists and action plans for account solicitation; assist in assignment and distribution of leads and inquiries.
• Conduct tours of the property to meeting planners and other potential customers while informing of all hotel services available; entertain customers on the property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of site tours in advance.
• Direct maintenance of sales files, accounts, and additional administrative duties.
• Develop and maintain relationships with competitive sets and actively participate in community organizations and professional associations to maintain visibility and market share.
• Excellent knowledge of the hotel's surroundings including the history, culture, and points of interest.
• Qualify incoming leads, send proposals, contracts, and addendums when needed to negotiate group business using marketing and sales resources.
• Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
• Follow up on outstanding proposals and contracts to effectively close business.
• Monthly review and support to team members in creating and achieving quarterly sales goals.
• Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets.
• Analyze historical, current, and future hotel performance to capture the maximum amount of revenue and meet/exceed his/her individual sales goals and sales budget.
• Manage account details so all pertinent aspects of solicitation and closing are complete and documented in the required sales and catering system.
• Competently utilizes the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution.
• Maintain accurate, organized, and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.).
• The complete business evaluation process to maximize revenues for rooms…