Director of Sales

The Director of Sales is primarily responsible for leading & driving top line revenue strategy for traditional sales related segments to include group & catering. The individual is additionally responsible for staying ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales teams (rooms & catering) to ensure budgeted revenues are met or exceeded.

The Director of Sales is also responsible for developing and implementing a sales plan designed to achieve the desired positioning for the hotel, as well as managing the sales and travel budget that supports revenue attainment.

Grand Performers may enjoy a range of benefits, including:

• Marriott Employee Discounts Worldwide
• Competitive Wage & Discretionary Bonus Program
• Medical, Dental, Vision Insurance
• Company-Sponsored Life Insurance
• Short & Long-Term Disability Insurance
• Tuition Reimbursement Program
• 401(K) with Discretionary Company Matching Contributions
• Employee Assistance Program

The Director of Sales is responsible for leading the Sales and Catering team to optimize revenue opportunities for the property.

• Responsible for booking & driving top line revenue for traditional sales segments to include group & catering.
• Assesses & reacts to market trends, market share & the competitive hotel environment.
• Develop and implement a sales plan designed to achieve the desired positioning of the hotel, as well as manage the sales & travel budget that supports all initiatives.
• Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization.
• Provide training and development opportunities for the team, ensuring a focus on skill-building and professional growth beyond daily leadership and direction.
• Fluent in reading/assimilating/using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of traditional hotel reporting.
• Ability to understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance.
• Participate actively in Revenue Management meetings, offering recommendations and insights based on market trends, client intelligence, and competitive analysis.
• Conduct comprehensive competitive set reviews, SWOT analysis & keep tabs on new supply.
• Conduct monthly executive reporting, including comprehensive P&L review and preparation of executive summaries.
• Understand GEO source & ability to develop a plan to penetrate the primary markets.
• Develop/implement key segment strategy & managing key accounts (both existing & target).
• Design effective sales deployment schemes & market assignments.
• Partner closely with the Marketing team to develop and execute advertising initiatives, promotional campaigns, and other demand-generating activities.
• Develop sales goals designed to achieve budget & market share targets.
• Maintain and improve forecast accuracy, recognizing its critical impact on operational planning and financial performance.
• Manage group pace measurement and set sales production goals.
• Manage sales activity & travel schedule.

• Bachelor’s degree preferred
• At least 3 years’ experience as a sales leader, with prior hotel sales experience
• Experience dealing with/communicating with ownership groups and asset management
• Proficient in managing/using sales automation (CI/TY) & PMS systems
• Experience working collaboratively with revenue management and marketing
• Well-rounded knowledge of all market segments and channel sources, as well as ability to develop a strategic plan for each
• Excellent communication and presentation skills
• Strong interpersonal skills and ability to work in a team environment
• Ability to direct, lead, train, motivate & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude
• Must be proficient in MS Office including Word, Excel, and Power Point
• Must be able to multitask and prioritize departmental functions to meet deadlines

The physical demands described herein are representative of those that must be met by an incumbent to successfully…