Director of Sales

Director of Sales

Holiday Inn Express Gatlinburg (LHP GAT1) - Gatlinburg, TN 37738

Position Type Full Time Category Hospitality - Hotel

Company Overview:
We have built our company one person at a time. We understand that our team members are the key to our success. Our superior results begin by hiring and training good people and continue by supporting and retaining them. We build cohesive teams and promote opportunities for growth, development and leadership.

Summary:

Director of Sales will lead the hotel's sales department. This position will report to the General Manager and work closely with the hotel's department heads.

Essential Duties and Responsibilities:

• Self-starting personality with an even disposition to effectively communicate with guests, colleagues and community.
• Be familiar with and adhere to Legacy Ventures Service standards as outlined in the Blueprint and other policies / rules of conduct, to include personal appearance / grooming, attendance and safe / efficient operations.

Planning (Approximately 20% of time)

• Assist in the production of annual business and marketing plans as well as revenue and sales department expense budgets.
• Develop and execute strategic and promotional plans to drive sales and catering revenues to reach/exceed annual goals. Plans include strategic initiatives, competitive analysis, insights on new areas of opportunity, staffing, partnerships, evaluation of rates and need periods, etc.
• Establish both annual and monthly sales objectives in coordination with the Company's business plan.
• Develop sales action plans; continuously monitor performance to plan and make effective adjustments in order to meet and exceed targets.
• Keep up-to-date with industry knowledge as well as the competitive positioning of the hotel and fully integrate into local CVBs to capitalize business that comes into the local market.
• Develop forecasts and budgets in accordance with prescribed schedule and Company standards that maximize revenues through the most effective mix of business.
• Monitor and influence revenue channels to ensure the proper market segmentation and rate/occupancy and catering rooms-to-space and free sell strategies are in place to reach/exceed revenue goals.

Leading / Managing / Follow-up (Approximately 20% of time)

• Perform as the driver of all revenue and ensure quarterly and annual revenue goals are achieved.
• Coordinate with front office team to assist with an "everybody sells" culture, obtain leads, recognize key accounts and frequent travelers.
• Monitor, respond to and/or direct sales leads as appropriate.
• Maintain efficient sales office procedures for productive use of time and ensure the maintenance of accurate and updated account files and follow-up procedures and to ensure the hotel is easy for clients to do business with.
• Manage customer contracts to ensure that all contracts are executed according to Company standards, ensuring that standard contract language remains intact and contracts are executed appropriately to protect Company interests.
• Ensure that billing, credit procedures and audit guidelines are followed.
• Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company's strategic goals.
• Lead, train and mentor sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations.
• Provide motivation, support, encouragement, and direction to all members of the sales department. Hold sales team accountable to results and celebrate successes.

Selling (Approximately 60% of time)

• Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales and presentations to potential clients in keeping with assigned market segment. Resolicit and retain existing business by maintaining good client relationships and ensuring the hotel provides best-in-class meetings experiences. Leverage reader board and agency subscriptions to identify opportunities.
• Build/generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to: conventions,…