Director of Sales

Scope of Position

The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s), and the Sales Administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. Responsible for growing existing accounts and generating new business to ensure that Rooms, Banquets, and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

• Approach all encounters with guests and team members in a friendly, service-oriented manner.
• Regular attendance is required in compliance with Desert Hospitality Management (DHM) standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which includes appropriate dress and nametag when working.
• Comply at all times with DHM standards and regulations to encourage safe and efficient hotel operations.
• Must, at all times, be attentive, friendly, helpful, and courteous to all guests, managers, and other team members.
• Direct the activities of the hotel sales team, providing leadership and motivation necessary to implement effective sales and marketing strategies and to maximize the generation of hotel sales/revenues.
• Develop and maintain relationships with key clients in order to produce group and/or convention business, to include room sales, food & beverage sales, catering/banquet services.
• Develop and manage the departmental budget and monitor sales activities/performance to ensure actual sales meet or exceed established revenue plan and to accurately report variances/projections.
• Direct the scheduling of conventions and group activities in the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
• Develop hotel-level tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs.
• Develop and maintain good relationships with officials and representatives of local community groups and companies and attend out-of-town conventions to generate convention and group business.
• Assist General Manager in the development and update of the hotel-level business plan to include input on sales goals and plans that support the overall business and sales strategies of the company. Maintain an effective business plan.
• Develop the revenue portion of the budget.
• Recruit, hire, train, and provide career development for all sales personnel; conduct performance evaluations and provide feedback to employees using company hiring standards and guidelines.
• Operate the Sales Department within established sales expense budget
• Coordinate group, transient and catering bookings to maximize profits.
• Monitor production of all top accounts and evaluate trends within the market.
• Ensure Sales Team is held accountable for those accounts within their respective territories.
• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
• Assist in the preparation of required reports in a timely manner.
• Conduct weekly sales meetings according to Desert Hospitality Management standards.
• Is familiar with all Desert Hospitality Management Sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
• Use property’s computerized sales management system to manage the hotel’s business, including…