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Director of Sales

1 month ago

Alpharetta, United States AMS Franchise Solutions Full time

DIRECTOR OF SALES


Direct and Aggressive Sales Effort


  • Exceed assigned sales goals
  • Complete weekly sales calls (40 minimum)Guidelines:10 Outside 3 Sites & Lunches

    20 Prospect 7 Thank you/follow up

    Minimum of 20 new contacts per week to be made per person via either outside calls or phone prospecting (include new contacts made at existing accounts)

    • Maintain a strong backyard sales presence in your market. Know what businesses are present in a 5 mile radius.
    • Complete/ Implement quarterly action steps that are SMART (Specific, Measurable, Accountable, Realistic, Timely)
    • Use Creativity with proposals, contracts and site inspections
    • Show a Sense of urgency to Steal business from competitors know your competitor’s top 5 accounts as well as they do
    • Return phone calls and respond to leads in a timely manner
    • Fully qualify all accounts (use the Qualification Snapshot)
    • Be aware of new businesses coming into the markets; monitor this through reading the local newspapers, business journal, trade publications, internet resources, and driving your local market
    • Aggressively solicit new business. Be proactive
    • Handle Walk Ins at the property in a professional timely manner
    • Mingle with guests in the breakfast room daily are there more travelers in town for the same reason they are staying somewhere else


      Knowledge/Communication


      • Build strong relationships with your General Manager and staff at the property
      • Actively participate in the Adopt a hotel program. Be familiar with competitor hotels and selling strategies. Recognize what opportunities exist to Steal Business from competitors. Be aware of issues that make competitors’ accounts vulnerable (Rates, Service, Product)
      • Complete/update account action plans for top 25 accounts with the greatest revenue potential
      • Work with corporate hotel team members refer leads and use as an extension of your sales team to deliver proposals/contracts and make a personal call on your behalf when needed. Refer leads to RSM as necessary
      • Complete an Account Snapshot on every account that you currently own or are pursuing
      • Accurately communicate details on accounts to the operating departments as needed
      • Understand the hotel’s operations, including room types, meeting capacities, services, features and benefits
      • Review monthly Hotelligence reports & create action plan to capture 5 new account opportunities
      • Communicate with GM to ensure that all pricing is appropriate & keep apprised of department activities
      • Delegate tasks to GM to ensure completion of weekly tasks
      • Coordinate meeting room details as needed


        Sales Administration/Time Management


        • Plan your week submit weekly schedule to General Manager by each Friday at
        • Attend scheduled meetings
        • Observe prime selling time (-12noon & daily)
          • Complete weekly call report/phone logs
          • Exceed assigned sales goals
          • Delegate activities with General Manager
          • Develop skills of Sales manager through on the job training and delegation of tasks
          • Submit productivity information in a timely manner to General manager
          • Become proficient with all computer systems and all reporting functions
          • Perform any and all duties not specifically outlined above that are an inherent part of the position. Perform and execute any requests made by corporate or supervisor in a cooperative and expeditious manner