Director of Sales

Director Of Sales The Delta Hotel by Marriott Seattle Everett is seeking an onsite Sales & Catering Director. Do you love the feeling of making a sale and seeing it through?  Would you enjoy working in a fast-paced environment uncovering new business, maintaining existing business, responding to RFP’s, and detailing?  Are you well organized and comfortable selling and detailing groups and events?  Do you have experience in hotel systems like Opera or CI/TY or similar?   If you answered yes to those questions and if you are committed to excellence in hospitality, then we want you to join our team The Onsite Sales & Catering Director builds and maintains strong, relevant, relationships with deployed existing and target business, and is responsible for the coordination and planning for a successful experience, directly with clients, once booked, and detailing group and event space needs for existing Bookings made by others. This role is responsible for executing sales strategies and tactics to actively and personally solicit and procure new and existing business as deployed. About Us At Hollander Hospitality, we align our people with their passion, providing award-winning service and memorable experiences. From the ground up, we build & renovate, own & operate, while recognizing that our team is our foundation and greatest asset. We are exceptional partners to one another, our guests, and our communities. We look for people who excel in their roles and are committed to delivering excellent experiences for guests. Proven through multiple awards from our partnering brands for outstanding guest service and meetings excellence, we deliver the best to our guests by creating a sense of belonging, empowerment, and support for our team members, coupled with their dedication, innovative spirit, and raw talent.   Status

• Full-time

Schedule

• Primarily weekdays; occasional travel, evenings, weekends.

Rate Of Pay

• $85K - $97k base salary annually
• Eligibility for company bonus program

Benefits And Perks

• Paid Time Off (PTO) accrued at a rate of 0.069231 for every hour worked. 8 paid holidays included in PTO annual accrual rate 
• Paycheck Advancement Program
• Supplemental Insurance
• Hotel Travel Discounts
• Employee Assistance Programs

For eligible employees:

• Insurance - Medical, Dental, Vision, Life and AD&D
• 401(k) Plan with Employer Match
• Employee Meals
• Employee Parking

The Sales & Catering Director leads and executes property and local sales & catering responsibilities, and builds & maintains strong, relevant, relationships with deployed existing and target accounts on behalf of the hotel. This role is responsible for ensuring client requirements are met. This role regularly sells hotel rooms, meeting rooms and food and beverage through direct client contact. including securing new local accounts, maintaining existing accounts, and executing sales and marketing strategies to maximize the profitability of the hotel while ensuring client satisfaction, a positive team environment and positively influencing the reputation Hollander Hospitality and the Hotel brand. Relationships

• Seeks out, develops and nurtures strategic internal and external relationships to increase revenues, service levels, and hotel awareness.
• Maintains excellent lines of communication with team members and clients to create clear expectations and robust relationships that increase morale, service levels, and trust. 
• Promotes teamwork and quality service through daily communication and coordination with other departments.
• Oversees onsite sales department staff to attract, retain and motivate employees through hiring, training and developing, empowering, coaching and counseling, conducting performance and salary reviews, resolving problems, providing open communication vehicles, and disciplining and terminating employees as appropriate. 
• Partners with Department Managers and General Manager to ensure proper staffing levels based on guest & attendee volume.
• Financial Returns & Responsible Business
• Completes forecasts, plans, and productivity reports for management.
• Participates in the preparation of the departmental operating budget and financial plans. Monitors budget and upsells products and services while minimizing waste to increase revenue.
• guest room, function space, food & beverage pricing, and hotel services within approved departmental booking guidelines.

Lead Generation

• Creates and maintains effective property sales programs to support funneling new leads, maximizing current accounts and targeting new accounts with potential.
• Continuously pursues and regularly re-evaluates prospecting targets based on results, the market, and established goals; maintains a strategic ranking of targets by priority and maximizing opportunity and closing potential.
• Attends appropriate networking events, leveraging participation to maximize lead-generation.

Solution Selling 

• Maintains knowledge of market trends and competition to create relevant selling strategies for current conditions.
• Evaluates and meets client needs, clarifying the decision-making process, and presenting tailored value propositions, maintaining appropriate follow-up.
• Follows-up on all business opportunities, making initial contact within two business hours.
• Works with onsite and home office partners to increase sales

Negotiating

• Guides the negotiation process, identifying and leveraging optimal solutions in negotiations and implementing creative and effective sales solutions.
• Detailing
• Creates and provides best practices for sales, convention services, and Food and Beverage departments for meetings. 
• Maintains consistent effectiveness, accuracy and timeliness with information communicated to others, including calculations, estimates, contracts, BEO’s, group resumes, and other documents or communication sent to clients, partners and/or team members. 
• Follows established hotel and company-wide policies and methods, including logging details, activities, and sharing information.

Support 

• Provides sales, catering, marketing, conference services, administrative support, and operational services as necessary.
• Directs and personally performs, as necessary, day–to-day sales and conference/convention services activities; plans and assigns work and establishes performance and development goals for team members. Provides mentoring, coaching and regular feedback to help manage conflict and improve team member performance.
• Educates and trains team members in compliance with hotel, company, and brand, service behaviors and standards, as well as governmental regulations.
• Ensures staff has the tools, training and equipment to carry out job duties. 
• Manages and maintains onsite sales and catering processes.

Qualifications Experience & Education

• Minimum of three years’ experience conducting sales and negotiations. 
• Experience in local business transient sales, group sales, and catering sales preferred. Driver’s License & Insurance 
• Must have valid state driver’s license at time of hire.
• Must maintain vehicle insurance coverage as required by Hollander Hospitality. Knowledge
•  Strong business travel and group rooms experience (revenue management experience a plus). 
• Effective sales & negotiation acumen. 
• Modern hospitality-sales strategies including conducting evaluating & meeting customer needs, effective site tours, generating leads independently, saturating accounts, intermediaries and brand partners, maximizing systems & resources to drive results, and implementing effective objection handling solutions.
• Business evaluation techniques including and net-profit calculations arithmetic during negotiations.  Proficiency in Microsoft Outlook and Word, with basic skills in PowerPoint and Excel.
• Customer relationship management (CRM) software – CI/TY, preferred.
• Hotel property management system (PMS) software – Opera, preferred. 
• Hotel RFP software – CVENT, CI/TY, preferred.

Skills & Ability To

• Work onsite and perform duties from the property.
• Manage, train, coach, and lead onsite sales team members.
• Work well with National Account & Group Sales Managers.
• Solicit, book, and upsell banquet food & beverage.
• Detail all arrangements, suggesting menus, bar set up, room arrangements as per policy and procedure. Finalize details on Banquet Event Orders and publish BEOs for distribution to inform other departments of arrangements in writing which are necessary to assure success of the function. 
• Be present and provide operational support as necessary for groups and events. 
• Establish and maintain interpersonal relationships, developing constructive and cooperative working relationships with others, and maintaining them over time. 
• Prioritize efforts to support the directives and goals established by supervisor(s), hotels represented and Hollander Hospitality. 
• Effectively organize, plan, and prioritize work. 
• Actively and effectively participate in internal and external meetings.
• Make decisions and problem-solve, analyzing information and evaluating results to choose the best solution and solve problems. 
• Evaluate sponsorship opportunities, business travel, tradeshows and other similar events.  Resolve customer complaints or problems. 
• Control expenses and expenditures, following established approval processes. 
• Consistently meet individual goals and contribute adequately towards team goals.
• Think creatively, developing new approaches, ideas, relationships, and/or systems to increase lead generation and grow business.
• Consistently support the culture expectations of Hollander Hospitality and the hotel(s) represented. 
• Represent Hollander Hospitality with the highest level of integrity and professionalism.
• Communicate effectively, both orally and in writing, including development and delivery of persuasive sales presentations. 
• Maintain open communication with all co-workers to support a positive work environment and the best possible customer experience.
• Anticipate the needs of others.
• Create and contribute to a sense of fun and belonging for others. 
• Exhibit excellent time-management and prioritization. 
• Deliver outstanding, personalized guest experiences.
• Meet attendance requirements and deadlines with dependability and consistency

Physical Requirements Light Work The ability to exert up to 20 pounds of force frequently and/or a negligible amount of force constantly to move objects. This work requires the ability to sit for long periods of time, move around the hotels to give site tours. Must be able to lift and carry general office supplies and equipment. Position requires hand manipulative skills for word processing and writing. Must be able to hear verbal conversations over the phone and in person with background noise. Must have visual acuity to analyze written information and view computer terminal and ability to express or exchange information by means of the spoken word. Drug Free Workplace, Equal Opportunity, E Verify Employer

Source: Hospitality Online

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