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Director of Sales

4 months ago

Burbank, United States OSO Collection Full time

Join the Hotel Burbank family and help lead Southern California’s latest and greatest lifestyle destination for everyday adventure seekers and bright-minded movers and shakers. We’re launching a collection of new options to fuel every kind of California dream—and we’re looking for a colorful character to be a key leader of our growing team.

Job Summary:


Develop and implement the total sales and marketing strategy of the hotel to ensure that revenue and room night sales goals are achieved; revenue, sales and marketing strategies are set; tactical plans are created and implemented; and that results are monitored and achieved.


Duties and Responsibilities:


  • Practice, train and implement company policies, especially those relating to safe work practices in accordance with OSHA (Occupational Health and Safety Administration) standards
  • Direct the day-to-day activities of the sales team, plan, organize, and assign work, develop and communicate strategies and goals. Advise staff of formal policies and procedures.
  • Mange the staff and respond to client inquiries, meet and greet clients, schedule and conduct property tours to promote and sell facilities and services
  • Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication. Responsible for 10-20 personal sales calls monthly and conducts 5 phone calls daily. Completes and provides weekly/monthly sales activity reports. Meets quarterly sales goals as outlined.
  • Manage hotel’s RFP process/rate negotiations according to hotel’s rate structure and guidelines
  • Analyze historical, current and future hotel market trends and create selling strategies to capture the maximum amount of revenue and meet /exceed sales goals
  • Develop and execute a comprehensive personal sales plan for each sales manager to deliver predetermined goals for group and corporate accounts with corresponding room night targets.
  • Directly responsible for establishing and maintaining the corporate rated accounts in the hotel. Develop and continually enhance relationships with key corporate, business and travel industry accounts to maintain and increase our market share.
  • Directly responsible for hotel’s revenue management program and coordination with brand revenue management programs.
  • Prepare annual, weekly, and monthly forecasts for group, contract and corporate room nights, average rate and annual sales budgets.
  • Recommend and/or initiate salary, disciplinary, or other staffing/human resources-related actions in accordance with Company rules and policies. Alert management of potentially serious issues.
  • Create, train, and motivate a sales team that is responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotel, while maintaining guest satisfaction. Develop and maintain relationships with key clients in order to produce group and/or convention business, to include room sales, food & beverage sales, and catering/banquet services.
  • Achieve budgeted revenues and maximize profitability within all areas of responsibility. Drive the preparation of the annual departmental operating budget, the hotel marketing plan and business plan, and financial plans which support the overall objectives of the hotel. Produce monthly reports and sales forecasts.
  • Develop hotel-level tactical sales plans and special programs that drive measurable, incremental occupancy, increase average rates, increase business volume during off-peak periods, increase local food and beverage and banquet sales, and enhance the image of the hotel in the local community. Monitor sales activities/performance to ensure actual sales meet or exceed established revenue plan.
  • Conduct Daily/Weekly/Monthly competitive rate shops, and shopping site visits
  • Identify operational problems that impact the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department heads on solutions.
  • Analyze current/potential market and sales trends and coordinate all activities to maintain and increase revenue and market share through added business volume and increased rate. Create and develop special events and sales blitzes to showcase the hotel to potential clients.
  • Direct the scheduling of conventions and/or business group activities at the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
  • Work closely with key contacts within the city to ensure constant, high-profile exposure of the hotel. 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. In coordination with General Manager, serve as hotel representative for media related inquiries and refer sensitive matters to the corporate Public Relations Department if necessary.
  • Review advertising, print and other media for the hotel. Work with advertising agencies, consulting firms and vendors to maximize advertising investments and ensure ads represent brand identity and are appropriate for target audience.
  • Attend trade shows and major market events locally and nationally to promote new business and increase sales for the hotel.
  • Promote teamwork and quality service through daily communication and coordination with other departments.
  • Perform other duties as assigned.


Minimum Qualifications:


  • Bachelor’s degree in Business Administration, Marketing, Hospitality Management or a related field
  • Minimum 3-5 years related experience with progressive management experience and a proven track record of high volume corporate and smerf sales/revenue generating performance
  • Strong sales and revenue management training and supervisory skills are essential in this role
  • Well versed in prospecting, rate and contract negotiating, business planning, outside sales calls and telephone sales
  • Exceptional computer skills in Microsoft Office Suite, Delphi and Opera systems. Extensive Knowledge of forecasting sales and interpreting/analyzing results to plan and conduct budgetary analysis.
  • Excellent written and verbal communication skills
  • Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances are utilized frequently.
  • May be required to work nights, weekends, and/or holidays


Physical Requirements:


  • Ability to carry, push, move and lift large, bulky and/or heavy objects up to 25 pounds
  • Ability to perform tasks that may require prolonged standing, walking repetitive bending, and other physical activities around the facilities
  • Consistent hand and wrist movements using keyboards to generate correspondence, reports, etc.