Area Director of Sales

2 days ago

Columbus IN United States Fairfield Inn & Suites Columbus Full time

Everwood is a fast-growing hospitality management company that is looking for you. We take pride in creating memorable experiences for our associates, guests, ownership, and our communities. We care for people so they can be their best Care is at the heart of what we do.

Job Description

The Area Director of Sales is responsible for directing, coordinating, training, and supervising the Sales Managers, Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up, and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues meet or exceed budget in order to maximize revenue and profits and improve the hotel’s performance in the marketplace. This role will be responsible for multiple properties within a geographically centralized area.

Responsibilities will include but not be limited to:
  • Supervise, administer, and ensure timely completion of all activities of the Sales discipline for all properties assigned.
  • Develop a full working knowledge of the operations of the hotels, including Food and Beverage, Guest Services, and Reservations.
  • Develop a complete knowledge of company sales policies and SOPs and ensure knowledge of and adherence to those policies by the sales team.
  • Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.
  • Meet or exceed goals set by the individual property and cumulatively for the assigned portfolio.
  • Operate the Sales Department within the established sales expense budget.
  • Participate in required M.O.D. and Saturday office coverage as scheduled.
  • Coordinate group, transient, and catering bookings to maximize profits.
  • Initiate and follow up on leads.
  • Maintain and participate in an active sales solicitation program.
  • Monitor production of all top accounts, evaluate market trends, and ensure that the 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.
  • Administer training in the Sales and Catering departments, according to Company standards.
  • Assist in the preparation of required reports in a timely manner.
  • Conduct weekly sales meetings according to company standards.
  • Be familiar with all company sales policies and selling techniques with an emphasis on maximizing occupancy, and Average Daily Rate (ADR) revenues.
  • Conduct all Sales Team Performance Appraisals according to company SOP’s. (Where applicable)
  • Motivate, coach, counsel, and discipline all Sales and Catering department personnel according to company SOPs.
  • Review meeting planner evaluations as received to ensure that any problems are rectified.
  • 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.
  • Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
  • Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering the industry, blocking space, and building accounts.
  • Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
  • Ensure that Sales Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA’s) and in the Sales budget, including preplanning, setting appointments, and executing sales calls.
  • Coordinate the preparation of complete and accurate end-of-month reports, according to company SOP. Ensure that Sales Managers can explain the importance and components of the report.
  • Coordinate preparation of the annual revenue budget.
  • Coordinate preparation of the annual Marketing Plan.
  • Coordinate and direct preparation of the monthly Room revenue forecast for the current and upcoming months and assist in ensuring accuracy within a 5% margin of error.
Basic Qualifications
  • At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.
  • Supervisory experience is required.
  • Must have a driver’s license in the applicable state.
  • Must be proficient in Windows, Company approved spreadsheets and word processing.
Physical Requirements:
  • Ability to lift, pull, and push moderate weight (minimum of 20 lbs.)
  • Ability to bend, lift, and be standing or walking during the entire shift.
  • Must be able to convey information and ideas clearly.
  • Must be able to evaluate and select among alternative courses of action quickly and accurately.
  • Must work well in stressful, high-pressure situations.
  • Must be effective at listening to, understanding, and clarifying the concerns and issues raised by co-workers and guests.

Equal Opportunity Employer (M/F/D/V)

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