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Director of Sales

4 months ago

Miami, United States Trump Miami Resort Management LLC Full time
Job DescriptionJob Description

POSITION PURPOSE:

Lead the development and execution of strategic Sales and Marketing Plans and initiatives that maximize profitability for the hotel in order to achieve budget, revenue and market share targets.

EXAMPLES OF DUTIES:

  • Direct the resort in the development, implementation and achievement of their annual business and market plan objectives.
  • Provide leadership, guidance and assistance relating to the execution of marketing and sales functions, policies and standards as established by the Corporation.
  • Represent hotel by soliciting, responding to and negotiating with persons requiring large and complex group accommodations (generally over 50 guest rooms) with or without meeting space and/or on-site (hotel) catering.
  • Represent hotel in significant interactions dealing with guests relative to sales and operational questions, concerns, and issues. Negotiate contracts with guests and commission agreements with third party agencies.
  • Initiate the preparation of proposals and/or contracts to advise prospective guests primarily of the hotel guest rooms, but also meeting space and/or banquet date, space and rate availability. Develop and quote prices for same.
  • Capitalize on Trump Hotels’ marketing, sales programs and resources.
  • Engage in outside sales activities to discuss business opportunities and entertain guests in local and assigned markets (percentage of travel dependent on specific market). Direct site visits and programs for respective accounts and participates in tradeshows, industry and guest events.
  • Conduct site inspections with potential guests, visiting guest rooms, meeting space and banquet facilities, as well as other hotel facilities.
  • Direct coordination of cross-selling, joint marketing initiatives and other hotel/brand synergies to maximize exposure and profitability including agency contact, media planning and hotel communications.
  • Direct the solicitation efforts of the sales staff through effective oral and written communication while providing strategic direction of rate, date and space commitments for group room sales of the property.
  • Develop and implement strategic and tactical plans to maintain current base and increase the hotel’s share in transient market.
  • Direct the preparation of reports pertaining to the operation of the Sales and Marketing Department to include, but not limited to the annual and monthly Forecast, Marketing Budget, Lead Management System, Booking Report, Delphi Reports, and Sales Meetings Minutes.
  • Direct the coordination of ongoing research of the travel industry local and national market to detect market trends and related information for development of new marketing strategies.
  • Direct the efforts to improve potential from various existing and new markets.
  • Provide strategic revenue management plans within the hotel to include; rate development, establishment of group thresholds, space utilization policy, deployment strategies through the review of competitive data, demand analysis and market mix management.
  • Oversee the management, training and career development of sales staff.
  • Responsible for recruiting and identifying candidates for sales managerial positions.
  • Within the framework of the local competitive marketplace recommend appropriate sales compensation.
  • Active participation in continuing education to ensure further professional development.
  • Assure effective utilization and adherence to standards relating to current systems in place at the hotel.
    • Sales information systems
    • Group revenue management system/Profit Pack
    • Email
    • Internet accessibility

OTHER:

Due to the cyclical nature of the hospitality industry, associates may be required to work varying schedules to reflect the business needs of the hotel.

Regular attendance in conformance with the standards, which may be established by Trump National Doral from time to time, is essential to the successful performance of this position. Associates with irregular attendance will be subject to disciplinary action, up to and including termination of employment.

Due to the industry that we are in, a need will occur for each associate to provide “Lateral Service”. Our goal is to ensure that we are maximizing customer satisfaction and as a result there will be times when our associates in the Operation will call upon us for support in order to ensure customer satisfaction occurs. When we are fortunate enough for this to occur, each associate will positively respond unless there is a chance that an opportunity resulting in dissatisfying a guest could occur. If this is the case the leader is to be notified and the level of support that is being requested will be obtained.

SUPPORTIVE FUNCTIONS:

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.

• Participate in industry organizations.

  • Maintain an open line of communication between guests, associates and management.
  • Input and retrieve information from computer system for file maintenance, correspondence and preparation of forecasts and marketing input.
  • Assist office in any other administrative duties as needed.

SAFETY REQUIREMENTS:
Personal Protective Equipment (PPE) may be required when performing work duties that may have the potential of risk to your health or safety. The hotel will provide the required PPE. Associates will be trained in the proper use and care of any assigned PPE. It is your responsibility to report defective, damaged or lost PPE, or equipment that does not fit properly, to your Manager.

PHYSICAL REQUIREMENTS:

Frequency Key: Never – 0 hours; Rare – up to 1 hour; Occasional – 1-3 hours; Frequent – 3-6 Hours;

Constant – 6-8 hours

Physical Activity Frequency

Sitting Frequent

Walking, climbing stairs Constant

Crouching/Bending/Stooping Occasional

Reaching Constant

Grasping Constant

Pushing/Pulling Occasional

Near Vision Constant

Far Vision Constant

Hearing Constant

Talking Constant

Lifting/Carrying (20 lbs.) Frequent

Travel Frequent

OTHER DUTIES:

Assimilate into Trump National Doral Miami’s Cultural Foundation through understanding, supporting and participating in all elements of the Trump Cornerstones. Demonstrate working knowledge of the service standards.

QUALIFICATION STANDARDS:

Education

Four-year college degree preferred; additional/advanced degree coursework in business administration, marketing and communications a plus.

Experience

• Requires substantial operations/sales leadership experience; preferably 10 years or more.

• Comparable hotel size and scope experience preferred.

• Proven track record of successes in achieving revenue objectives.

• Proven ability to recruit, motivate and train sales team.

GROOMING/UNIFORMS

All associates must maintain a neat, clean and well-groomed appearance. Specific uniform guidelines and/or required articles of clothing will be explained to you as a part of the orientation process.

OTHER

Second Language Preferred.