Area Director of Sales

2 months ago

Phoenix, United States Palette Hotels Full time
Job DescriptionJob Description

Area Director of Sales


The Area Director of Sales has direct oversight of sales and marketing operations for 2-4 Hotels. This role has the responsibility to achieve optimal occupancy and ADR growth to maximize total revenue while meeting/exceeding each hotel's profit objectives. This individual will oversee operations of the hotel sales department including but not limited to the delivery and execution of the strategic plan, direct sales efforts, sales administration, hiring of staff, training, managing and coaching. Additional responsibilities include supporting revenue management, sales and marketing budget, forecast, and business plans for no more than four hotels; manages within approved plans and budgets for each individual hotel.


Responsibilities and Duties: 

  • Functions as the strategic business leader of the hotel's sales and marketing department and is responsible for all property-related reactive sales activity, proactive account sales and targeted segmentation, local and social catering sales, and business travel sales, as well as positioning and promotional planning and activities.
  • Analyze competition, market trends and customer needs and comments, forecasts, etc. to continually assess the productivity against budget, plan, and market. 
  • Develops and implements the sales and marketing business plan and annual budget.
  • Develop and continually enhance relationships with key corporate, business and travel accounts, community organizations and professional associations to maintain visibility and market share.
  • Continually targets and prospects new business through individual creativity and innovation. 
  • Maintain strong visibility in local community and industry organizations.
  • Represents the Hotel positively and effectively in the marketplace. 
  • Direct the sales operation and holds the sales team accountable to meet / exceed revenue goals and activity goals while ensuring a positive guest experience. 
  • Comply with attainment of individual goals as well as team goals and budgeted metrics.
  • The position shares responsibility for achieving revenue goals, guest and associate satisfaction and the financial performance of the department. 
  • Manages the marketing budget to enable development of hotel specific campaigns, promotions, and collateral to drive revenue and meet property objectives. 
  • Interfaces with brand support services and regional sales and marketing communications to ensure promotions pull through. 
  • Train all members of the hotel staff on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue.
  • Develop a full working knowledge of the operations and policies of the hotel including Sales, Food and Beverage, Front Office, and Reservations.
  • Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management.
  • Attend and/or provide training on a regular basis, as directed by management.
  • Adheres to company established regulations, company standards, sales standards, and sales metrics.

Required Skills and Requisites: 

  • Excellent communication skills. Ability to convey information and ideas through a variety of media; engaging the audience and helping them understand and retain the message. Skilled at establishing effective relationships with customers and internal partners; promoting openness, trust, and confidence in one's intentions. Requires effective reading, writing and oral comprehension. Must be able to speak, read, and write in primary language used in the workplace. 
  • Service orientation. Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. 
  • Must possess strong sales and negotiation skills. Proven prospecting and new business development abilities.  
  • Demonstrated sales and marketing acumen.
  • Energetic, proactive, takes calculated risks, and perseveres to attain goals.
  • Possess an extensive knowledge of sales, marketing, revenue management and budget analysis capabilities with a demonstrated ability to apply these principles and methods through strategy and tactics; including sales cycles and trends, account management, pricing, and inventory management. 
  • Administration and management capabilities with fiduciary responsibilities.
  • Must be able to work independently and simultaneously manage multiple tasks.
  • Strong organization and presentation skills.
  • Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership techniques, production methods, and coordination of people and resources. 
  • Skilled at building a cohesive team and facilitating goal accomplishment by aligning individual and team actions with strategies and plans to drive business results.
  • Ability to inspire confidence and gain respect of hotel team, industry partners, competitors, and owners. 
  • Must be able to work with and understand financial information and data and basic arithmetic functions. 
  • High School Diploma and/or four-year College Degree or equivalent experience. 
  • Minimum of 2 years of progressive hospitality sales experience preferred. 

You will succeed in this role by: 

  • Meeting or exceeding annual topline budgets for each assigned hotel. 
  • Meeting or exceeding annual RevPAR Index target for each assigned hotel. 
  • Meeting or exceeding group production goals for each assigned hotel. 
  • Being a respected leader and thought partner by the sales team, property partners and ownership group. 

At Palette Hotels, we are dedicated to creating and sustaining meaningful hospitality careers for our associates. We support our associates with highly competitive salaries, outstanding health benefits, extensive training and development programs, promotion within the organization, and a positive team-based culture where people make the difference. 

Palette Hotels is an equal opportunity employer with policies prohibiting unlawful discrimination on the basis of any protected classification under applicable local, state and/or federal laws, which can include race, color, creed, sex, national origin, age, veteran status or physical or mental disability unrelated to job requirements. 

Palette Hotels policies also provide for a drug-free workplace, where the use, possession, or influence of illegal drugs or alcohol while on company time is generally prohibited. An employee's use (or abuse) of legally prescribed medication may also implicate company policy, where it impairs judgment or work performance or otherwise creates workplace safety risks. 


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