Director of Sales

SCOPE OF POSITION

The Director of Sales is instrumental in leading & driving top line revenue for customary sales revenue channels to include group, events, FIT/wholesale, and leisure travel sales for the hotel. This is currently a single-person group sales team with a Director of Catering to execute event sales.  This position will manage all sales activities from lead generation; customer needs assessment, client presentation through finalizing and closing of the sale.   This DOS will be responsible for developing new hotel business while providing outstanding service to our existing repeat group and event clientele.  This role will partner closely with the operations team to achieve high customer satisfaction and achieve revenue goals.  This role will be a member of the hotel Executive Team, responsible for the leadership and stewardship of the business in line with the Red Lion Inn and Main Street Hospitality vision and values. Regionally-located hybrid position available for right candidate. 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Conduct market research, competitive set reviews, SWOT analysis to identify new business opportunities and stay ahead of industry trends.
• Analyze historical data to assess opportunities and partner with Main Street Hospitality properties to cross-promote and leverage full client database.
• Work in partnership with the Main Street marketing team, revenue management team, and General Manager to develop a strategic plan that exceeds revenue goals and introduces The Red Lion Inn to new audiences via marketing initiatives, direct sales efforts, and partnerships. 
• Develop/implement key segment strategy & managing key accounts (both existing & target).
• Develop the annual sales budget in partnership with the General Manager and key leaders to include group and event revenue goals by segment and expenses such as media spend, travel & trade show, memberships, etc.
• Maintain an up-to-date pipeline of business opportunities that will meet the short- and long-term business objectives for the market.  Actively prospect for new leisure and group business.
• Conduct site inspections for key clients.  The Operations/Catering team can also assist with site visits.
• Develop and execute plans to engage/attend in outside sales calls, industry tradeshows, FAM’s and customer events.
• Partner with the Rooms Division leadership to guide and train the Reservations staff in sales techniques and driving transient sales.
• Represent the hotel in community and industry organizations and events.  Participate in helping to build local and regional partnerships for The Red Lion Inn and Main Street Hospitality.
• Ability to understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance.
• Utilize the sales & catering platform to track all inquiries, prospecting activity, and pipeline. 
• Work closely with the Revenue Manager and utilize IDeaS® to optimize the mix of business and eliminate revenue displacement.
• Analyze and estimate total value of each piece of business and negotiate best situation for achieving optimum revenue for the hotel while ensuring excellent customer service.

• Ensure forecast accuracy throughout the sales & catering platform (Delphi/Amadeus Salesforce) and track performance against targets on a regular basis. Provide updated projections for monthly re-forecasting.
• Prepare and present regular reports on sales performance, market trends, and competitor activity for management and ownership.
• Provide leadership and accountability of the Events Sales (Director of Catering).  Review productivity, pipeline, contracts, and tactics on a regular basis. 
• Build and maintain strong relationships with key customers, ensuring high levels of customer satisfaction and retention.
• Continuously evaluate and improve sales processes and procedures to increase efficiency and effectiveness.
• Maintain a professional working relationship and promote open lines of communication with managers, employees, and other departments.
• Adhere to all policies and procedures that are outlined in the handbook and any new SOPs to ensure a smooth and compliant operations.
• Perform any other tasks or duties requested by management and always look to assist the overall hotel operation where possible.

Education and Experience:

• At least 5 years of hotel sales experience required.
• A comparable record of sales leadership experience required.

Required Skills:

• Excellent verbal and written communication and presentation skills.
• Excellent sales and customer service skills with proven negotiation skills.
• Strong leadership skills
• Ability to work without supervision.
• Ability to do outreach, prospecting and cultivating new business opportunities.
• Excellent organizational skills and attention to detail.
• Excellent time management skills.
• Proficient with Microsoft Office Suite.  Amadeus/Delphi Sales & Catering platform skills preferred.