Director of Sales

2 weeks ago

Ann Arbor, United States Graham Hotel Systems Full time
Job DescriptionJob DescriptionDescription:

Graham Hotel Systems is looking for a Director of Sales & Marketing to manage the sales team for the Kensington and EVEN hotels. IHG experience is a plus We offer a generous benefits package, and bonus structure.


Responsible for total room, banquet, catering, and room rental revenue, yield strategies, implementation and accountable to a market performance and meeting budget, forecast, and optimal business mix targets. Strategies will include market mix, pricing, status, direct sales. . The development and solicitation of business from all markets to ensure the necessary advance bookings needed for a successful and profitable operation for the hotel.

• Direct the solicitation efforts of the sales staff through effective oral and written communication while overseeing rate, date and space commitments for group room sales within the hotel.

• Recruit, Interview, hire, train, recommend performance evaluations, resolve problems, provide open communication and recommend discipline and/or termination when appropriate.

• Ensure training programs are conducted regularly and standards of performance are met. Give guidance and counsel staff toward improvement.

• Compile and/or direct the preparation of reports pertaining to the operation of the Sales Department to include, but not limited to the annual and monthly forecast, marketing budget, lead management system, group booking pace report, star reports and sales meeting minutes.

• Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies. Make reasonable recommendations to improve potential from various markets.

Develop and conduct persuasive verbal sales presentations to prospective clients.

• Communicate both verbally and in writing to provide clear direction to the staff.

• Initiate preparation of computerized annual business plan and execute plans as outlined, critically examining and adjusting as deemed necessary by current market conditions.

• Organize and/or attend scheduled sales department, executive committee, and related meetings.

• Knowledge of travel industry, current market trends and economic factors

• Ability to access, understand and accurately input information using a moderately complex computer system.

• Ability to effectively listen, communicate and perform diplomacy with internal and external customers and staff in all situations.

• Ability to stand and move throughout the hotel property and continuously perform essential job functions.

• Direct and manage all group, transient, and catering/banquet sales activities to maximize revenue for the hotel.

• Prepare, implement and compile data for the strategic sales plan, monthly reports, annual goals, sales and marketing budget, forecasts and other reports as directed/required.

• Develop rates, group sales and catering deployment strategies through review of competitive data, demand analysis and mix management.

• Oversee departmental matters as they relate to federal, state, and local employment and civil rights laws.

• Professionally represent the hotel in community and industry organizations and events.

• Comply with attendance rules and be available to work on a regular basis.

• Perform any other job related duties as assigned.

Requirements:

Bachelor’s degree required

• Graduate degree, e.g., MBA or related degree preferred

• 5+ years of sales and marketing leadership in similar sized operation preferred

Skills and Knowledge

• Proficiency in Microsoft Word, Excel, and Opera.

• Knowledge of computer accounting programs, math skills, as well as budgetary analysis capabilities required.

• Extensive knowledge of sales skills, revenue management, recruitment, supervision, training, and motivation of managers.

• Command of the English language both written and verbal.

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