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Director of Sales

1 month ago

Rochester, United States AFP Management Corp Full time

 Summary of Position:  Director of Sales & Marketing


Responsible for leadership and management of 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 of the hotel. Strategies will include market mix, pricing, status, direct sales, marketing, and public relations. 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.
 

Duties & Responsibilities:

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. 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 report, and sales meeting minutes.
  • Produce the annual Revenue Plan in conjunction with Executive Committee members.
  • 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.
  • Ensure that the training needs of the department are identified and that within their area of control training is systematically planned, implemented and evaluated according to DoubleTree@Hilton standards, and as specified in the Hilton Worldwide Training Standards.
  • Initiate preparation of computerized annual business plan and execute plans as outlined, critically examining and adjusting as deemed necessary by current market conditions.
  • Runs Yield Management meeting weekly to review high and low demand periods for the hotel and adjust ADR accordingly.
  • 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.
  • Direct and manage all group, transient, and catering/banquet sales activities to maximize revenue for the hotel.
  • Plans and executes sales trips to major market areas.
  • Develop rates, group sales and catering deployment strategies through review of competitive data, demand analysis and mix management.
  • Procures new and repeat business for the hotel by monitoring contact with airlines, travel agencies, commercial houses, private clubs and professional associations within local, domestic and international markets.  
  • Professionally represent the hotel in community and industry organizations and events.
  • Oversee departmental matters as they relate to federal, state, and local employment and civil rights laws.
  • Comply with attendance rules and be available to work on a regular basis.
  • Perform any other job-related duties as assigned.
  • Hotel experience a plus

Qualifications:

  • Bachelor's degree preferred or equivalent experience
  • Proficiency in Microsoft Word, Excel, and Delphi.
  • Extensive knowledge of sales skills, revenue management, recruitment, supervision, training, and motivation of managers.
  • 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 exerting up to twenty (20) pounds of force occasionally, and continuously perform essential job functions with or without reasonable accommodation.
  • Effective verbal and written communication skills. Ability to adapt communication style to suit different audiences, such as effectively communicating with supervisors, coworkers, public etc.
  • We're anequal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.