Director of Sales

Additional Information: This hotel is owned and operated by an independent franchisee, GF Hotels & Resorts. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

A member of the hotel executive team, The Director of Sales & Marketing has direct oversight of planning and managing the overall sales and marketing for the hotel. The intention is to achieve optimal occupancy, growth in existing accounts, and generating new business, all to maximize total revenue and meet/exceed hotel profit objectives. This role will oversee day-to-day operations of the hotel sales division including, but not limited to, direct sales efforts, follow-up, and proper sales administration and training. This role will ultimately recommend the sales forecast, marketing, advertising, sales plans, programs and annual budget for the hotel; manages within approved plans and budgets. Responsibilities also include hiring, training, supervising, and counseling all sales staff to ensure optimal performance. Management-level associates are expected to work as much of each workday as is necessary to complete their job responsibilities.

Essential Duties & Responsibilities:
• Coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue.
• Develop, recommend, implement and manage the division's annual budget and the advertising, public relations marketing and sales plans and programs for the hotel to maximize rate, occupancy and food & beverage opportunities thus ensuring the hotel meets/exceeds management and owner revenue/profit goals and expectations.
• Proactively conduct outside sales calls, conduct sales tours and entertain clients.
• Understand the content reflected in contracts and how to negotiate terms therein.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Effectively attain assigned sales and revenue goals, as well as solicitation call goals.
• Train all members of the hotel staff on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue.
• With input and guidance from the GM and/or Corporate HR, manage Human Resources in the division in order to attract, retain and motivate the employees; hire, train, develop, empower, coach and counsel, conduct performance and salary reviews, resolve problems, provide open communication vehicles, discipline and terminate, as appropriate.
• Supervise Catering & Event Management Team (as applicable) to ensure that the Catering, Food & Beverage, and Meeting Room rental budgets are met or exceeded.
• Monitor and evaluate trends within your market segment.
• Able to produce a weekly sales call schedule which addresses timely follow-up of all tentative business, maintenance of existing accounts, and development of new business, and priorities; along with duties assigned by the General Manager, and/or company personnel.
• Complete all departmental reports and systems on a timely basis.
• Present ideas, expectations, and information in a concise, well-organized fashion.
• Make appropriate sales calls that meet or exceed company standards and that ensure appropriate business levels are maintained.
• Negotiate contracts, ensuring the best interests of the property while maintaining customer goodwill.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Adheres to hotel/brand established regulations, company standards, sales standards and sales metrics related.
• Develop a full working knowledge of the operations and policies of the hotel and applicable departments.
• Maintain strong visibility in local community and industry organizations, as applicable.
• May assist in implementing and/or participating in special promotions relating to direct sales segments i.e. sales blitzes, etc.
• Maintain understanding of operational capabilities of the property.
• Coordinates with the appropriate departments in the hotel, resolves issues, complaints and problems to ensure quality product delivery and customer satisfaction.
• Collects proper payment for events/contracts in accordance with hotel standards.
• Maintains high visibility for hotel by active involvement in local CVB, and other business and professional organizations.
• Always provides a professional image through appearance and dress.
• Attend daily/weekly/monthly meetings and any other functions required by management.
• Prospect, qualify, and close new and repeat business in telephone, electronic, and outside personal sales call appointments.
• Perform any other duties as requested by the General Manager.

Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. This position carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include training employees; planning; assigning and directing work; appraising performance; rewarding and discipline employees; addressing complaints and resolving problems.

 

Education And/or Experience:

• At least 6 years of progressive hotel sales experience preferred.
• Must possess highly developed verbal & written communication skills to frequently negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients.
• Must have thorough experience with professional selling skills: opening, probing, supporting, closing.
• Shows strong analytical skills and strategic vision in establishing appropriate sales deployment. 
• Has personal integrity, manages time well, highly visible in area of responsibility and has the ability to effectively prioritize workload.
• Ability to build customer loyalty and ensure proper customer service by meeting on-site contacts.
• Familiar with legality of contractual agreements
• Experience handling cash, accounting procedures, and general administrative tasks.
• Must be proficient in Windows Operating Systems.
• Previous supervisory experience required.
• Extensive experience with major hotel brands.
• Ability to read & interpret documents such as safety rules, operating & maintenance instructions & procedure manuals. Ability to write routine reports & correspondence as well as dates & time.
• Ability to apply deductive skills to carry out instructions furnished in written, oral, or diagram form.
• Must be effective at listening to, understanding, clarifying, and resolving the concerns and issues raised by co-workers and guests.
• Must maintain composure and objectivity under pressure.
• Must be able to work independently and simultaneously manage multiple tasks, strong organization and presentation skills.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. • • Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume.

Benefits

Medical
Dental 
Vision
PTO
401K

This company is an equal opportunity employer.

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