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Director of Group Sales and Revenue Growth

2 months ago

Miami Beach Florida, United States Fontainebleau Florida Hotel, LLC Full time
Job Description

Job Title: Director of Group Sales and Revenue Growth

Company: Fontainebleau Florida Hotel, LLC

Job Summary:

We are seeking a highly skilled and experienced Director of Group Sales and Revenue Growth to join our team at Fontainebleau Florida Hotel, LLC. The successful candidate will be responsible for mentoring and developing strong Group Sales Managers to ensure our group market segment performance is meeting expected levels.

Key Responsibilities:

  • Develop and implement strategies to increase group room night production, banquet food and beverage, and ancillary group revenues.
  • Implement and account for individual and team market performance to meet and exceed team goals.
  • Develop and execute plans to increase market share through pricing, solicitation, direct sales, marketing, and public relations.
  • Assist the solicitation efforts of the sales team through effectively qualifying business that meets the Fontainebleau group business parameters.
  • Recommend performance evaluations, resolve problems, provide open communication, and recommend discipline and/or termination when appropriate.
  • Coordinate ongoing research of the Meetings industry to anticipate market trends and related information for development of new marketing strategies.
  • Initiate preparation of group sales business plan and execute plans as outlined, critically examining and adjusting as deemed necessary by current market trends and conditions.
  • Organize and/or attend scheduled sales department, executive committee, asset/owner's meetings and other related meetings as requested by VP of Sales.
  • Assist and execute site inspections of the hotel.
  • Conduct weekly and monthly Sales Strategy Meetings with group sales team to review: Booking Funnel, Prospects and Tentative, MBL (Must Book List).
  • Overcoming Customer Objections
  • Closing business opportunities
  • Account awareness initiatives
  • Attend various domestic and international trade shows representing Fontainebleau and its group sales efforts.

Requirements:

  • Excellent communication skills, both verbal and written.
  • Excellence in public speaking to a large audience, effectively selling the asset in a very fast-paced environment.
  • Proficiency in Delphi, Social Tables, and Microsoft Outlook, Word, Excel.
  • Knowledge of computer accounting programs, math skills, as well as budgetary analysis capabilities required.
  • Ability to report on Group pace, Group Production, To be booked reports, Reach analysis.
  • Preparation of Group Sales Marketing plan as part of overall Fontainebleau Marketing Plan.
  • Extensive knowledge of sales skills, revenue management, recruitment, supervision, training, and motivation of managers and administrative support team.
  • Bachelor's degree and combination of 10 years relevant education and group sales experience required in a large group volume hotel/resort.
  • Graduate degree, e.g., MBA or related degree preferred.