Dual Director of Sales Operations

Job Summary:

The Dual Director of Sales will serve as a business leader of the property's Sales department, developing strong relationships to proactively position and market the property. This role will provide day-to-day leadership to a small team of on-property Sales associates, implementing the brand's strategy and applicable brand initiatives in all aspects of the sales process.

Key Responsibilities:

• Execute the sales strategy and verify that individual booking goals are met for on-property staff.
• Serve as the sales contact for the General Manager, LDHG Revenue Management, LDHG Sales Support team, and Catering Sales leaders.
• Serve as the sales contact for customers, serving as the customer advocate.
• Serve as the property sales liaison with Marriott National Group Sales and National Accounts.
• Provide customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Review the Smith Travel Research STAR report, competitive shopping reports, and use other resources to maintain an awareness of the hotel's market position.
• Research competitor's Sales team strategies to identify ways to grow RevPAR and increase market share.
• Attend sales strategy meetings to provide input on weekly and overall sales strategy.
• Participate in business planning with the LDHG Revenue Management and LDHG Sales Support team.
• Suggest innovative sales and marketing ideas and proactively develop deployment strategies to continue to grow market share.
• Proactively participate in hotel direct sales effort by conducting sales calls for assigned accounts and with members of the on-property Sales team.
• Evaluate the property's participation in the various sales channels (OTA, Group, brand.com, RFP, etc.).
• Execute and support Marriott's brand standards.
• Execute and support the operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence).
• Participate in and practice daily service basics of the brand.
• Verify that the property implements a seamless turnover from sales to operations.
• Maintain successful performance by increasing revenues and controlling expenses.
• Interface with LDHG Revenue Management and Sales Support team to execute the PSR and sales and marketing quarterly action plans.
• Develop strong partnerships with local organizations to further increase brand and product awareness.
• Develop and manage internal key stakeholder relationships.
• Develop strong community and public relations by obtaining property participation in local, regional, and national tradeshows and client events.
• Execute exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program or event.
• Serve the customer by understanding their needs and recommending the appropriate features and services to best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.
• Gain understanding of the hotel's primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program or event.
• Monitor the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Develop strategic working relationships with leaders of these sales channels in order to proactively position and drive sales to the property.
• Function as the business leader of the property's Sales department with overall responsibility for achieving booking goals and property revenue.
• Coach leaders of LDHG Revenue Management team in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance.
• Develop quarterly bonus Key Sales Objectives (KSO) and sales action plans for Sales Manager(s).
• Verify the Sales team is leveraging Marriott demand engines to full potential.
• Verify that effective structures, processes, jobs and performance management systems are in place.
• Set career development goals and reviews performance for direct reports using Perfode.com.
• Address performance issues and holds staff accountable for successful results.
• Forecast talent needs and manages talent acquisition strategy to minimize lost time due to turnover.
• Keep an active list of the competition's best sales people and executes a recruitment and acquisition plan.
• Champion leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent.
• Complete all required Company training/compliance courses as assigned.
• Adhere to Company standards and maintains compliance with all policies and procedures.
• Perform other related duties as assigned.

Requirements:

• Associate's degree in business administration, marketing, hotel and restaurant management, or equivalent in related field.

Experience:

• A minimum four (4) years of experience in the hotel sales and marketing field required.
• A minimum four (4) years of supervisory experience in the hotel sales and marketing field required.

Supervisory Responsibilities:

Provides immediate supervision to direct reports. Oversees and controls the work performance of others in a close working relationship, often in the same room or close proximity. A portion of the time may be spent performing individual tasks similar to those performed by direct reports. May participate in the interview, selection and training processes as assigned. May be responsible for assigning work to direct reports, reviewing results in accordance to policies and procedures, and providing recommendations to management.

Licenses & Certifications:

• This position does not require licenses or certifications.

Skills & Abilities:

This position requires the capability to understand and follow both oral and written directions, as well as, knowledge and usage of correct business English and offices practices. Must be able to communicate effectively with others, analyze and resolve problems, maintain effective working relationships, and interact successfully with internal and external customers.

• Computer proficiency in Google Suite (Docs, Sheets, Slides, and GMail).
• Computer proficiency in Microsoft Word, Excel, and Outlook.
• Understands how to develop and implement business strategies.
• Ability to interpret and create policies, procedures, and manuals.
• Excellent customer service skills.
• Proficient in time management; the ability to organize and manage multiple priorities.
• Ability to take initiative and effectively adapt to changes.
• Recognizes an emergency situation and takes appropriate action.
• Able to establish and maintain a cooperative working relation.
• Ability to interpret and create spreadsheets.
• Able to use sound judgment; work independently, with minimal supervision.
• Strong analytical and problem-solving skills.
• Performs well with frequent interruptions and/or distractions.
• Intermediate math skills.

Travel Requirements:

• No travel required.

Physical Demands:

• Climbing: Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like, using feet and legs and/or hands and arms. Specifically, when the amount of climbing exceeds that needed for ordinary motion.
• Balancing: Maintaining body equilibrium to prevent falling and walking, standing or crouching on narrow, slippery, or erratically moving surfaces. Specifically, when the amount of balancing exceeds that needed for ordinary motion and maintenance of body equilibrium.
• Stooping: Bending body downward and forward by bending spine at the waist. Specifically, if it is to a considerable degree and requires full motion of the lower extremities and back muscles.
• Reaching: Extending hand(s) and arm(s) in any direction.
• Standing: Particularly for sustained periods of time.
• Walking: Moving about on foot to accomplish tasks. Specifically, for long distances or moving from one work site to another often.
• Pushing: Using upper extremities to press against something with steady force in order to thrust forward, downward, or outward.
• Pulling: Using upper extremities to exert force in order to draw, haul, or tug objects in a sustained motion.
• Lifting: Raising objects from a lower to a higher position or moving objects horizontally from position-to-position. Specifically, if it occurs to a considerable degree and requires substantial use of upper extremities and back muscles.
• Grasping: Applying pressure to an object with the fingers and palm.
• Talking: Expressing or exchanging ideas by means of the spoken word. Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly, or quickly.
• Hearing: Perceiving the nature of sounds at normal speaking levels with or without correction. Ability to receive detailed information through oral communication, and to make the discriminations in sound.
• Hands to Fingers: Picking, pinching, typing, or otherwise working, primarily with fingers rather than with the whole hand as in handling.
• Repetitive Motion: Substantial movements (motions) of the wrists, hands, and/or fingers.
• Close Vision: Clear vision at 20 inches or less. Required to perform an activity such as preparing and analyzing data, transcribing, viewing a computer terminal, extensive reading or visual inspections.
• Sedentary Work: Exerting up to 10 pounds of force occasionally and/or a minor amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.

Work Environment:

• None: No exposure to adverse environmental conditions (typical office/administrative setting).

Disclaimer:

This job description indicates, in general terms, the type and level of work performed as well as the typical responsibilities of team members in this classification. The duties described are not to be interpreted as being all-inclusive to any specific team member. Nothing in this job description changes the at-will employment relationship existing between the Company and team members.

The Essential Job Functions, Physical Requirements, and Work Environment characteristics described are representative of those that must be met to successfully perform the essential functions of this job. Management reserves the rights to add, modify, change, or rescind the work assignments of different positions and to make reasonable accommodations so that qualified team members can perform the essential functions of the job.

About Lodging Dynamics Hospitality Group: Lodging Dynamics Hospitality Group is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Lodging Dynamics does not discriminate based on disability, veteran status, or any other basis protected under federal, state, or local laws. Lodging Dynamics Hospitality Group is based in Provo, Utah and is a nationally recognized, award-winning operator of premium-brand, select service, and extended-stay hotels, and one of a few third-party operators approved by Marriott and Hilton. The Company has managed hotels in the Marriott, Hilton, Hyatt, and IHG premium-brand families. For more information, visit www.lodgingdynamics.com.