Cluster Director of Sales

Compensation Type: Yearly Highgate Hotels:

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle.

Location:

The Westin Arlington Gateway is perfectly located two blocks from the Ballston Metro Station, offering guests the convenience of reaching the nation's Capital in just minutes. See historic monuments and museums, shop trendy Georgetown, slip in a round of golf after your meetings, or enjoy a day in DuPont Circle just a metro ride away. The hotel features 338 modern guestrooms (including 14 suites) with modern amenities.

Overview:

The Cluster Director of Sales & Marketing administers and directs Cluster Group Sales Team, in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. Cluster Director of Group Sales & Marketing executes the group sales strategy of the hotel, to ensure that occupancy, average daily rate and market share goals are achieved. This includes creating and implementing specific account and/or segment-based sales strategies and tactical plan. He/she is also responsible for growing existing accounts and generating new business to ensure that Group Room revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

Responsibilities:

• The Cluster Director of Group Sales & Marketing administers and directs Cluster Group Sales Team to ensure an aggressive approach to meet budgeted goals and key hotel drivers.
• Develop annual marketing plan for Groups and create Quarterly Group Action Plans that ties into the annual marketing plan and market condition for each seller of Cluster Group Sales Team.
• Achieve sales solicitation goals, bookings, lead response times and group pace for Cluster Hotels.
• Develop new accounts, maintain and grow existing accounts, and implement sales strategies to achieve group revenue goals and maximize profits for the hotel while maintaining guest satisfaction.
• Develop and maintain relationships with key clients in order to produce group room & events sales.
• Regularly sell hotel rooms through direct client contact.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Provide Group Production Forecast on Monthly basis
• Conduct Group Sales & Catering Team Performance Appraisals according to Highgate Hotel SOP's.
• Review meeting planner evaluations as received to ensure that any problems are rectified.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits
• Coordinate preparation of the annual revenue budget.

Qualifications:

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.

Education & Experience:

• At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.
• Supervisory experience required.
• Marriott and Hilton experience a plus.
• Must have a driver's license in the applicable state.
• Must be proficient in Windows, Company approved spreadsheets and word processing.

Physical requirements:

• Long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.