SUMMARY: Under limited supervision, the Director of Sales (DOS) is responsible for maximizing the occupancy and the average daily rate of the hotel, while upholding excellent guest service and accommodations to all guests. This position will work closely with the hotel’s preferred accounts and group reservations. The DOS manages the sales effort and supports the General Manager in achieving overall revenue goals for the hotel. This position requires excellent communication skills, both written and verbal. The DOS creates lucrative sales targets and networks business relations with business and leisure clients.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Duties include but are not limited to:

The Director of Sales works closely with the General Manager to determine appropriate sales strategies in all market segments towards maximizing hotel revenue for both rooms and catering.

Develop and implement effective sales strategies to maximize revenue generation.

Manage lead sources to ensure quantity and quality of leads.

Seek new customers through strategic outbound sales efforts for group, extended stay group and transient room revenue.

Conduct sales calls to key accounts or major prospects.

Monitor sales activities/performance to ensure revenue goals meet or exceed established plan and accurately reporting variance/projections to management.

Monitors industry trends and main competitors. Creates sales targets depending on the tide of events. Adjusts strategy based on competitive market and market segment knowledge.

Controls expenses and ensures the best possible cost cutting measures are in place.

Coordinates with other internal departments as necessary to ensure smooth operation of group room block stays & catering/banquet events and delivery of excellent customer service.

Partners with corporate Revenue Management resources to help make informed decisions and maximize revenue.

Develops and maintains positive relationships with peers, competitors and brand partners.

Ensures that the property is maximizing the use of all company, brand and local CVB programs.

Serves as a “manager on duty” as required. Participates in weeknight and weekend duty rotation serving as Manager-On-Duty and responds to incidents that may include administrative, safety and security and customer service-related concerns.

Serves as a member of the Executive Committee.

Maintains and administers the hotel‘s Extended Stay Touch program.

Post guaranteed no-show & late cancellation charges and handles disputes related to these postings.

Tracks LNR and CNR production daily.

Respond to Meeting Broker leads within 4 hours of receiving them.

Must have ONQ/RI experience along with Delphi user systems.

Completes 35 prospecting calls weekly.

Maintains professional appearance and demeanor at all times.

Provides feedback to the General Manager related to guest comments, observations, rumors, industry news and related.

Performs other duties as required within the scope of responsibility.

To perform this job successfully an individual must be able to perform each essential duty to a satisfactory standard. The requirements listed below are representative of the knowledge skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience: Requires a Bachelor’s degree or Master's degree in a business related major with 7-10 years hotel sales experience. A specialization or minor in hospitality management is desirable. Supervisory experience is strongly preferred.

License/Certification: A valid driver's license is required.

Language Skills: Ability to exercise excellent communication, presentation, organization, time management and listening skills. Must be flexible, decisive, motivated, reliable, and creative. Due to the potential pressure to generate sales, the Director of Sales should be able to handle and manage stress appropriately. Creating and maintaining mutually beneficial relationships with customers is essential.

Computer Skills: Proficient in Microsoft Word and Excel. Familiarity with Hotel SalesPro and or Social Tables is a plus.

Reasoning Ability: Ability to use analytical skills for measuring business potential and value to the hotel.