Job Description

DIRECTOR OF SALES

The Director of Sales for our hotel will be a dynamic, aggressive, outgoing Sales professional that recognizes the importance of direct selling, relationships, outside "appointment/cold calling", internet marketing strategies, community involvement, civic responsibilities and integration with Operations.

Job Description

PRIMARY JOB RESPONSIBILITIES:

Meet or exceed top-line revenue and RevPAR Index goals.

• Incorporates marketing initiatives to support sales strategies and activities
• Establishes a sense of urgency with the team to understand and achieve the needs of the hotel
• Handles hotel specific accounts assigned by General Manager
• Handles assigned market segment based upon needs of the hotel
• Knowledgeable of hotels' competitive set and recommends sales/pricing strategies, service and product improvements to stay competitive
• Leading the hotel in developing and executing strategic, proactive direct sales efforts
• Responsible for achieving rooms revenue budgets for hotel
• Consistently reviews shifts in market mix with Revenue and General Manager teams and makes deployment/pricing recommendations
• Stays atop industry trends
• Creates and presents promotional rates, packages and programs to Revenue and General Manager teams to impact need/seasonal periods
• Works with National Sales Team to communicate specific account needs to impact revenues for the hotels
• Responsible for appropriate identification of key markets and supporting deployment and travel schedule strategies
• Work with the team on developing and executing a strong pricing and revenue management program.

ADMINISTRATIVE RESPONSIBILITIES:

• Responsible for completing and communicating monthly sales/revenue results to General Manager, VP and Principal (weekly, month end report, pace report and ACT Activities reports) including prospective clients full contact information
• Develops appropriate revenue/production goals for the operations team with General Managers buy-in and support
• Actively participates in weekly yield meetings
• Works with Director of Revenue Management on monthly, quarterly and annual forecasting
• Regular analysis of industry intelligence reports (i.e. STR and Hotel 360, PKF etc.)
• Pulls and analyzes appropriate data to develop and recommend appropriate actions.
• Writes Annual/Quarterly Marketing Plans
• Ensure that accurate and thorough notes/traces of accounts are maintained via PMS and ACT Database
• Maximize revenues utilizing sales and marketing plan and pricing and yield management strategies
• Assist in the development of sales and marketing plans, establishing sales goals for all segments.
• Must be able to clearly and effectively communicate Hotel's goals to entire Hotel staff. Must also communicate with corporate office on a regular basis. Must maintain a 8:30 AM to 5PM Monday through Friday schedule and work from the hotel office unless on appointment calls.
• Monitor hotel’s market position within assigned market(s), recommending changes as necessary.
• Goals: Minimum of 20 telemarketing calls per day and 10 appointment calls per week to qualified leads and/or cold calls. 10 producing New Local Negotiated Rate accounts per month

Job Requirements:

QUALIFICATION REQUIREMENTS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. 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:

*Hotel Management, General Business or Marketing degree preferred.

*Two to three years direct sales and sales management experience required.

*Or equivalent combination of education and experience.

Knowledge, Skills and Abilities:

*Ability to deal with management, associates, guests, and general public in a courteous, tactful and patient manner.

*Excellent verbal and written communication, telephone, and presentation skills.

*Ability and desire to perform outside direct sales.

*Good understanding of revenue generation and profit/loss implications.

*Ability to work as a team player with all levels of hotel staff.

*Excellent guest relation skills.

*Strong interpersonal skills needed to cultivate customer relations and work with associates of various levels and backgrounds.

*Dedicated, hard-working, self-motivated to work independently with little guidance.

*Effective negotiation skills and strategic thinking.

*Complete knowledge of Emergency Equipment Manual, i.e., utility and water shutoff equipment, fire alarm system/panel and emergency procedures, etc.

SPECIAL REQUIREMENTS:

*Prompt and regular attendance

*The hotel operates 7 days a week, 24 hours a day. Department schedules must accommodate fluctuating business demands and associates may be asked to work shifts other than those they prefer or normally work and overtime as required.

*Associates are required to comply with hotel and/or department uniform and professional attitude and appearance standards.

*Participate in all mandatory job training and meetings.

*Current and valid driver’s license.

*Over-night travel as necessary.

*Adhere to requirements, policies, and procedures outlined in Employee Handbook and/or other property documents.

*Immediately report any suspicious activities by guests or others.

*While performing the duties of this job, the employee is frequently required to sit; regularly use hands to handle, or feel objects, tools, or controls; and talk and hear. The employee is regularly required to stand, walk, and reach with hands and arms.

Globiwest Hospitality Group/Champion Hotels is an equal opportunity employer

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