Director of Sales
Posted on Jun 1, 2020 by Aimbridge Hospitality
The Director of Sales is responsible for supervising the total sales effort of the hotel, to include developing new accounts, maintaining existing accounts, supervision of sales related personnel, implementation of sales and marketing strategies so as to maximize profits of the hotel while maintaining exceptional guest satisfaction.
Provides professional and courteous guest service at all times Supervises sales team
Qualifies all prospective leads
Networks and meets with contacts to produce group and/or convention business (includes: room, food and beverage, and catering/banquet sales)
Schedules conventions and business groups
Acts as liaison with hotel level departments to facilitate contracted services established by the sales office and client
Assists General Manager in creating and updating the hotel marketing plan and budget
Designs and executes projects for all marketing areas in line with the marketing plan
Develops and maintains departmental budget
Networks and maintains relations with area Chamber of Commerce and local civic groups and associations
Enforces sales related policies and procedures Ensures sales activities meet or surpass profit plan
Develop and maintain client files
Develops and implements sales and marketing strategies
Collaborates with Front Office Manager to control dates, availability, and guestroom rates
Approves function space allocation for group catering bookings
Develops and maintains relations with media to preserve public relations effort
Follows up on progress of booked groups by monitoring room night pick-up, rooming lists, and cut off dates
Remains apprised of competition and industry developments
Prepares reports: Productivity Report, Weekly Plan, Sales Call Reports, and Market Share Analysis
Conducts weekly sales and attends staff meetings
Acts as Manager On Duty when scheduled Completes projects as determined by General Manager
Actively seeks out other tasks when current work is complete.
Essential Behavior Requirements
Customer Service: Displays a professional sense of urgency when communicating and interacting with customers, coworkers, and the public in a way that exceeds the customer's wants and needs. Identifies opportunities to improve and deliver additional value to customer's experience by presenting creative solutions and innovative ideas.
Communication: Actively listens to customers, coworkers, and the public (viewing the situation from the customer's perspective) and works together to solve the problem through effective communication.
Problem Solving: Ability to recognize and define problems; analyze relevant information; encourage alternative solutions and plans to resolve situations; seeks additional assistance when needed.
Quality: Work product or service is free of errors and exceeds customer expectations.
Leadership: Shares the company vision, and relates company strategy to the associate's daily work. Positively communicates goals. Clearly and consistently inspires associates to achieve the highest standards and results. Displays decisive and firm leadership when necessary. Is professionally disciplined and respectful. Effectively and promptly deals with team performance issues. Adapts positively to changing situations. Handles criticism well, admits mistakes and makes corrections quickly and willingly.
Education or Experience- Associates and/or Bachelors degree in business related field; over four years related hospitality sales experience and/or training; or equivalent combination of education and experience.
Language Skills- Must have developed language skills to the point to be able to: read, analyze, and interpret general business and sales documents, and financial reports. Ability to write reports, business correspondence, and procedure manuals. Actively participates in discussions. Ability to effectively present information and respond to questions from management, clients, customers and the general public. Ability to speak extemporaneously on variety of subjects.
Mathematical Skills- Requires mathematical development sufficient to be able to: compute discount, interest, profit and loss, commission, markups and selling price, and percentages. Demonstrates accuracy and attention to detail. Solid knowledge of financial reporting, business plan principles, and practices. Possess strong analytical, problem solving, and organizational skills.
Reasoning Ability- Must have developed reasoning skills to be able to: positively identify problems, collect data, establish facts, draw valid conclusions, and provide a viable solution. Ability to negotiate by exchanging ideas, information, and opinions with others to formulate policies and programs and arrive jointly at decisions, conclusions, or solutions. Determine or interpret work procedures for a team, assigning specific duties and encouraging cooperative teamwork while promoting efficiency.
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