Area Director of Sales

HRI Hospitality • Nashville, TN

2d • Hybrid

About The Position

The Area Director of Sales & Marketing is responsible for the leadership and management of the sales team to include overseeing and coordinating Marketing, Sales, Catering and Conference Services Managers. The Director of Sales & Marketing will implement, monitor and control sales and Marketing strategies. The Director of Sales & Marketing is also responsible for meeting assigned monthly sales goals. The home hotel should be prioritized to ensure the achievement of sales goals and top-line revenues. The Area Director of Sales provides overall sales and catering support to exceed the expected levels of revenue and market share. The Area Director of Sales utilizes their skills to help mentor, train, and develop our contributing HRIH Hotel sales and catering leaders and managers to be able to maximize optimal revenue business objectives. The Area DOS will spend approximately 10%-20% of their time engaging with assigned area hotels to ensure the coordination and execution of property sales and catering efforts/processes. Works closely with other members of the corporate team to ensure communication on key opportunities and strategies.

Requirements

• Bachelor’s Degree or equivalent industry experience
• Minimum of 5 years’ experience as a Director of Sales & Marketing or Director of Sales in a similar sized property
• Excellent verbal and written communication skills including leading and participating in formal presentations
• Strong sales and negotiation skills as well as the ability to cultivate leads, build relationships and achieve financial expectations
• Strong organizational skills with the ability to handle multiple tasks in a fast-paced environment
• Experience with hotel PMS and sales systems
• Strong computer skills. Microsoft Office, Delphi, or other hotel sales system, and other programs as it pertains to this position
• Strong knowledge of amadeus products such as Demand 360, Rate 360, and A360 and STR Reports
• Skilled at both monthly group forecasting and the annual budget process, presenting marketing plan and presentations
• Understanding of budgetary and fiscal responsibility to the sales department
• Ability to provide strong leadership, mentorship, training, and coaching & counseling skills to his or her direct reports
• Strong knowledge of social media, digital marketing and PR

Responsibilities

• Manage the sales team to achieve/exceed budgeted revenues for current year, along with future year pre-booking goals
• Initiate and maintain a direct and aggressive sales effort to meet/exceed budgeted goals and achieve RevPAR and penetration growth
• Hands-on sales responsibility with supervisory accountability for the daily activities of sales team members, providing them with the leadership, mentorship, and training necessary to implement effective sales strategies that maximize all revenue streams for the hotel
• Establish sales team policies and procedures relating to Sales, Revenue Management, and Reservations
• Collaborate and produce rate strategies with Revenue Management to ensure the hotel has effective pricing and selling strategies in place to achieve the optimal mix of business, minimum 12-month period
• Develop, implement and evaluate short and long-term tactics and programs focused on customer and market needs/ conditions to ensure the achievement of all sales associate and team revenue goals
• Work with Corporate Marketing Manager in taking an active role in developing Marketing and PR strategies to support the revenue goals
• Build and strengthen relationships with existing and new accounts to enable future bookings. Activities include sales calls, entertainment, trade shows, etc.
• Utilize and make sure hotels are compliant with all sales department SOP’s and related resources
• Review and assist with monthly sales action plans for DOS and Sales & Catering Team
• Monitor monthly sales goals and production for sales team members including sales activities
• Assist with driving key sales initiatives for top line revenue as needed
• Assigned specific duties for hotel openings and transitions
• Assist DOS with the preparation and execution for weekly commercial strategy calls and owner presentations
• Required to travel to assigned hotels or other meetings/training.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree