Assistant Director of Sales

HRI Hospitality•Richmond, VA

10d•$75,000 - $115,000•Onsite

About The Position

The Associate Director of Sales is responsible for supporting the DOSM or DOS with the day to day leadership and management of the sales and catering team, to include overseeing and coordinating Marketing, Sales Managers, Catering Managers and Conference Service Managers. The Associate Director of Sales will coordinate a plan with the DOSM or DOS to implement, monitor and control sales strategies. The Associate Director of Sales is also responsible for meeting their assigned monthly sales goals.

Requirements

Bachelor’s Degree or equivalent industry experience
Minimum of 5+ years’ hotel sales experience required.
Experience in a similar size and quality hotel preferred
Must be able to read, write, an understand English
Excellent verbal and written communication skills including leading and participating in formal presentations.
Strong negotiation skills as well as the ability to cultivate leads, build relations, and close the deal
Strong organizational skills with the ability to handle multiple tasks in a fast-paced environment
Strong computer skills. Microsoft Office, Delphi, or other hotel sales system, and other programs as it pertains to this position
Strong knowledge of TravelClick products such as Demand 360, Rate 360, and A360
Strong knowledge of reading and understanding STR reports
Excellent working knowledge of all sales department operations
Understanding of budgetary and fiscal responsibility to the department
Knowledge of all operational areas of the property
Ability to work as part of a team and train and motivate peers
Strong desire to deliver high quality of customer service
Detail oriented and organized as it pertains to accuracy and efficiency
Good personnel and management and organizational skills

Nice To Haves

Experience in a similar size and quality hotel preferred

Responsibilities

Assist DOSM or DOS with the day to day operation of sales team(s) to achieve budgeted revenues for current year, along with future year pre-booking goals as directed
Assists DOSM or DOS with hiring and training of all new employees in the Sales, Catering and Conference Services departments as directed
Ensure that all sales and administrative processes are in place and functioning effectively
Assist DOSM or DOS in establishing sales team policies and procedures relating to Sales, Revenue Management, and Reservations as directed
Be knowledgeable of the hotel’s top accounts
Accompany Sales Managers on outside sales appointments and “shadow” Sales Managers during telephone prospecting and solicitation calls
Assist DOSM or DOS in development and implementation of monthly and quarterly sales goals and objectives for department as directed
Monitor quality and accuracy of group sales contracts to ensure proper application of hotel deposit, space allocation, yield and policies
Assists DOSM or DOS in preparing and training Sales, Catering, and Conference Service Managers in relation to performance benchmarks and budgets as directed
Develop room and catering strategies for forecasting and analyzing hotel revenue needs
Consistently explore new products and services, evaluating potential return on investment and enhancement to property versus potential costs
Coordinate with DOSM or DOS to conduct weekly meetings involving rate strategies for the future, group backlog, competitive business analysis and financial room forecasts as directed
Assist DOSM or DOS in preparation, development and execution of all sales goals as directed
Assist DOSM or DOS in completing weekly, monthly, quarterly, and annual reporting needs as directed
Maintain involvement in all property revenue centers to effectively plan and alter sales methods to ensure all sales levels are at budgeted and forecasted levels
Work with DOSM or DOS and Corporate Marketing Manager to take an active role in developing Marketing and PR strategies to support the revenue goals as directed
Use Hotelligence, CVENT, HIS and other competitor market intelligence to identify target accounts to visit
Be a champion of sales excellence by creating initiatives to motivate and inspire sales team
Conduct weekly sales calls to existing and new accounts, as well as uncover new business in assigned market segment(s)
Build and strengthen relationships with existing and new accounts to enable future bookings. Activities include sales calls, entertainment, trade shows, etc.
Travel locally to conduct outside calls, promote the hotel and review competition reader boards to develop leads
Generate leads and new business through internet searches, telephone and email solicitations, mailings, referrals, networking, trade shows, professional and community organizations, sales, blitzes, etc.
Arrange site inspections of the hotel for new accounts
Maintain accurate sales records in the hotel sales system to provide complete history, ensure future and current quality of service and enhance future prospects
Respond to all sales inquiries within 24 business hours
Execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence)
Partner with operations team to coordinate customer specifications, effectively respond to customer issues and comments to ensure customer satisfaction
Adjust work schedule as needed to meet the business demands, which may include hours in early morning, evening and/or weekend hours
Other duties as assigned