Associate Director of Sales

Highgate Hotels • Boston, MA

1d • Onsite

About The Position

The Associate Director of Sales assists the Director of Sales & Marketing in directing, coordinating, and supervising the Sales Managers, Event Managers, and Sales Coordinators across sales activities, including direct sales efforts, follow-up, and sales administration. The position supports sales strategy and department operations at The Atlas Hotel, a new Boston hotel, with a focus on maximizing occupancy, average daily rate, banquet and catering revenue, and overall profitability.

The role includes developing hotel and company-policy knowledge, monitoring market conditions and account production, managing leads and bookings, supporting sales-team training and performance, and helping prepare budgets, forecasts, reports, and marketing plans. The Associate Director also works with hotel clients and internal teams, participates in meetings and community networking, and supports hiring and development of Sales Department employees.

Requirements

• At least 5 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.
• Valid driver's license in the applicable state.
• Skill with Windows and company-approved spreadsheet and word-processing software.
• Ability to communicate effectively, verbally and in writing, with employees and guests at all levels.
• Ability to listen to, understand, and clarify concerns raised by employees and guests.
• Ability to multitask and prioritize departmental functions to meet deadlines.
• Effectiveness in handling problems, including anticipating, preventing, identifying, and resolving them.
• Ability to understand and evaluate complex information and data from various sources.
• Detail-oriented and able to handle confidential information.
• Ability to work long hours sometimes.
• Ability to exert up to 20 pounds of force occasionally and/or up to 10 pounds frequently or constantly to lift, carry, push, pull, or otherwise move objects.

Responsibilities

• Assist the Director of Sales & Marketing in supervising and administering Sales Department activities.
• Develop working knowledge of hotel operations, including Front Office, Guest Experience, Reservations, and Food and Beverage.
• Learn and help enforce company sales policies and standard operating procedures.
• Maintain market awareness, identify revenue opportunities, and develop proactive strategies.
• Meet or exceed sales goals and operate within the established sales expense budget.
• Initiate and follow up on leads, coordinate group and transient bookings, and participate in active sales solicitation.
• Attend weekly staff meetings as directed and assist with weekly sales meetings and department training.
• Prepare required reports in a timely manner and help meet Key Result Area (KRA) deadlines.
• Coordinate non-group transient sales and catering solicitations to maximize profits.
• Conduct employee and manager performance appraisals and motivate, coach, counsel, or discipline Sales Team members according to company procedures.
• Monitor top-account production and market trends, and hold Sales Team members accountable for assigned accounts.
• Conduct the daily Highgate Hotel Business Review meeting with Sales, Operations, and the General Manager when the Director of Sales & Marketing is absent.
• Assist with hiring and developing Sales Department employees and managers.
• Apply hotel sales policies and techniques to maximize occupancy, ADR, and banquet and catering revenues.
• Review meeting planner evaluations and ensure problems are addressed.
• Conduct professional hotel site inspections with clients and ensure Sales Managers conduct thorough inspections.
• Help develop strategies to increase competitive market share when revenue penetration goals are not being met.
• Use the property's computerized sales management system to generate reports, enter business, block space, and build accounts.
• Monitor sales incentive plans and help ensure staff understand incentive earnings and that incentives are processed and paid on time.
• Help ensure Sales Managers plan and execute sales trips in line with quarterly KRAs and the sales budget.
• Prepare accurate month-end reports, explain their components, and analyze them with the Director of Sales & Marketing.
• Assist with the annual budget, annual Marketing Plan, and monthly reforecasts, helping maintain forecast accuracy within a 5% margin of error.
• Meet and greet onsite contacts and attend employee meetings and other management-required functions.
• Abide by Prime Selling Time and understand all GDS systems.
• Develop networking opportunities through participation in community and professional associations, activities, and events.
• Respond to negative market trends with sales blitzes or catering promotions.
• Handle inquiries as part of the Inquiry Day Program.
• Maintain regular attendance, attend required meetings and training, uphold personal appearance and grooming standards, and comply with hotel safety and operating standards.
• Perform other duties as requested by management.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Short-term and long-term disability insurance
• 401(k) retirement plan with employer matching contributions
• Paid holidays
• Paid vacation
• Paid sick leave in accordance with applicable law
• Employee assistance program
• Educational opportunities and tuition reimbursement
• Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed