Centralized Director of Sales

HEI Hotels and Resorts•Fairfield, CT

1d•Remote

About The Position

The Centralized Director of Sales is responsible for maximizing top line revenue opportunities and optimal business mix in Group, Catering and Business Travel for hotels in their Hotels. Acts as the Super DOS for Centralized Properties without a Sales Leader and is responsible for ensuring that HEI’s LEAD program is executed on a daily basis. The role requires the candidate to have a strong working knowledge of Sales systems, allowing a rapid response to LEAD closure. Is accountable to results related to Group LEAD flow. The Corporate Director of Sales (Centralized) supports the Centralized Sales Team by mentoring, training and developing individuals and teams and holds them accountable to revenue and activity goals in order to support achievement of budget and market share metrics; and works closely with the corporate support group to ensure enterprise level process, policy are complied with and best practices leveraged. The position requires minimal travel (up to 25%) to ensure coordination of property sales efforts/process and results measurement and owner expectations.

Requirements

Bachelor’s Degree, preferably in Marketing, Communications or related field.
A minimum 10 years’ of progressive sales experience within the hospitality industry.
Multi brand and market experience preferred.
Strong working knowledge of CMS and brand sales platforms (e.g. CI/TY, Delphi, Travelclick, CVENT, Knowland, Opera, PMS).
A Delphi Fdc and Marriott CI working knowledge is crucial in this role.
Excellent working knowledge of Hotel Sales, marketing and revenue management with advanced skills in Direct Sales process, B2C, revenue management processes, eCommerce tactics and brand resources.
Advanced skills in leadership, strategic sales planning, analyzing/interpreting data, multi-tasking, organizational and communication skills.
Ability to manage associates to improve performance and support Talent Acquisition and development via the HEI platform.
Must be comfortable in communicating to owners, brands and customers to deliver the HEI brand message and results.
Ability to travel up to 25% of the time may be required.

Responsibilities

Hands on day to day management of HEI’s LEAD Program to ensure hotels meet HEI closure rates.
Day to day management of Group LEAD process to ensure all hotels execute Group and Events strategy to exceed transactional and revenue goals.
Daily deep dive into sales data to ensure compliance and accountability to the process ensuring top line revenues in Group, Catering and Business Travel meet goals based on execution.
Approves property revenue and activity goals and incentive plans.
Drives results in Group and Catering via a disciplined approach to sales activity, funnel management, conversion and sales manager productivity.
Responsible for ensuring hotels acquire, activate and re-activate Business Travel accounts on a constant basis in partnership with the Corporate Director of Business Travel for centralized properties.
Requires constant communication with enterprise Rapid Response Lead Team to ensure that LEAD flow is managed on an hourly basis to ensure speed to market
Responsible for ensuring that all HEI Corporate resources are leveraged including VAW, HSR, CVENT, Knowland.
Partners with HEI Campaigns and Promotions team to execute email Marketing opportunities via Constant Contact
Ensure owner communication and requests are funneled to the HEI Campaigns and Marketing Group to execute against online, Brand, Social, B2C and Digital strategies and tactical.
Holds teams accountable to HEI performance standards ensuring a full understanding of expectations.
Liaises for the property EC team in delivering key corporate sales initiatives through clear on going communication.
Assigns clear accountability, provides both authority and resources, and monitors implementation to assure success and results.
Verifies daily, weekly and monthly sales rhythm.
Adheres to corporate defined RDOS rhythms including, but not limited to weekly property rhythm calls, bi-weekly group update calls, DBR, CVENT KPI review.
Analyzes market performance and potential to be applied to optimal segmentation and hotel sales deployment via Travelclick, CVENT, Knowland, STR, SSA etc.
Performs any other job related duties as assigned.