Director of Group Sales

AccorHotel • Long Beach, CA

103d • $105,000 - $120,000

About The Position

The position at Fairmont Breakers involves exceeding group sales goals as well as segment goals on a monthly, quarterly, and yearly basis. The individual will be responsible for the achievement of direct reports' individual goals and will solicit groups through action plan preparation and execution. The role includes identifying prospective customers, establishing revenue goals for existing key accounts, and participating in the d.a.r.t. Referral Program. The individual will also oversee ongoing communication for the market between the property and the global sales network, participate in tradeshows and promotional events, and maintain positive relationships with guests, vendors, and colleagues. Additionally, the position requires managing referral response systems, preparing reports, assisting in hotel revenue objectives, and providing ongoing sales direction to direct reports.

Requirements

• Bachelors degree and/or Hotel Management degree or diploma
• Six years of hotel sales experience, having had varied market mix experience
• Has established relationships with key industry contacts in the market segment
• Supervisory experience an asset
• Microsoft Office suite of software literacy an asset
• Opera Sales & Event Management knowledge an asset

Responsibilities

• Exceeds group sales goals as well as segment goals on a monthly, quarterly and yearly basis
• Responsible for direct report’s achievement of individual goals
• Solicits group through action plan preparation and execution
• Responsible for achievement of objectives, as outlined in the market team’s action plans
• Identifies prospective customers and establishes revenue goals for existing key accounts and key prospects within their specific market segment
• Participates in the d.a.r.t. Referral Program with goal for referring business to sister hotels/brands
• Contracts room nights and reviews team member’s contracts, considering the number of rooms, average rate and total revenue objectives of the hotel
• Oversees ongoing communication for market between property and the global sales network
• Participates in tradeshows, conventions and promotional events within the hotel and trade related organizations
• Maintains positive relationships with all guests, vendors, colleagues and global sales network
• Maintains account, contact, activity and business details within Opera S&C according to Fairmont standards
• Ensures delivery of expected guest service through follow up and coordination with other hotel departments
• Manages referral response system and tracking of definite business - both inbound and outbound
• Prepares weekly, monthly, quarterly, and annual reports as required
• Assists in the preparation and re-forecasting of hotel revenue objectives and compilation of market intelligence
• Champions sales technology systems and standards
• Involved in setting individual room revenue and/or room night goals
• Involved in alerting team of Distant Early Warning (DEW) signals
• Assists with development and/implementation of annual budget and marketing plan
• Improves communication through attendance at weekly revenue management, rate strategy meetings and regularly scheduled Sales Departmental meetings
• Provides ongoing sales direction to direct reports by conducting a minimum of two coaching meetings on a monthly basis in order to review skills, knowledge, techniques and Performance Management Goals (REACH)
• Reviews sales shop calls with individual managers
• Develops, energizes and leads a motivated, competent and cohesive team through the implementation of approved Sales reward & recognition programs and HR performance management programs
• Keeps a constant focus on identification of hi-potential colleagues and succession planning opportunities and needs
• Oversees administrative colleague’s workload
• Actively participates in prescribed sales training
• Participates in Hotel Manager on Duty program, if required
• Other duties, as assigned

Benefits

• Salary range: USD $105,000-$120,000 gross per annum
• Discounted hotel rooms and food & beverage rates to employees at our sister properties around the globe
• Learning programs through our Academies to promote growth and development
• Opportunity to develop your talent and grow within your property and across the world
• Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21 and WATCH

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree