Director of Group Sales

The Boca Raton•Boca Raton, FL

7d•Onsite

About The Position

The Director of Group Sales designs, directs, and implements group sales strategy across market segments to guide the Group Sales Team in meeting or exceeding the resort’s group budgets and goals. The role manages, recruits, develops, and counsels Group Sales Managers, with direction and assistance from the AVP of Resort Sales. The director also sells and books group business within a designated market area and contributes to the Resort Sales Department’s profitability and overall success. This position is based at The Boca Raton and requires full-time onsite work. The director leads day-to-day group sales activities, collaborates across resort departments, develops market and account strategies, and communicates performance, risks, opportunities, and resource needs to resort sales and commercial leadership. The role has regular contact with clients, meeting planners, and third parties, and may involve travel to assigned territories, trade shows, client site visits, and resort entertainment.

Requirements

Ability to speak, read, write, and understand the primary language or languages used in the workplace.
Good management, social, and communication skills, both written and verbal.
Ability to direct and lead effective meetings.
Ability to produce financial reports required by the AVP of Resort Sales.
Knowledge of resort departments.
Ability to communicate customer needs and resolve complaints independently.
Ability to establish and master goals.
Ability to identify and develop accounts.
Ability to act independently with minimal or no supervision.
Math skills and budgetary analysis capabilities.
Proficiency in delphi.fdc and Microsoft applications.
Ability to sit, stand, or bend for the duration of a shift of at least eight hours.
Bachelor’s degree preferred.
At least seven years of progressive hotel or resort sales experience, including significant group sales responsibility.
Ability to perform physical tasks including grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening, hearing, and visual tasks.
Ability to lift trays of food or food items weighing up to 30 pounds frequently.
Ability to push and pull carts and equipment weighing up to 250 pounds occasionally.

Nice To Haves

Luxury, upper-upscale, destination resort, or complex multi-venue experience is strongly preferred.
Bachelor’s degree is preferred.

Responsibilities

Analyze and estimate the total value of group business and negotiate to achieve optimum resort revenue.
Solicit and book group business from a designated market or territory.
Lead and conduct daily business review meetings with commercial leadership and one-on-one meetings.
Achieve individual contribution goals for budgeted group revenue and resort occupancy.
Lead the Group Sales Team in maintaining market and industry knowledge, market intelligence, and reporting to guide strategy.
Create, design, and execute targeted action plans for the Group Sales Team and designated market or territory.
Work with the AVP of Resort Sales to determine the resources needed to achieve resort group objectives.
Guide business placement across guest rooms, suites, meeting spaces, food and beverage, recreation, restaurants, and resort experiences to maximize total resort value.
Review contracts for accurate data and compliance with department policies and standard operating procedures.
Maintain a professional appearance, conduct, ethics, and image for self and subordinates.
Communicate effectively with internal and external customers.
Provide detailed group sales performance reports and other reports as requested by the AVP of Resort Sales.
Provide concise, decision-ready updates to the AVP of Resort Sales and commercial leadership on performance, risks, opportunities, and resource needs.
Identify, recruit, and develop Group Sales Team staff as applicable to support long-term goals.
Travel to the assigned territory or attend trade shows as outlined in the business plan or requested by the AVP of Resort Sales.
Conduct or assist Group Sales Managers and the Site Sales Manager with client site visits and resort entertainment as needed to achieve financial objectives.
Perform other related duties as assigned or requested by leadership.
Supervise the group sales team in day-to-day activities.
Collaborate with revenue, marketing, leisure sales, catering and conference services, and operations to support resort goals and objectives.
Maintain appropriate relationships with clients, meeting planners, third parties, and other constituencies to enhance The Boca Raton’s image and attainment of its objectives.