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 strategies across market segments to guide the Group Sales Team toward 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. It also sells and books group business within a designated market area and contributes to the successful operation, profitability, and overall success of the Resort Sales Department. This position is based at The Boca Raton and requires full-time on-site work. The Director evaluates and negotiates group business to optimize Resort revenue; leads business reviews and sales-team planning; monitors performance against group revenue and occupancy goals; and coordinates business placement across the Resort’s accommodations, meeting spaces, food and beverage, recreation, restaurants, and experiences. The role collaborates with internal departments and maintains relationships with clients, meeting planners, and third parties. It reports to the AVP of Resort Sales and supervises the group sales team in day-to-day activities.

Requirements

Ability to speak, read, write, and understand the primary language or languages used in the workplace.
Good management, social, and written and verbal communication skills.
Ability to direct and lead effective meetings.
Ability to produce financial reports required by the AVP of Resort Sales.
Knowledge of all 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 7 years of progressive hotel or resort sales experience, including significant group sales responsibility.
Ability to walk and give direction for most of the working day and maneuver at a well-paced level between simultaneous functions.
Ability to perform tasks involving grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening, hearing, and visual acuity.
Ability to frequently lift trays of food or food items weighing up to 30 pounds.
Ability to occasionally push and pull carts and equipment weighing up to 250 pounds.

Nice To Haves

Luxury, upper-upscale, destination resort, or complex multi-venue experience.

Responsibilities

Analyze and estimate the total value of group business and negotiate terms that optimize Resort revenue.
Solicit and book group business from a designated market or territory.
Lead and conduct daily business review meetings with commercial leadership and hold one-on-one meetings.
Contribute to Resort budgeted group revenue and occupancy goals through individual performance.
Lead the Group Sales Team in maintaining market and industry knowledge, market intelligence, and reporting to inform 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 financial and other 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 professional appearance, behavior, ethics, and image for self and subordinates.
Communicate effectively with internal and external customers.
Provide detailed reports on Group Sales performance and other areas as requested by the AVP of Resort Sales.
Provide 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 needed to support long-term goals.
Travel to the 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.