Director of Group Sales

Maybourne Beverly Hills Hotel•Beverly Hills, CA

2d•Onsite

About The Position

The Director of Group Sales plays a pivotal role in the hospitality industry. Their responsibilities include developing and implementing strategies to maximize group bookings and revenue, maintaining relationships with clients and event planners, negotiating contracts, analyzing market trends, collaborating with other hotel departments, and ensuring exceptional guest experiences for group events. They set sales goals, monitor performance, manage budgets, and contribute to the overall success of the hotel by driving group sales efforts and maintaining a strong market presence.

Requirements

At least 5-7 years of experience in group sales – Previous Five Star/Luxury Hotel Sales Experience is essential.
Bachelor’s degree preferred or equivalent work experience.
Must have an established network of connections.
Proficient with Hotelligence.
This is an on-property position and will be required to participate in and run meetings, conduct site tours and be an ambassador of the brand.
Previous working knowledge of Opera and Delphi.fdc systems.
Maintain a professional appearance and conduct personal behaviour in a mature professional manner when representing the Hotel or company.
Responsive and genuine with guests and colleagues
Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel and Delphi.
Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required.
Ability to use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
Creates an atmosphere in which timely information flows smoothly throughout the department; possesses exceptional communications skills.
Experience working within hotel sales operations, managing team members and budgets.
Ability to translate business needs into what needs to be done; ensures that all work is completed effectively; monitors the progress of work against schedules and budgets; maintains high performance standards.
Understands our competition and knows how to sell against them.
Possession of in-depth understanding of global travel in addition to a network of contacts.
Must work well in stressful high-pressure situations; maintain composure and objectivity under pressure.
Excellent organizational skills and ability to work in dynamic and fast-changing environment.
Must be a self-starter with an entrepreneurial spirit.

Responsibilities

Oversee the production of Group business for The Maybourne Beverly Hills
Lead, coordinate and build the managed Group Business sales efforts.
Proactively manage, qualify, solicit, and book group blocks. Prepare brand communication such as proposals and contracts. Responsible for ensuring the closing of the sale.
Effective management of a portfolio of key accounts through planned sales activities
Identify opportunities to up-sell into premium and suite categories.
Participation in tradeshows and workshops are required.
Planning and executing sales trips as required. Oversea training may be required.
Hosting of site inspections and familiarization trips as needed.
Must have exceptional attention to detail and follow up skills to create client loyalty and confidence.
Coordinate ongoing research of the industry to detect market trends and related information for development of new marketing strategies; make reasonable recommendations to improve potential from the group business market.
Work in conjunction with other departments within the hotel to ensure smooth handling of group needs and requirements.
Monitor actual sales and revenues to determine variance and assess goal accomplishments and adjust strategies accordingly.
Monitor and achieve sales targets and revenue goals for group business segment.
Familiar with marketing promotions and industry initiatives to drive client education and incentives.
Orchestrate quarterly and annual account reviews and market action plans and collaborate with other Directors and Managers to drive production.
Able to work independently and make decisions based on established policies and procedures while sticking to budget.
In possession of significant knowledge of industry reporting systems and analytics.
Must have entrepreneurial mindset and be able to take initiative to capture business and maximize profits for the hotel.
Be able to identify agencies booking in comp set and find ways in which to divert them to the Maybourne Beverly Hills via continual and consistent use of Hotelligence).
Build and maintain strong relationships with key stakeholders/guests, partners and actively engage in sales activities, including negotiations and closing deals.
Ensure accuracy for forecasting of revenues, monthly reports, sales budget.
Assist Sales/Catering/Conference Services in receiving the necessary guest information and closing business, as requested. Demonstrate commitment to The Maybourne brand and core values.
Possess adequate revenue knowledge including rate loading, rate maximization, revenue strategy and reporting.
Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.
Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility.
Maintains an on-going employee recognition program.