Director of Group Sales

COMMONWEALTH LODGING MANAGEMENT LLC•Hampton, VA

19d•$55,000 - $65,000•Onsite

About The Position

The Director of Sales and Marketing is responsible for leading and managing the hotel’s overall sales and marketing efforts. This includes developing new business, nurturing existing accounts, overseeing rate and inventory management, supervising sales personnel, and implementing effective sales and marketing strategies. The goal of this role is to maximize hotel profitability while ensuring exceptional guest and associate satisfaction. Because the hospitality industry operates seven (7) days a week, twenty four (24) hours a day, consistent and reliable attendance in alignment with company standards is essential for success in this position Supervises assigned sales staff: hiring, termination, disciplinary actions, performance evaluations, and development. Qualifies all prospective leads. Participates and leads the rate and inventory initiatives, including but not limited to participating in franchise revenue management service. Oversee all hotel and franchise field marketing initiatives. Meets with and maintain rapport with individuals and contacts to produce groups and/or convention business, to include Guest room, meeting space, services, and Catering Banquet sales for both the group and transient markets. Buys and place all hotel advertising within the guidelines and budgetary requirements as stated in the annual marketing plan and budget. Attend all high profile events hosted in the hotel. Schedules group rooms, conventions, and business group activities at the hotel. Maintains liaison with other departments to facilitate services agreed upon by the sales office and prospective clients. Assists the General Manager in the creation and update of the hotel's marketing plan and budget. Formulates and executes projects for all market areas as stated in the marketing plan. Develops and maintains departmental budgets. Enforces sales related policies and procedures. Ensure sales activities meet or surpass profit plan. Develops and maintains client files. Develops and implements sales and marketing strategies. Works with the Convention and Visitors Bureau to control dates, availability, and rates. Approves function space allocation for group catering and meeting bookings. Develop and maintain relationships with media contacts in order to maintain public relations effort. Stay abreast of competition and industry developments. Increase market share based on disruptive innovation and strategizing. Prepare reports as outlined including, but not limited to Productivity Report, Weekly Plan, Sales Call Reports, Market Share Analysis, and Forecasts. Work closely with Food and Beverage and Rooms Divisions to ensure above average service levels. Conducts weekly sales meetings. Attend weekly staff meetings. Attend and present data, as requested at all meetings with management company and ownership groups for the hotel. Interviews, hires, trains, and evaluates all sales personnel as required. Completes projects as determined by the General Manager. Be knowledgeable of and follow all Commonwealth Lodging Management, hotel, and brand standards, policies, and procedures. This job description is not intended to provide a complete and comprehensive list of all job duties, requirements, and responsibilities. Instead, it is provided as a general overview of the expectations for the position.

Requirements

Computer skills required.
Minimum of 5 years of experience in hotel management
Able to solve problems and make sound business decisions.
Effective business writing skills.
Ability to suggestively sell.
Knowledge of general sales techniques.
Yield management experience.
Effective business writing skills.
Good understanding of the English language.
Good communication skills both written and verbal.
Exert physical effort in lifting/transporting at least 25 pounds.
Push/pull carts and other equipment up to 100 pounds.
Endure various physical movements throughout the work areas.
Satisfactorily communicate with guests, management, and co-workers to their understanding.
Must be able to stand and exert well paced mobility for up to 8 hours in length.
Must be willing and can work a varied schedule that includes nights, weekends and holidays.
Must have own reliable transportation and possess a valid state driver's license to make sales calls
Knowledge of the local area.
Must have dexterity, mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment
Always provides professional and courteous service.

Nice To Haves

Familiarity with Microsoft Office preferred.
Experience with hotel systems is preferred

Responsibilities

Supervises assigned sales staff: hiring, termination, disciplinary actions, performance evaluations, and development.
Qualifies all prospective leads.
Participates and leads the rate and inventory initiatives, including but not limited to participating in franchise revenue management service.
Oversee all hotel and franchise field marketing initiatives.
Meets with and maintain rapport with individuals and contacts to produce groups and/or convention business, to include Guest room, meeting space, services, and Catering Banquet sales for both the group and transient markets.
Buys and place all hotel advertising within the guidelines and budgetary requirements as stated in the annual marketing plan and budget.
Attend all high profile events hosted in the hotel.
Schedules group rooms, conventions, and business group activities at the hotel.
Maintains liaison with other departments to facilitate services agreed upon by the sales office and prospective clients.
Assists the General Manager in the creation and update of the hotel's marketing plan and budget.
Formulates and executes projects for all market areas as stated in the marketing plan.
Develops and maintains departmental budgets.
Enforces sales related policies and procedures.
Ensure sales activities meet or surpass profit plan.
Develops and maintains client files.
Develops and implements sales and marketing strategies.
Works with the Convention and Visitors Bureau to control dates, availability, and rates.
Approves function space allocation for group catering and meeting bookings.
Develop and maintain relationships with media contacts in order to maintain public relations effort.
Stay abreast of competition and industry developments.
Increase market share based on disruptive innovation and strategizing.
Prepare reports as outlined including, but not limited to Productivity Report, Weekly Plan, Sales Call Reports, Market Share Analysis, and Forecasts.
Work closely with Food and Beverage and Rooms Divisions to ensure above average service levels.
Conducts weekly sales meetings.
Attend weekly staff meetings.
Attend and present data, as requested at all meetings with management company and ownership groups for the hotel.
Interviews, hires, trains, and evaluates all sales personnel as required.
Completes projects as determined by the General Manager.
Be knowledgeable of and follow all Commonwealth Lodging Management, hotel, and brand standards, policies, and procedures.