Director of Sales and Catering

Hersha Hospitality Management LP•Frederick, MD

About The Position

Director of Sales and Catering - The Visitation Hotel Frederick, a Tribute Portfolio Hotel Now hiring for an exciting opportunity for an experienced Director of Sales and Catering to join the leadership team of the Visitation Hotel Frederick, a Tribute Portfolio Hotel. Situated in Frederick, Maryland, this lifestyle boutique hotel boasts 65 beautifully appointed rooms within a meticulously restored historic property, once a revered all-girls school. The Visitation Hotel is seeking a Director of Sales and Catering to join the executive leadership team. The individual must be effective and highly detailed, with proven success as a proactive leader in an upscale/lifestyle hotel environment to develop, plan, and execute sales objectives and strategies. The Director of Sales and Catering will possess a background in leading and developing sales teams, leveraging relationships, and driving results through strategic revenue optimization.

Requirements

Seven years of progressive experience in hotel sales.
Lifestyle hotel experience required.
Marriott experience is required.
CITY experience is a must.

Nice To Haves

Bachelor’s degree preferred.

Responsibilities

Direct the day-to-day selling activities - development and communication of sales strategies and goals.
Analyze market and sales trends and coordinate activities to maintain and increase market share.
Work in partnership with Revenue Management to develop and implement sales pricing strategies, mix of business, and channel management.
Use internal and external resources and data to develop strategic plans to incorporate all business segments.
Understand sales and business processes, support corporate and hotel goals and contribute to the enhancement of customer value.
Identify customer business requirements and craft customer offers, which result in increased revenue share for the hotel.
Monitor achievement of objectives for the sales team and take appropriate action to correct shortfalls versus the annual marketing plan.
Achieve annual hotel revenue goals as agreed upon and established in the annual budget.
Travel locally to conduct outside calls, promote the hotel and review competition.
Maintain hotel relationships with key accounts to increase customer satisfaction and account revenue.
Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
Articulate and leverage the benefits of the hotel to close sales opportunities.
Align with the General Manager, marketing and revenue teams to develop and execute against sales tactics and initiatives for the hotel and its assets; including how it relates to the Banquet Sales and Catering through the F&B outlets.
Align with the marketing team and maintain a current annual sales & marketing plan with measurable and specific initiatives detailed to maintain and grow each business segment.
Alter and adjust the plan as dictated by changes in the market.
Accept leadership responsibilities by modeling proper selling techniques, effective development of others and commitment to industry and personal development.
Develop effective presentations (orally and written) where ideas, opinions, recommendations, and conclusions are clearly understood and delivered to hotel ownership.
Lead, train, and develop a sales team, while ensuring they perform in accordance with established hotel standards coupled with overall topline revenue expectations.