Director of Sales

Hersha Hospitality Management LP•Houston, TX

1d•Hybrid

About The Position

The Director of Sales is responsible for developing and executing strategic sales plans through direct sales, marketing, e-commerce channels, public relations, and community partnerships. This role involves interviewing, selecting, training, scheduling, coaching, and supporting associates to ensure their performance aligns with established brand or hotel standards and HHM core values. The Director will utilize internal and external resources and data to create strategic plans encompassing all business segments, understand sales and business processes, support corporate and hotel goals, and enhance customer value. Key responsibilities include identifying customer business requirements, crafting offers to increase hotel revenue share, monitoring the sales team's achievement of objectives, and taking corrective actions against the annual marketing plan. The Director must achieve annual hotel revenue goals, maintain relationships with key accounts to boost customer satisfaction and revenue, and employ professional sales techniques to negotiate favorable terms. The position also requires articulating and leveraging hotel benefits to close sales opportunities, preparing and maintaining an annual marketing plan with specific initiatives for business segment growth, and demonstrating leadership through proper selling techniques, effective development of others, and commitment to industry and personal growth. Developing clear and effective presentations, both orally and in writing, is essential.

Requirements

Four-year college degree
Previous sales experience in a comparable hotel size and scope
Public relations and community marketing experience
Proficient in use of Excel, Word, Delphi and access database tools

Nice To Haves

Additional/advanced degree coursework in business administration, marketing and communications
Operations experience

Responsibilities

Develop and execute strategic sales plans through direct sales, marketing, e-commerce channels, public relations, and community partnerships.
Interview, select, train, schedule, coach, and support associates, ensuring they perform in accordance with established brand or hotel standards and consistent with HHM core values.
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 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.
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.
Prepare and maintain a current annual marketing plan with measurable and specific initiatives detailed to maintain and grow each business segment.
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.
Travel locally to conduct outside calls, promote the hotel, and review competition.
Follow sustainability guidelines and practices related to HHM’s EarthView program.
Perform other duties as requested by management.