Director of Sales

Legacy Ventures•Dillard, GA

3d•Onsite

About The Position

The Director of Sales will lead the resort sales department. This position reports to the Resort Manager and works closely with the resort department heads and corporate sales and revenue team. The Dillard House is a one-of-a-kind property nestled in the picturesque Tennessee River Valley within a two-hour drive north of Atlanta in Rabun County. It will represent tradition with authentically sourced cuisine, numerous outdoor activities and outstanding southern charm and hospitality.

Requirements

Self-starting personality with an even disposition to effectively communicate with guests, team members and community.
Be familiar with and adhere to Legacy Ventures Service standards as outlined in the Blueprint and other policies / rules of conduct, to include personal appearance / grooming, attendance, and safe / efficient operations.
College degree preferred.
High school diploma or general education degree (GED) and three years related experience and/or training; or equivalent combination of education and experience.
Must have exceptional customer service skills.
Demonstrate ability to perform multiple tasks in a busy environment and remain flexible.
Ability to work well in a team environment.
Must possess excellent written, verbal, and organizational skills.
Computer literacy and financial management a must.

Nice To Haves

Flexibility to travel locally and/or nationally, potentially including overnight stays.

Responsibilities

Assist in the production of annual business and marketing plans as well as revenue and sales department expense budgets.
Develop and execute strategic and promotional plans to drive revenues to reach/exceed annual goals. Plans include strategic initiatives, competitive analysis, insights on new areas of opportunity, staffing, partnerships, evaluation of rates and need periods, etc.
Establish both annual and monthly sales objectives in coordination with the Company's business plan.
Develop sales action plans for entire sales team; continuously monitor performance to plan and make effective adjustments in order to meet and exceed targets.
Keep up-to-date with industry knowledge as well as the competitive positioning of the resort and fully integrate into local CVBs to capitalize business that comes into the local market.
Develop forecasts and budgets in accordance with prescribed schedule and Company standards that maximize revenues through the most effective mix of business.
Monitor and influence revenue channels to ensure the proper market segmentation and rate/occupancy strategies are in place to reach/exceed revenue goals.
Lead, train and mentor sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations.
Perform as the driver of all revenue and ensure quarterly and annual revenue goals are achieved.
Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company's strategic goals.
Monitor and direct sales leads to sales managers. Provide motivation, support, encouragement, and direction to all members of the sales department.
Maintain efficient sales office procedures for productive use of staff time and ensure the maintenance of accurate and updated account files and follow-up procedures and to ensure the resort is easy for clients to do business with.
Manage customer contracts to ensure that all contracts are executed according to Company standards, ensuring that standard contract language remains intact and contracts are executed appropriately to protect Company interests.
Hold sales team accountable to results and celebrate successes.
Ensure that billing, credit procedures and audit guidelines are followed.
Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales and presentations to potential clients in keeping with assigned market segment.
Resolicit and retain existing business by maintaining good client relationships and ensuring the resort provides best-in-class meetings experiences.
Leverage readerboard and agency subscriptions to identify opportunities.
Build/Generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to: conventions, corporations, DMCs, tour operators, meeting planners, associations, film companies, political affiliations, SMERF (Social, Military, Educational, Religious and Fraternal) groups, concierges, organizations (i.e. Chamber of Commerce, MPI, etc.) etc.
Identify and penetrate new accounts.
Conduct inquiry calls, account maintenance, qualification calls, outside sales calls, site visits, concierge visits, and other sales activities; ensure that these activities are timely updated and logged in the Sales Database.
Attend local trade-shows, participate in sales blitzes and other off-site sales efforts.
Participate in executing all company-wide marketing initiatives.
Ensure fair/consistent space release program and rooms space ratios are in place and upheld to maximize revenues.
Partner with reputable on-site F&B provider for consistent cross-sell and upsell opportunities to maximize both catering and group sales.
Develop strategic plans and programs that benefit both the resort and the F&B provider and work together to ensure a win-win relationship.
Other duties may be assigned by a supervisor as needed.