Director of Sales

The Commonwealth•Richmond, VA

18d•Onsite

About The Position

The Commonwealth, managed by SMI Hotel Group and affiliated with Preferred Hotels & Resorts, is a 59-suite historic boutique hotel located on Capitol Square in Richmond, Virginia. The hotel features Rueger’s restaurant and bar and 3,000 square feet of flexible event space. The Director of Sales develops and sets the hotel’s revenue, sales, and marketing strategies, ensures plans are implemented, monitors results, and works to achieve sales goals and maximize profitability. The role is responsible for group rooms, transient rooms, and catering revenue, and includes direct selling of hotel rooms, meeting rooms, and food and beverage. The Director of Sales works with the General Manager and Vice President on revenue budgets and the annual sales and marketing plan, while analyzing market and sales trends to support an optimal business mix. The Director of Sales manages assigned sales markets and goals, develops and solicits business, and attends local and national trade shows and market events to promote the hotel. The position requires a positive, professional, goal-driven person with prior hotel sales experience and the ability to work effectively with other departments and maintain strong client relationships.

Requirements

Five years of total experience in hospitality or hotel sales and marketing, or an equivalent combination of education and experience.
Ability to work well with other departments and maintain strong interpersonal relationships inside and outside the hotel.
Ability to identify and build relationships with clients that drive business to the hotel.
Excellent verbal and written communication skills.
Computer skills, including Microsoft Word and Excel.
Budget development and analysis capabilities.
Flexible working schedule as required.

Nice To Haves

College degree preferred.

Responsibilities

Develop and set hotel revenue, sales, and marketing strategies; implement plans, monitor results, and achieve sales goals.
Sell hotel rooms, meeting rooms, and food and beverage through direct client contacts.
Achieve total hotel revenue goals and develop strategies to maximize profitability across group rooms, transient rooms, and catering.
Work with the General Manager and Vice President to produce revenue budgets and the annual sales and marketing plan.
Analyze current and potential markets and sales trends to support an optimal business mix.
Create and develop special events and sales blitzes to showcase the hotel to potential clients.
Develop and solicit business within assigned sales markets and goals.
Attend local and national trade shows and major market events to promote the hotel and increase sales.
Direct and manage group, transient, and catering sales activities to maximize revenue.
Work closely with the General Manager and Vice President to ensure selling strategies are understood and followed for revenue maximization.
Proactively prospect and sell to develop new business and increase the hotel’s share of existing accounts.
Ensure hotel occupancy, revenue, and market-share goals are met, including room nights, ADR, RevPAR, and RGI.
Confirm that pricing is appropriate for the market and supports maximum yield and profitability.
Develop knowledge of the competitive set and identify opportunities in each market segment.
Monitor and report on hotel performance using STAR reports, Hotelligence, forecasts, sales database reports, and property management system reports.
Prepare, implement, and compile data for the strategic sales plan, monthly reports, annual goals, sales and marketing budget, forecasts, and other required reports.
Develop rates, group ceilings, and deployment strategies by reviewing competitive data, demand analysis, and mix management.
Participate in sales presentations, property tours, and customer meetings.