Director of Sales

Hilton Garden Inn•Huntsville, AL

4d•Onsite

About The Position

The Director of Sales develops assigned market segments, emphasizing new business for the assigned hotel. Working with the General Manager, Regional Revenue Manager, and Regional Director of Sales, the role optimizes the property's revenue potential and helps ensure customers have a memorable hotel experience. The Director of Sales develops and executes sales action plans, maintains positive interdepartmental relationships, and completes special projects as assigned by the General Manager, Regional Director of Sales, and/or Vice President of Sales and Marketing. Success is measured by achievement of hotel revenue goals and, where possible, improved market share performance against the hotel's defined competitors. The position requires a physical presence at the hotel and is not suitable for remote work or telecommuting. A typical week includes at least three days making sales calls outside the office and two days in the office working on the sales plan. Weekend attendance may be required to support meeting or group satisfaction. Periodic overnight travel may be required for company or brand conferences, sales blitzes, training, or client events. Driving on behalf of the company and maintaining a valid driver's license are required.

Requirements

High school diploma or equivalent.
Previous direct hotel sales experience, including outside sales calls.
Demonstrated success in developing a market.
Knowledge of effective outside sales tactics.
Proficiency in written and verbal English and effective written and verbal communication skills.
Financial analysis skills to assess business opportunities and their contribution to business success.
Strong organizational and multitasking skills.
Ability to work effectively with others and flexibly as part of a team.
Ability to analyze work for accuracy, both one's own and others'.
Proficiency in Microsoft Outlook, Word, Excel, and PowerPoint.
Ability to influence others and engage clients and coworkers on difficult issues.
Ability to work independently and achieve property sales goals; sound decision-making and discretion.
Ability to drive on behalf of the company and maintain a valid driver's license.
Ability to perform major life activities including standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
Ability to push or pull 60 pounds unassisted and lift and/or carry 30 pounds unassisted; ability to see and hear.
Ability to speak and read English.
Honesty and trustworthiness, and successful completion of required security clearances.
Physical presence at the hotel; the role is not conducive to telecommuting or remote work.

Nice To Haves

College degree (BS/BA) or equivalent work experience.
Experience selling Marriott, Hilton, Best Western, or IHG hotels, including Hilton Focus Service, full-service, and/or extended-stay lodging, to all market segments and weekday/weekend business, where applicable.
Hotel operations experience.
Knowledge of the hotel's market area.
Thorough understanding of the client base.
Experience with customer relationship software such as Delphi.fdc and/or STS.
Ability to communicate in another language may be helpful.

Responsibilities

Develop assigned market segments, with an emphasis on generating new business for the hotel.
Work with the General Manager, Regional Revenue Manager, and Regional Director of Sales to merchandise the property's revenue potential and support memorable guest experiences.
Develop and execute sales action plans, maintain positive interdepartmental relationships, and complete assigned special projects.
Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures.
Book business that enables the hotel to achieve or exceed its monthly room revenue budget and, where applicable, other assigned revenue budgets.
Use a relationship-building and proactive-selling approach.
Meet or exceed weekly telephone prospecting, qualification, solicitation, and outside-call goals established in the Commitments to Success.
Include the General Manager in appropriate sales appointments and seek assistance from corporate-based sales personnel as needed to win business.
Use the property's computerized sales management system to record sales activities, generate weekly reports, enter business, block meeting space where available, and build accounts.
Maintain active membership in at least two outside organizations, such as a convention and visitors bureau, chamber of commerce, sports commission, or university affiliation.
Generate sales contracts and BEOs where applicable within LBA guidelines; develop and present business cases for LNR and group business outside established rates or allotments as needed.
Deploy seasonal and segment-specific promotions and packages when needed to drive bookings.
Use available business tools and internal lead sources to prospect for new business and maximize hotel revenue.
Target and develop specific companies to reach decision-makers who can refer business, while pursuing new business and managing existing accounts.
Improve general business and industry-specific skills through brand and corporate sales training and, where appropriate, external continuing education.
Motivate, coach, counsel, and discipline sales department personnel according to LBA Hospitality standards, as applicable.
Monitor general economic and business news and developments specific to assigned market segments.
Understand and contribute appropriately to the hotel's rooms forecast.
Follow up and communicate regularly with clients to maintain relationships and support bookings or retained business.
Understand and contribute to the annual budgeting process, including revenue generation, advertising, and promotion costs.