Director of Sales | The Lodge at Columbia Point

Columbia Hospitality•Richland, WA

11h•$80,168•Onsite

About The Position

The Director of Sales is responsible for preparing internal prework, group strategic plans, and departmental revenue and expense budgets, aligning closely with the General Manager to achieve overall property goals. This role drives vision and purpose through department objectives, revenue driving strategies, team deployment and production goals, and individual goal targets. The Director of Sales creates departmental objectives, team deployment strategies, production goals, and individual performance targets. They possess exceptional leadership skills and emotional intelligence, with the ability to manage through subordinates, and can diffuse and resolve conflict in a practical manner. The role involves conducting regular one-on-one meetings and quarterly evaluations with team members. The Director of Sales meets and exceeds expectations for department gross revenue and is able to make quick adjustments if targets are not being achieved (examples; guest rooms, banquet, catering, misc. revenues). They conduct industry research and property data analysis to forecast future business volume effectively. This position ensures the accurate production of monthly closing reports, owner’s reports, pace analytics, and forecasting reports. The Director of Sales possesses proficiency in contractual language and agreements and ensures the department adheres to accounting standards, including deposits, direct billing, and pre-payments. They report weekly achievements for prospecting, inquiries, activities, and industry events, and monthly achievements ensuring financial accuracy across P&L, sales and event platforms, and deposits/accounts receivable. The role manages group yielding efforts with support from the General Manager and Revenue Manager, and maintains department standards and implements systems, including sales & event platform administration/management. The Director of Sales provides overall direction, coordination, and leadership for team members and serves as the primary support for all group sales outreach, negotiations, contractual review, planning and service. They are the direct liaison to all community organizations, city officials, industry associations and public relations entities. The Director of Sales upholds departmental standards and implements management systems, including the administration of sales and event platforms, and develops and maintains favorable working relationships and open communication with all departments. Additionally, this role involves hiring, developing, mentoring, and training department team members to ensure comprehensive competency in all relevant areas and identifying growth potential. They develop a monthly department training program, conduct monthly department meetings, and implement corrective action and feedback when necessary, in a respective and constructive manner. The Director of Sales implements reward programs, achieves departmental goals and objectives, and contributes to revenue growth across assigned segments at a higher level. They engage in client relationship building, including new business development and networking, and meet prospecting and sales activity targets. The Director of Sales responds to incoming RFPs (Requests for Proposals) within 24 hours and is skilled in client negotiations, closing techniques, and contractual language comprehension. They are responsible for revenue forecasting and cultivate and maintain positive working relationships and open communication with all stakeholders. The Director of Sales must adhere to Columbia Hospitality Policies and Procedures. Additional job functions may be assigned based on the property’s business needs as determined by the General Manager and Seattle Support Center Leadership.

Requirements

Minimum of 4-6 years of hospitality sales experience, or similar environment.
Possess extensive knowledge and expertise in sales and/or event management with extensive sales and negotiation skills.
The ability to solve practical problems when limited information is available.
Requirement for strong emotional intelligence and critical thinking capabilities.
Ability to lead and influence managers and large teams while placing a high priority on developing others.
Anticipates customer needs and provides services that are beyond customer expectations.
Takes an initiative-taking approach to address issues and avert conflict, resolve practical problems, and conflict resolution with limited standardized solutions.
Promotes a sense of urgency and establishes and enforces individual accountability in the team. Assumes the responsibility for the outcome of others.
Working knowledge of applicable laws, codes, and regulations.
Excellent communication skills, including proficiency in writing contracts, reports, business correspondence, and operations manuals, with the ability to present information effectively and respond to inquiries from team members, managers, clients, guests, or the public.
Ability to think creatively and develop innovative solutions or approaches.
Strong personal skills, including time management, information analysis, problem-solving, planning and organizing, decision making, problem solving, and delivery of results.
Strong interpersonal communication with the ability to identify, understand, and anticipate the emotions, concerns and thoughts of others.
Strong interpersonal influence skills, including coaching, motivating, delegating, and relationship-building.
Demonstrates a strong grasp of mathematical operations. Ability to add, subtract, multiply and divide in all applicable units of measure, using whole numbers, fractions, and decimals. Ability to compute discounts, interest, commissions, proportions, and percentages.
Analytical mindset and can utilize mathematical skills to assess data, identify trends, and draw meaningful insights that drive strategy and decision-making.
Creates strategy and is able to shift with immediacy based on market conditions.
Technical proficiency in Microsoft Office; Word, PowerPoint, Teams, OneNote, and Excel. Knowledge of hospitality sales platforms a plus.
Proficiency in conducting client research, gathering relevant information, and staying updated on industry trends and developments.
Strong financial acumen understanding and creating various financial reports (P&L statement, PACE, budget) with knowledge of dynamic pricing and profitability.
Strong presentation skills in a clear and effective manner to a variety of stakeholders; owners, leaders, clients, and team members.
Ability to travel (including air or car, hotel overnight stays, and client entertainment.)

Nice To Haves

Knowledge of hospitality sales platforms a plus.

Responsibilities

Annually prepares internal prework, group strategic plans, and departmental revenue and expense budgets, aligning closely with the General Manager to achieve overall property goals.
Drives vision and purpose through department objectives, revenue driving strategies, team deployment and production goals, and individual goal targets.
Creates departmental objectives, team deployment strategies, production goals, and individual performance targets.
Conducts regular one-on-one meetings and quarterly evaluations with team members.
Meets and exceeds expectations for department gross revenue and is able to make quick adjustments if targets are not being achieved (examples; guest rooms, banquet, catering, misc. revenues).
Conducts industry research and property data analysis to forecast future business volume effectively.
Ensures the accurate production of monthly closing reports, owner’s reports, pace analytics, and forecasting reports.
Ensures the department adheres to accounting standards, including deposits, direct billing, and pre-payments.
Reports weekly achievements for prospecting, inquiries, activities, and industry events.
Reports monthly achievements ensuring financial accuracy across P&L, sales and event platforms, and deposits/accounts receivable.
Manages group yielding efforts with support from General Manager and Revenue Manager.
Maintains department standards and implements systems, including sales & event platform administration/management.
Provides overall direction, coordination, and leadership for team members.
Primary support for all group sales outreach, negotiations, contractual review, planning and service.
Direct liaison to all community organizations, city officials, industry associations and public relations entities.
Upholds departmental standards and implements management systems, including the administration of sales and event platforms.
Develops and maintains favorable working relationships and open communication with all departments.
Hires, develops, mentors, and trains department team members to ensure comprehensive competency in all relevant areas and identifying growth potential.
Develops a monthly department training program.
Conducts monthly department meetings.
Implements corrective action and feedback, when necessary, in a respective and constructive manner.
Implements reward programs.
Achieves departmental goals and objectives.
Contributes to revenue growth across assigned segments at a higher level.
Engages in client relationship building, including new business development and networking.
Meets prospecting and sales activity targets.
Responds to incoming RFPs (Requests for Proposals) within 24 hours.
Responsible for revenue forecasting.
Cultivates and maintains positive working relationships and open communication with all stakeholders.
Must adhere to Columbia Hospitality Policies and Procedures.
Additional job functions may be assigned based on the property’s business needs as determined by the General Manager and Seattle Support Center Leadership.

Benefits

Cellphone Allowance
Incentive Eligible
Get Paid Daily
Paid Time off & Holiday Pay
Medical
Dental
Vision
Disability
401K
HSA/FSA Plans -with employer contribution
Referral Bonus
Discounted Lodging, Dining, Spa, Golf, and Retail
Employee Assistance Program
“Columbia Cares” Volunteer Opportunities
Committee Participation Opportunities
Task Force Work Opportunities
Online Learning Platform to Help You Grow!
Third Party Perks (Including discounts on Pet Insurance, Rental Cars, Movie and Concert Tickets, Theme Park and Attractions & so much more)