Director of Sales

The Commonwealth•Richmond, VA

19d

About The Position

The Director of Sales at The Commonwealth, a 59-suite historic boutique hotel in Richmond managed by SMI Hotel Group and affiliated with Preferred Hotels & Resorts, develops and sets hotel revenue, sales, and marketing strategies and ensures they are implemented, monitored, and effective in meeting sales goals. The role directly sells hotel rooms, meeting rooms, and food and beverage services to clients. The Director of Sales is accountable for total hotel revenue and profitability across group rooms, transient rooms, and catering. In collaboration with the General Manager and Vice President, the role develops revenue budgets and the annual sales and marketing plan. The Director of Sales analyzes market and sales trends, identifies opportunities for an optimal business mix, develops special events and sales blitzes, and solicits business in assigned markets. The role also promotes the hotel at local and national trade shows and market events. The successful candidate is positive, professional, goal-driven, and experienced in hotel sales.

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 use of Microsoft Word and Excel.
Budget development and analysis capabilities.
Ability to work a flexible schedule as required.

Nice To Haves

College degree preferred.

Responsibilities

Develop and set hotel revenue, sales, and marketing strategies, monitor results, and work toward sales goals.
Sell hotel rooms, meeting rooms, and food and beverage offerings through direct client contacts.
Manage group, transient, and catering sales activities to maximize revenue.
Work with the General Manager and Vice President to develop hotel revenue budgets and the annual sales and marketing plan, and ensure selling strategies are understood and followed.
Prospect and sell proactively to develop new business and grow the hotel’s share of existing accounts.
Meet hotel occupancy, revenue, and market-share goals, including room nights, ADR, RevPAR, and RGI; ensure pricing is market appropriate and supports yield and profitability.
Analyze current and potential markets and sales trends to identify the optimal business mix.
Develop knowledge of the competitive set and identify opportunities in each market segment.
Create and develop special events and sales blitzes to showcase the hotel to potential clients.
Develop and solicit business within assigned markets.
Attend local and national trade shows and major market events to promote the hotel and increase sales.
Monitor and report on hotel performance by reviewing 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 using competitive data, demand analysis, and mix management.
Participate in sales presentations, property tours, and customer meetings.
Build relationships with clients that generate business for the hotel and maintain strong working relationships with internal departments and external contacts.