Director of Sales

Royal Lahaina Resort•Lahaina, HI

About The Position

The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/ Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

Requirements

At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience
Supervisory experience
Must have a driver's license in the applicable
Must be proficient in Windows, company-approved spreadsheets
Long hours sometimes
Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move
Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service manner
Must be effective at listening to, understanding, and clarifying concerns raised by employees and
Must be able to multitask and prioritize departmental functions to meet
Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented
Attend all hotel-required meetings and
Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the
Maintain high standards of personal appearance and grooming, which include wearing
Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
Maximize efforts towards productivity, identify problem areas and assist in implementing
Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as
Must be able to understand and evaluate complex information, data, from various sources to meet appropriate objectives.
Must be able to maintain confidentiality

Responsibilities

Supervise, administer and ensure timely completion of all activities of the Sales
Ability to travel for sales calls/missions and trade shows – domestic and possibly international.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and
Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team.
Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive
Meet or exceed set
Meet or exceed goals and budget for group/transient, banquet & catering revenues.
Operate the Sales Department within established sales expense
Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies and assist in his/her
Coordinate group, transient and catering bookings to maximize
Initiate and follow up on
Maintain and participate in an active sales solicitation
Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective
Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
Administer training in the Sales and Catering departments, according to Highgate Hotel standards.
Assist in the preparation of required reports in a timely
Conduct weekly sales meetings according to Highgate Hotel standards.
Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are
Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General
Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP’s.
Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOP's.
Review meeting planner evaluations as received to ensure that any problems are
Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being
Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and assist in ensuring that incentives are processed and paid according to the specified time period for each
Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sale
Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP's, ensure that Sales Managers can explain the importance and components of the
Coordinate preparation of the annual revenue
Coordinate preparation of the annual Marketing
Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
Meet and greet onsite
Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
Knowledge and experience with Opera GDS and Delphi FDC.
Develop networking opportunities through active participation in community and professional associations activities and events
Entertain clients
React to negative trends in the market place by implementing blitzes or promotions.
Performs other duties as requested or assigned by management.