Director of Sales

RESIDENCE INN - SAVANNAH AIRPORT • Pooler, GA

52d • Onsite

About The Position

The Director of Sales will fully develop assigned segments with an emphasis on new business development for the assigned hotel. This role involves working with the General Manager, Regional Revenue Manager, and Regional Director of Sales to optimize revenue potential and ensure memorable guest experiences. The Director of Sales will develop and execute sales action plans, maintain positive interdepartmental relations, and complete special projects. Success is measured by achieving the hotel's revenue goals and improving market share performance compared to competitors.

Requirements

• High school diploma or equivalent; College Degree (BS/BA) preferred or equivalent work experience
• Previous direct selling experience in a hotel required, including performing outside sales calls
• Demonstrated success in developing a market
• Experience selling Marriott, Hilton, Best Western and IHG hotels - Hilton Focus Service, and/or Full Service (where applicable) and/or Extended Stay lodging to all market segments is preferred to include weekday/weekend business.
• Knowledge of effective outside sales tactics required
• Thorough understanding of client base
• Effective communication skills both written and verbal.
• Proficient written and verbal English
• Financial analysis skills to assess potential business opportunities and whether or not they contribute to the success of the business.
• Strong organizational and multitasking skills
• Relates well with others and is flexible to work with a team
• Analyze work for accuracy of self and others.
• Proficiency in Microsoft Outlook, Microsoft Word, Excel, PowerPoint.
• Ability to effectively influence others and engage clients and coworkers on difficult issues.
• Ability to inspire confidence in and gain respect from superiors, peers, subordinates, industry partners and competitors.
• Combines a confident, self-starting, high performance orientation with track record that reflects a “can do” attitude.
• Enjoys interacting with customers and networking within the industry.
• Must be able to have a high level of decision making and discretion.
• Must be able to work independently to successfully achieve sales goals established for the property.
• Must be able to perform major life activities: Standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Must be able to push or pull 60 pounds unassisted and lift and/or carry 30 pounds unassisted.
• Must be able to see and hear.
• Must be able to speak and read English.
• Character traits of honesty and trustworthiness are essential.
• Potential associates must pass appropriate security clearances.
• The ability to drive on behalf of the company and maintaining a valid driver’s license is required.

Nice To Haves

• College Degree (BS/BA)
• Hotel operations experience preferred.
• Experience working with customer relationship software like Delphi.fdc and/or STS preferred.
• Knowledge of the market area for the hotel is preferred.
• The ability to communicate in another language may be helpful.

Responsibilities

• Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures.
• Book appropriate business to achieve/exceed monthly room revenue budget and other applicable revenue budgets.
• Employ a relationship-building/proactive selling mindset, meeting or exceeding weekly telephone prospecting/qualification/solicitation call goals and outside call goals.
• Include General Manager on appropriate sales appointments and calls on Corporate-based Sales personnel for assistance.
• Utilize the property’s computerized sales management system to manage business, including sales activities, weekly sales reports, entering business, blocking meeting space, and building accounts.
• Remain active in a minimum of two outside organizations (e.g., Local Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, university affiliations).
• Generate sales contracts and BEOs within LBA guidelines, and develop business cases for business outside established group rates and allotments.
• Deploy seasonal and segmented promotions and packages to drive bookings.
• Utilize available business tools to prospect for new business (e.g., Brand database reports, Construct Connect, ZoomInfo, Agency 360, local newspaper, business journals) and internal lead sources (in-house guest lists, brand reporting).
• Target, saturate, and penetrate specific companies to reach decision-makers and seek new business or work existing accounts.
• Continuously improve general business and industry/job-specific skills by attending Brand and LBA Corporate-sponsored sales training and outside continuing education.
• Motivate, coach, counsel, and discipline all sales department personnel according to LBA Hospitality standards.
• Monitor economic/business news and contribute to the hotel’s rooms forecast.
• Follow up and communicate regularly with clients to stay engaged and book or maintain business.
• Complete the annual budgeting process, understand revenue generation, and advertising and promotion costs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: High school or GED