Director Of Sales

HEI Hotels and Resorts•Tampa, FL

About The Position

The Director of Sales is responsible for total room, banquet, catering, and room rental revenue, including yield strategies and implementation, and is accountable for market performance, meeting budget and forecast targets, and achieving an optimal business mix. The role develops and solicits business across markets to secure the advance bookings needed for a successful and profitable hotel operation. The Director of Sales leads the hotel’s group, transient, and catering/banquet sales activities; manages sales staff and departmental operations; develops and executes sales and business plans; monitors market and competitive information; and prepares forecasts, budgets, and performance reports. The position also represents the hotel in community and industry organizations and ensures departmental matters comply with applicable employment and civil rights laws.

Requirements

Knowledge of the travel industry, current market trends, and economic factors.
Ability to use a moderately complex computer system to access, understand, and accurately input information.
Proficiency in Microsoft Word, Excel, and Delphi.
Knowledge of computer accounting programs, mathematics, and budgetary analysis.
Extensive knowledge of sales skills, revenue management, recruitment, supervision, training, and motivating managers.
Ability to listen effectively, communicate, and use diplomacy with internal and external customers and staff.
Effective verbal and written communication skills, including the ability to adapt communication style to different audiences.
Ability to stand and move throughout the hotel property and perform essential job functions, with or without reasonable accommodation.
Bachelor’s degree preferred.
Five or more years of sales leadership experience in a similar-sized operation preferred.

Nice To Haves

Bachelor’s degree.
Five or more years of sales leadership experience in a similar-sized operation.

Responsibilities

Direct sales staff solicitation efforts through effective oral and written communication, overseeing rate, date, and space commitments for group room sales.
Recruit, interview, hire, train, and guide staff; recommend performance evaluations and discipline or termination when appropriate; resolve problems and maintain open communication.
Ensure training programs are conducted regularly and HEI performance standards are met.
Compile or direct the preparation of Sales Department reports, including annual and monthly forecasts, lead management system reports, group booking pace reports, STAR reports, and sales meeting minutes.
Research the travel industry and identify market trends and related information to develop marketing strategies; recommend ways to improve business from various markets.
Develop and deliver persuasive verbal sales presentations to prospective clients.
Prepare and execute the annual business plan, reviewing and adjusting it as needed based on current market conditions.
Organize or attend sales department, executive committee, and related meetings.
Direct and manage group, transient, and catering/banquet sales activities to maximize hotel revenue.
Prepare, implement, and compile information for the strategic sales plan, monthly reports, annual goals, sales budget, forecasts, and other required reports.
Develop rates and group sales and catering deployment strategies using competitive data, demand analysis, and mix management.
Represent the hotel professionally in community and industry organizations and events.
Oversee departmental matters related to federal, state, and local employment and civil rights laws.
Comply with attendance rules and maintain regular availability for work.
Perform other job-related duties as assigned.