Director of Sales
About The Position
The Director of Sales leads and drives top-line revenue strategy for traditional sales segments, including group, volume transient, and catering. The role directs the property sales teams responsible for rooms and catering to ensure budgeted revenues are met or exceeded. It also monitors market trends, market-share movement, and competitive hotel activity; serves as the hotel’s voice of the customer; and communicates important issues and concerns throughout the organization. The Director of Sales uses hotel reporting and market intelligence to understand performance, demand, competition, and customer segments. The position develops segment and account strategies, sales goals, market assignments, and sales deployment plans, while managing group pace, sales activity, and travel schedules.
Requirements
- At least 3 years of experience as a sales leader, including prior hotel sales experience.
- Experience dealing with and communicating with ownership groups and asset management.
- Proficiency managing and using sales automation systems, including DELPHI, and PMS systems.
- Experience working collaboratively with revenue management.
- Well-rounded knowledge of market segments and channel sources, and the ability to develop a strategic plan for each.
- Excellent communication and presentation skills.
- Strong interpersonal skills and the ability to work in a team environment.
- Ability to direct, lead, train, motivate, and drive a direct sales team, and to develop a cooperative and competitive team spirit and winning attitude.
- Proficiency in Microsoft Office, including Word, Excel, and PowerPoint.
- Ability to multitask and prioritize departmental functions to meet deadlines.
Nice To Haves
- Bachelor’s degree preferred.
Responsibilities
- Lead and drive top-line revenue for traditional sales segments, including group, volume transient, and catering.
- Assess and respond to market trends, market share, and the competitive hotel environment.
- Act as the hotel’s voice of the customer and communicate key issues and concerns at all levels of the organization.
- Read, assimilate, and use Smith Travel Research data, financial P&L reports, sales mix, forecasts, group pace and position, and other traditional hotel reports.
- Understand and communicate market trends, demand generators, supply and demand, and economic factors affecting hotel performance.
- Conduct competitive-set reviews and SWOT analyses, and monitor new hotel supply.
- Understand geographic source markets and develop plans to penetrate primary markets.
- Develop and implement key segment strategies and manage existing and target key accounts.
- Design sales deployment schemes and market assignments.
- Develop sales goals to achieve budget and market-share targets.
- Manage group-pace measurement and set sales-production goals.
- Manage sales activity and travel schedules.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short-term and long-term disability insurance
- 401(k) retirement plan with employer matching contributions
- Paid holidays
- Paid vacation
- Paid sick leave in accordance with applicable law
- Employee assistance program (EAP)
- Educational opportunities and tuition reimbursement
- Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law
- Washington-specific paid holidays, vacation, and Paid Sick & Safe Time
- Colorado-specific paid holidays, vacation, and paid sick leave
- California-specific paid holidays, vacation, and paid sick time
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What This Job Offers
Job Type
Full-time
Career Level
Director
