Director of Sales

Island Hospitality Management-posted 9 days ago
Full-time • Director
Citra, FL
5,001-10,000 employees
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The Director of Sales is Responsible for leading the sales department, for revenue production of the resort, and meeting or exceeding planned revenue objectives. Manages all areas of sales according to brand standards to achieve a professional rapport within the local business community. The Director of Sales is actively involved daily in securing, qualifying and following up on leads to book specific business. The central focus is sales and the development of the sales team. This role should not be required to assume operational responsibilities but should spend most of their time selling the “product”-the resort. This position may require flexible scheduling availability.

  • Directing, coordinating, training and supervising all sales-related activities including direct sales efforts follow-up and proper sales administration.
  • Preparing reports and being a key person of reference for guests, clients and potential new accounts.
  • Be readily available and approachable for all guests.
  • Ensure that departments achieve or exceed guest’s service expectations.
  • Take proactive approached when dealing with guest’s concerns.
  • Always extend professionalism and courtesy to guests.
  • Meets or exceeds budgeted REVPAS for the resort.
  • Prepares resort’s annual marketing plan.
  • Prepares department budget that correctly reflects the resort’s business plan.
  • Forecasts occupancy fluctuations and directs selling activities to maximize revenue.
  • Knows the resort’s demand segments, sources of business for each and balances market segments according to supply and demand.
  • Knowledge of the principle competition for each market segment and takes advantage of the resort's strengths against each competitor.
  • Identifies major revenue and expense opportunities and possible problems.
  • Accurately forecasts occupancy changes based on the changing market conditions (e.g. increased competition and additions to supply and demand, etc.).
  • Maintain guest service as the driving philosophy of the resort.
  • Personally, demonstrates a commitment to guest service by responding to guest needs.
  • Ensures all resort staff, including new hires, knows all components/features of our guest service guarantee and are trained to meet service standards; develops added value customer service programs.
  • Ensures that team members (specifically guest service staff) are familiar with key accounts and “specifics” (special rates, special requirements, etc.) relating to business booked in the resort.
  • Empowers resort staff to deliver guest service by encouraging and rewarding responsive guest assistance.
  • Develops resort’s marketing and sales plan based on the property’s position and strengths within each market segment.
  • Implements resort’s marketing and sales plan.
  • Solicit, negotiate and book both new and repeat business.
  • Execute various marketing strategies to capture the maximum amount of revenue to meet or exceed sales goals.
  • Ensures that marketing and sales plans are appropriate for each sales period, including special plans to maximize room revenue during forecasted low occupancy.
  • Analyzes and understands the competition’s strengths and weaknesses for each market segment and successfully directs marketing activities against each.
  • Identifies and maintains constant communications with the resort’s key accounts.
  • Actively sells room nights through outside sales calls, telemarketing, site tours etc.
  • Actively sells to in-house guests (greeting tours, talking with guests at mealtimes to surface additional leads, etc.
  • Uses the available brand resources to surface, call on and track potential business.
  • Coordinate group and transient bookings to maximize profits.
  • Operate within established sales expense budget.
  • Prepare required reports in a timely manner.
  • Maintain strong visibility in local community organizations.
  • Maintains a positive cooperative work environment between staff and management.
  • Ensures training objective and development plans are completed.
  • Communicate and carry out all disciplinary action and terminations.
  • Guide team members with planning, developing, growing, and managing their careers by sharing the Pathways of Leadership Program.
  • Any other duties assigned by Supervisor.
  • Prior hospitality sales or related field experience.
  • Ability to continuously utilize sales force automation programs for entering potential client data, maintain accounts and planning and executive sales activities.
  • Must possess communication skills in terms of the ability to negotiate, convince, sell and influence professionals and or guests.
  • Requires knowledge of the resort and IHM’s policies and procedures and the ability to determine course of action based on these guidelines.
  • Highly motivated team player with strong initiative and desire for achievement.
  • Excellent communication, computer and presentation skills.
  • Ability to work both with a team and alone.
  • Ability to recruit and maintain team members with a passion to serve.
  • Must be able to convey information and ideas clearly.
  • Must work well in stressful high-pressure situations.
  • Must maintain composure and objectivity under pressure.
  • Must be effective in handling problems in the workplace including anticipating preventing identifying and solving problems as necessary.
  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
  • While performing the duties of this job, the employee is regularly required to lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds.
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Resort managers are generally exposed to long shifts that include late hours, weekends, and holidays due to the 24-hour operation of a resort.
  • The common workplace environment involves high levels of interaction with guests, employees, investors, and other managers.
  • Healthcare including Medical, Dental, and Vision Insurance
  • HSA & FSA plans available!
  • Dependent care FSA
  • Identity Theft Protection Insurance
  • Commuter benefits including transit & parking
  • Pet Insurance
  • PTO and Payroll Incentives for Annual Wellness Exams
  • Employee Assistance Program
  • Wellness Subscriptions including access to gyms, financial planning, counseling, and legal services
  • Paid Sick and Vacation Time
  • Family Leave
  • 401(k) Retirement plan - IHM Matches 100% up to 3% of your salary and an extra 50% on the next 2% of your salary. 401(k) is fully vested upon the first contribution
  • Incentive based bonus program
  • Free room nights at our properties and employee discounts within your brand
  • Discounts for friends and family within your brand
  • Team Member recognition and bonus
  • Discounted tickets to theme parks, musicals, movies, and more through Tickets at Work
  • Career Growth through our in-house training program with a path personalized to your desired goals
  • Referral bonus program to ANY of our locations
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