Director of Sales

DKN HOTEL GROUP•San Bernardino, CA

17d•$90,000 - $100,000•Onsite

About The Position

The Director of Sales is responsible for increasing revenues by soliciting new mid-week/week-end business, including food and leverage, banquet and meeting room sales on behalf of the hotels. This role involves directing solicitation calls to local businesses and prospective leads, qualifying potential new accounts, and understanding/maximizing all of the hotel’s revenue channels. The Director of Sales will analyze current and potential business segments, coordinate activities to maintain and increase revenue and market share, and effectively service and grow existing accounts. They will also participate in industry and civic organizations, proactively pursue and book sleeping rooms and group business, and create a positive team environment for catering and sales support. Ongoing knowledge of the competition's product and marketing strategies is essential, as is effective communication with all hotel departments to ensure group arrangements are carried out efficiently. The role requires promoting a professional image, completing sales objectives and action plans, providing follow-up for repeat bookings, and completing weekly/monthly sales reports. Prompt responses to sales inquiries and correspondence are expected, along with a weekly quota of proactive sales calls and outside sales calls. The Director of Sales will confirm group bookings, promote all DKN Hotels’ managed hotels, and travel as necessary. They will also respond promptly to requests from Operational Supervisors and Corporate for reports and assignments. The role markets GROUP BUSINESS (Tour, SMERF, Corporate, Association, Government) and FIT (Foreign Independent Travel), as well as LEISURE business. Specific booking objectives will be established after 90 days. The Director of Sales will perform other duties as assigned and is responsible for the overall supervision of sales team members. Independent judgment is used frequently within established guidelines and company policies. The working conditions involve access to the entire property, various offices, and outdoor touring of properties. The role requires frequent standing, sitting, walking, climbing stairs, repetitive bending, stooping, reaching, twisting, pushing, pulling, lifting, and carrying up to 50 lbs unassisted. Safety and security awareness is paramount, as is living the DKN Values’ behaviors and being friendly and courteous to guests and team members.

Requirements

Minimum of three years of hospitality sales experience required.
Local market knowledge preferred
Demonstrated ability to achieve sales goals
Experience at a similar size and quality hotel
Proactive sales approach; assertive and fast-paced, driven to succeed
Track record of developing long term relationships
Ability to quickly, evaluate alternatives and decide on a plan of action.
Strong leadership, salesmanship and public relations skills.
Strong presentation, communication and organizational skills required.
Proficient in supervising, training, coaching and counseling.
Ability to make timely, effective decisions.
Clear, concise written and verbal communication skills
Knowledge of various cultural social events including, but not limited to weddings, Bar and Bat Mitzvahs and fraternal organization meetings.
Dependable.
Working knowledge of MS Word, Excel and Outlook.
Knowledge of DELPHI.
Ability to work a flexible schedule including weekends

Responsibilities

Exceeding Guest Expectations - Providing services that are above and beyond for guest satisfaction and retention.
Demonstrating Leadership - Utilizing interpersonal and communication skills to lead, influence and encourage others; advocates sound financial/business decision making; demonstrates honesty/integrity; leads by example.
Modeling Appropriate Behaviors - Serving as a role model to demonstrate appropriate behaviors.
Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.
Responsible for increasing revenues by soliciting new mid-week/week-end business, including food and leverage, banquet and meeting room sales on behalf of the hotels.
Directing solicitation calls to local business and prospective leads.
Soliciting and qualify potential new accounts.
Understanding and maximizing all of the hotel’s revenue channels.
Analyzing current and potential business segments and coordinating all activities to maintain and increase revenue and market share.
Effectively service and grow existing accounts.
Participating in industry and civic organizations representing opportunities for future public relations and new business.
Pro-actively pursue, organize and book sleeping rooms and group business for the hotels.
Create and promote a positive team environment for catering and sales support.
Have ongoing knowledge of the competition's product and current marketing strategies.
Communicate effectively with all hotel departments to ensure group arrangements are carried out as efficiently as possible.
Promote a professional, positive image of the hotels at all times through personal appearance, civic functions and general public relations.
Complete sales objectives and ongoing action plan, as directed by the Corporate.
Provide adequate follow-up and solicit repeat bookings.
Complete weekly and monthly sales reports.
Respond promptly to all sales related inquires and correspondence from customers, prospects and lead referrals.
Conduct weekly quota of pro-active sales calls in the form of telephone calls, office appointments, blitzes, hotel site inspections, trade shows and networking functions/meetings.
Saturate and grow existing accounts.
Confirm group bookings using availability and rate guidelines approved by the General Manager.
Promote all DKN Hotels’ managed hotels when appropriate.
Travel as necessary for sales calls and trade shows.
Respond promptly to requests by the Operational Supervisors and Corporate for reports and other assignments.
Markets GROUP BUSINESS: Tour, SMERF, Corporate, Association and Government FIT - Foreign Independent Travel (contracts approved by DKN Hotels) LEISURE
Sales Call Quotas: Minimum of 25 qualified phone calls per week in the office, recorded on sales call report.
Minimum of 10 site inspections per month.
Minimum of 5 outside sales calls per week.
Booking Objective: Specific goals to be established after 90 days.
Perform other duties as assigned, requested or deemed necessary by management.
Lead the HAFH Experience
Overall responsibility for supervision of sales team members.
Must be aware of the importance of safety and security.
Endeavor to be conscious of safety and security at all times.
Living the DKN Values’ behaviors
Friendly and courteous to guests and fellow team members at all times.