Director of Sales

The Nash•Nashville, TN

About The Position

We are seeking a dynamic leader in a Director of Sales position to join our team. The primary function of the Director is to lead and manage the day to day activities related to all sales efforts to include group, catering, & business transient. The Director of Sales is responsible for the management and development of all sales associates, sets personal sales strategies, and achieves personal booking goals.

Requirements

Minimum 5 years prior hotel sales experience; last 2-3 years at senior leadership level with responsibility for overseeing a sales team
Delphi or CI/TY experience strongly preferred
Proven ability to successfully lead team to achieve established goals with a strategy in place
Strong ability to build relationships with key customers and department heads.
Excellent communication skills required.
Proven strength in training and developing sales team, and sets high expectations and accountability measurements.
Demonstrates a hands-on leadership approach, manages time effectively, and can multi-task on a daily basis
Strong computer skills
Bachelor's Degree required, Hospitality Management Degree preferred

Responsibilities

Oversee and manage all national and LNR accounts in addition to group sales responsibilities
Manage account files and processes correspondence to include proposals and contracts.
Ensure business is booked within hotel parameters
Organize spring and fall sales blitzes with team as well as holiday blitz
Maintain relationships with key accounts
Attend local community events such as chamber of commerce, CVB etc., and national tradeshows to promote new business, increase sales, and build awareness of the portfolio
Prepare and analyze reports in order to forecast, understand pace, and track sales team’s production.
Manage sales budgets.
Understands the overall market for the hotel, competitors’ strengths and weaknesses, economic trends, supply and demand, and how to sell against your competition
Creates and maintains an office environment conducive to effective selling
Hold weekly sales meetings to review GRCs, pace, and potential business
Lead the sales team in focusing on building long-term, value-based customer relationships that enable achievement of hotel sales objectives
Oversees hiring and training of sales managers and administrators
Sets monthly booking goals for sales team members
Lead by example to drive revenue and meet property objectives.
Hold monthly one on one meeting with sales managers to discuss production, need times, pace, and business to close
Review quarterly sales incentives with sales managers and approve bonuses
Support sales team on negotiating contracts, attrition, client issues etc.
Review and approve all proposals and contracts before sales managers send to clients.
Review sales manager’s weekly schedules and activities to ensure staff is making qualified calls, penetrating accounts, and taking advantage of all opportunities.
Ensure staff is following all corporate procedures and standard operating procedures.
Ensure staff is properly trained on computer systems
Responsible for development of annual sales & marketing plans
Responsible for developing expense budget and tracking expenses on a monthly basis
Work with marketing department on promotions and group incentives
Approve time off and ensure office is covered at all times
Approval of sales supplies to include promotional items, VIP gifts, office supplies etc.
Drive both guest and associate satisfaction while ensuring department's financial success