Director of Sales - Candlewood Suites

Hotel HR•Lake Buena Vista, FL

10d

About The Position

The Director of Sales develops and fosters hotel business through direct sales, telemarketing, direct mail, and hotel tours. The role leads sales planning and execution, develops new and existing accounts, builds relationships with customers and community contacts, and works to achieve the hotel’s revenue and occupancy goals. The position supports guest service, follows company and brand standards, and carries out other reasonable corporate requests.

Requirements

Experience or demonstrated ability in hotel sales activities, including direct sales, telemarketing, direct mail, and hotel tours.
Ability to develop and implement marketing and sales plans, budgets, and action plans.
Ability to develop new accounts and maintain relationships with existing accounts, customers, and community contacts.
Ability to analyze market trends, competitors, occupancy, rates, and REVPAR and to forecast changes in occupancy and demand.
Ability to communicate and coordinate with hotel staff, sales teams, management, guests, and business contacts.
Ability to train, motivate, review, and mentor sales staff.
Knowledge of the hotel’s emergency procedures and ability to perform Manager on Duty responsibilities.
Ability to accommodate guest requests and demonstrate a commitment to guest service.
Ability to follow company policies, operational guidelines, and appearance standards.

Responsibilities

Train, motivate, develop, and review sales staff, supporting associate development and a positive work environment.
Develop the hotel’s annual marketing and sales plan using historical and competitive data, goals, and action plans; implement and update plans and objectives quarterly.
Work with the General Manager and Regional Director of Sales to prepare the annual sales and marketing budget and prepare a departmental budget reflecting the hotel’s business plan.
Develop new business by obtaining accounts from competitors, expanding existing accounts, and contacting new customers through appointments, telephone calls, outside sales calls, and hotel tours.
Maintain relationships with major accounts, tourism and business associations, community leaders, competitors, and other contacts to encourage repeat business and identify opportunities and decision-makers.
Prepare and interpret period-end reports, monitor and analyze market trends and competitors, and ensure the hotel receives its fair share of business.
Suggest and provide advertising or promotional support, including holiday packages, corporate clubs, and weddings.
Ensure property follow-up and implementation of operational guidelines; revise sales and marketing guidelines, procedures, and promotions materials when appropriate.
Complete and submit weekly reports, use standard sales forms consistently, and communicate daily with sales and property teams and the Regional Director of Sales as needed for sales commitments.
Meet weekly standards for telemarketing calls, outside calls, and tours; attend, participate in, and lead weekly sales meetings; attend required brand training and other requested meetings.
Participate in community activities and hotel programs.
Accommodate guest special requests whenever possible and demonstrate a commitment to guest service by responding to guest needs.
Inform the General Manager, Regional Director of Sales, or Chief Operating Officer, as applicable, of client opportunities or concerns and special-project progress.
Perform Manager on Duty responsibilities and know the hotel’s emergency procedures.
Meet or exceed the hotel’s budgeted REVPAR; forecast occupancy fluctuations and direct selling activity to maximize revenue.
Know the hotel’s demand segments, sources of business, market-segment supply and demand, competition, and the hotel’s strengths; assist in accurately forecasting occupancy changes based on market conditions.
Identify and maintain communication with key accounts, actively sell room nights to outside and in-house guests, and use brand-manual resources to find, contact, and track potential business.
Ensure hotel employees, particularly front desk staff, know key accounts and the associated rates and requirements.
Mentor direct reports and help develop management talent.
Monitor room inventory and rate programs and remain knowledgeable about occupancy, average-rate, and REVPAR goals.
Wear the proper uniform in accordance with the Standards of Appearance policy and follow company work rules, procedures, and policies.