Hotel Dual Director of Sales

Arbor Lodging•Ann Arbor, MI

About The Position

The Dual Director of Sales leads sales efforts for the Hilton Garden Inn and TownePlace Suites Ann Arbor. The role develops hotel business through direct sales, marketing, telemarketing, direct mail, and hotel tours, with a focus on securing new business and maintaining existing transient, group, and meeting-room business. It also oversees sales and marketing activities, advertising, public relations, and administrative reporting. The position develops marketing plans using historical and competitive data, works with the General Manager on the annual sales and marketing budget, and updates action plans and financial objectives quarterly. It builds relationships with accounts, tourism and business associations, and community leaders, and works with the corporate revenue manager and property leadership to support selling strategies and maximize revenue. The role monitors market trends, room inventory, rates, occupancy, average rate, and REVPAR goals; prepares reports; and supports operational follow-up and implementation of guidelines. Additional tasks may be assigned as business demands require.

Requirements

At least 3 years of experience in hotel sales roles.
Experience in the hotel industry.
Ability to work in a fast-paced environment.
Ability to interact positively with multiple personality types.

Responsibilities

Provide the highest quality of customer service and set an example for hotel staff.
Develop a marketing plan using historical and competitive data and determine action plans to meet goals.
Work with the General Manager to prepare the annual sales and marketing budget.
Update action plans and financial objectives quarterly.
Develop new business by obtaining accounts from competitors, growing existing accounts, and contacting new customers.
Solicit new business and expand existing business through in-house appointments, telephone calls, and personal calls in accordance with the marketing plan and budget.
Maintain relationships with major accounts, tourism and business associations, and community leaders to encourage positive rapport and repeat business.
Prepare and interpret month-end reports, and complete weekly reports for submission to the General Manager.
Monitor and analyze trends to anticipate market changes.
Suggest and provide advertising or promotional support, including holiday packages and corporate clubs.
Work with the corporate revenue manager and property leadership to ensure selling strategies are understood and revenue is maximized.
Ensure property follow-up and implementation of operational procedures and guidelines.
Revise sales and marketing guidelines, procedures, and promotions when appropriate.
Qualify and greet in-house guests at each hotel on a scheduled basis.
Complete at least 10–12 outside sales calls and 4–5 hotel tours per week.
Complete at least 30 prospecting calls per week.
Attend, participate in, and lead weekly sales meetings.
Inform the General Manager about potential client opportunities or concerns and the progress of special projects.
Monitor room inventory and rate programs, and remain knowledgeable about occupancy, average rate, and REVPAR goals.
Comply with company policies and procedures.