Dual Director of Sales

Lodging Dynamics • Fort Lauderdale, FL

3d

About The Position

The Dual Director of Sales leads the Sales departments for two hotel properties, building relationships to position and market the properties and guiding on-property Sales team members, including Sales Managers and Sales Coordinators when applicable. The role implements brand strategy and initiatives throughout the sales process, develops long-term customer relationships, and is accountable for achieving booking goals and property revenue. It also collaborates with General Managers, Revenue Management, Sales Support, Catering Sales, national sales organizations, customers, and other stakeholders to shape sales strategy and improve each property's market position and financial performance.

The position oversees sales execution, market and competitor analysis, account development, channel participation, proposals and contracts, sales-to-operations handoffs, customer satisfaction, and local and national sales activity. It develops sales action plans and quarterly Key Sales Objectives, supports revenue strategy, manages talent and performance, and establishes effective departmental structures and processes. The role also carries supervisory responsibilities for recruiting, training, scheduling, performance management, budget oversight, and compliance.

The position requires an associate's degree in a related field or equivalent, at least five years of hotel sales and marketing experience, and at least five years of supervisory experience in hotel sales and marketing. No travel is required. The work environment is a typical office or administrative setting with no exposure to adverse environmental conditions. Physical demands include reaching, standing, walking, pushing, pulling, lifting, grasping, speaking, hearing, hand and finger use, repetitive motion, close vision, and sedentary work.

Requirements

• Associate's degree in business administration, marketing, hotel and restaurant management, or a related field, or equivalent.
• At least five years of experience in hotel sales and marketing.
• At least five years of supervisory experience in hotel sales and marketing.
• Ability to understand and follow oral and written directions and communicate effectively in English with internal and external customers.
• Customer service skills and the ability to maintain a positive, professional working environment and foster a culture of excellence.
• Attention to detail, analytical and problem-solving skills, and composure and objectivity under pressure.
• Time-management and organizational skills, including the ability to manage multiple priorities and frequent interruptions or distractions.
• Ability to recognize emergencies and take appropriate action.
• Ability to lead effectively in a culturally diverse environment and champion diversity and inclusion.
• Emotional intelligence, interpersonal skills, and ability to build relationships, motivate teams, and provide coaching, counseling, mentoring, and development.
• Initiative and adaptability to changing internal and external conditions and customer requirements.
• Proficiency with Google Docs or Microsoft Word and Google Sheets or Microsoft Excel; basic knowledge of Google Slides or Microsoft PowerPoint; basic math skills.
• Ability to develop and implement business strategies and interpret and create policies, procedures, and manuals.
• Ability to communicate effectively with all levels of management and external stakeholders, including third-party operators and owners.
• Business acumen in financial management, budgeting, cost control, and revenue optimization.
• Ability to listen to, understand, and resolve challenges and concerns from management, team members, and guests.
• Ability to identify and pursue revenue opportunities while managing costs and resources.
• Ability to develop and execute a comprehensive business strategy aligned with brand identity and guest expectations.
• Knowledge of industry trends, regulations, and the current industry landscape.
• Proven ability to drive revenue growth, optimize costs, and achieve financial targets.
• Ability to address complex issues and balance brand requirements with commercial realities in a practical and diplomatic manner.
• Negotiation and public-speaking proficiency.
• No license or certification is required.

Responsibilities

• Execute sales strategy and verify that individual booking goals are met for on-property teams.
• Serve as the sales contact for the General Manager, Revenue Management, Sales Support, Catering Sales leaders, and customers; act as a customer advocate.
• Liaise with Lodging Dynamics National Sales and Marriott National Group Sales.
• Provide customer and market intelligence, review STAR and competitive shopping reports, and research competitor sales strategies to inform sales plans and grow RevPAR and market share.
• Participate in sales strategy meetings and business planning with Revenue Management and Sales Support.
• Develop innovative Sales and Marketing ideas, deployment strategies, quarterly action plans, and sales action plans and Key Sales Objectives for Sales Managers.
• Conduct direct sales calls for assigned accounts and alongside on-property Sales team members.
• Evaluate each property's participation in sales channels, including OTA, Group, brand.com, and RFP channels.
• Execute brand standards and support operational aspects of booked business, including proposals, contracts, and customer correspondence.
• Ensure seamless turnover of booked business from Sales to Operations and practice the brand's daily service basics.
• Maintain successful performance by increasing revenue and controlling expenses; collaborate with Revenue Management and Sales Support on marketing plans and revenue strategies.
• Build partnerships with local organizations and internal stakeholders, and support community and public relations through trade shows and client events.
• Deliver customer service that drives satisfaction and loyalty before and during programs or events; understand customer needs and recommend appropriate services and solutions.
• Monitor resolution of guest issues arising from the sales process and channel them to property leadership or appropriate stakeholders.
• Develop working relationships with leaders of sales channels to position the properties and drive sales.
• Lead the properties' Sales departments and take overall responsibility for booking goals and property revenue.
• Coach Revenue Management leaders on revenue strategies and goals that support financial performance.
• Verify that Sales teams use brand demand engines to their full potential and that effective structures, processes, jobs, and performance management systems are in place.
• Set career development goals, review direct reports' performance, address performance issues, and hold teams accountable for results.
• Forecast talent needs, manage talent acquisition to minimize turnover-related lost time, and recruit strong sales talent, including from competitors.
• Champion leadership development and workforce planning by assessing, selecting, retaining, and developing diverse talent.
• Oversee departmental activities and establish policies, procedures, manuals, objectives, and goals for direct reports.
• Assign, monitor, and review work; evaluate performance; recruit and interview; orient and train employees; issue corrective action; and make termination recommendations.
• Investigate and resolve concerns and complaints; create work schedules; and approve time records and time-off requests.
• Assess risk, protect organizational assets, ensure safety and regulatory compliance, and develop and oversee the department budget.
• Maintain attendance, professional appearance, open communication, and participation in team meetings; follow safety procedures, complete required training, and comply with Company policies.
• Perform other related duties and responsibilities as assigned.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: Associate degree