Area Director of Sales

Job description

Additional Information: This hotel is owned and operated by an independent franchisee, Southwest Hospitality Management, LLC. The franchisee is a separate company and a separate employer from Marriott International, Inc.  The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment.  If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

Job Title: Area Director of Sales
Department: Multi-Property Sales
Supervisor: General Manager/ SVP of Sales & Revenue Management
FLSA Status: Exempt

Position Summary:
The Director of Sales is a result-driven team member, responsible for overseeing the sales operation and implementation of business sales strategies reaching the targets and goals set for the area. Has the ability to use technology and data to proactively identify opportunities and effectively move share from competitor hotels while maintaining positive customer relationships. Your enthusiasm, professionalism and knowledge will facilitate in generating new business, further improving the hotel’s performance in the marketplace.

Primary Duties and Responsibilities:
− Provide leadership and motivation to implement effective sales and marketing strategies at the properties.
− Work closely with each hotel manager to establish rate parameters using optimization strategies that align with revenue goals.
− Maintain a solid awareness of market conditions, pricing trends, seasonality and mix of business for each hotel within the region.
− Devise strategies and techniques necessary for achieving optimum sales goals demonstrating positive RevPar Index penetration growth.
− Increase sales volume by effectively managing segmentation mix and efficient selling rates, keeping current with supply and demand trends, economic indicators and competitors.
− Identify new business that fits sales parameters through strong prospecting and conducting weekly outside sales calls through lead generation.
− Strong prospecting and soliciting of new and return group, SMERF and corporate business mix through an action plan, preparation and execution.
− Actively participate in the rate negotiations and ensure the completion of RFPs, with sales goals in mind.
− Provide training, sales coaching and support to coordinators. Ensure guidelines and procedures are being consistently followed by them.
− Maintain accounts, contacts, activity and business trace details within the Delphi sales platform.
− Consistently offer professional, friendly and engaging service, building respectable client relationships.
− Ensure prompt and courteous service is extended to both internal and external customers.
− Ensure timely response to client for all bookings with a maximum of 24 hours for all responses.
− Participate in weekly sales and revenue calls by providing current account/group information and execute strategies.
− Work closely with Department Heads and Front Office teams to ensure customer satisfaction disseminating all pertinent contract information on a timely basis.
− Quote and negotiate prices optimizing revenue, confirmed by written contracts within guidelines with both the sales coordinators and GM.
− Able to extract data from pertinent reports to understand competitors’ strengths and weaknesses and know how to effectively sell against them.
− Successfully develop relationships within the community to strengthen and expand the customer base for sales opportunities.
− Monitor production of all accounts and evaluate trends within the market.
− Remain current in all updates regarding brand standards, new procedures and required training.
− Ensure the achievement of sales objectives, on a monthly, quarterly and annual basis.
− Prepare weekly, monthly, quarterly and annual reports, as required.
− Review, update, and lead in the annual sales and marketing plan process.
− Balance operational and administrative needs.
− Embrace a positive initiative attitude to help increase workplace productivity.
− Able to work a flexible schedule that may include evenings, weekends and holidays.
− Manage all duties according to hotel policies, procedures, standards and code of ethics.
− Maintain confidentiality of proprietary company information.
− Promote a safe working environment and adhere to all safety and security policies and procedures.
− Maintain a professional image through appearance and dress.
− Other duties as assigned by hotel General Manager and Sr VP of Sales & Revenue Management.

Area Specific Responsibilities:
− Organize and execute local and nearby feeder market blitzes.
− Create and execute plans to shift share from your competitors through awareness and positive perception of the hotel.
− Partner with third-party meeting planners to generate additional leads and bookings.
− Establish relationships with local businesses and organizations and be an active member in local industry associations.
− Attend appropriate trade shows and organize sales trips in local markets and feeder cities as directed by SVP of Sales & Revenue Management.

Qualifications:
− Must possess excellent communication skills, both written and verbal required.
− Proactive sales approach, assertive and fast paced, driven to succeed.
− The ability to converse with diverse cultures professionally and positively and perform diplomacy with customers and staff in all situations.
− Ability to focus attention on guest needs, always remaining calm and courteous.
− Able to develop and proficiently make presentations with targeted messages in various settings, to include groups and prospective customers.
− Able to organize, plan ahead and manage workload working in a challenging environment.
− Strong interpersonal problem. solving abilities
− Highly responsible & dependable.
− Efficient in operating hotel property Management systems.
− Knowledge of Delphi and/or Hotel Sales Pro experience.
− Proficient in Microsoft Office programs; Word, Office, PowerPoint and Excel.
− Be available to travel to complete property visits as well as other various functions to conduct business.
− Must possess a valid driver’s license at all times to operate a company vehicle and be required to travel to complete the duties of a Director of Sales.

Physical, Mental and Environmental Demands:
− Must be able to sit/stand for extended periods, walk and walk up and down stairs while carrying objects.
− Must be able to lift up to 25 lbs. and carry up to 25 lbs.
− Must be able to bend, reach, kneel, twist and grip items while working at assigned tasks.
− Must have the manual dexterity and coordination to operate all office equipment.
− Must be able to adjust to changing priorities and simultaneously complete multiple assignments despite interruptions and time constraints.

Skills, Educational Background. Experience and Basic Expectations
− College or higher level of education
− Minimum of 2 years of previous sales experience required.
− A team player, yet able to work independently.
− Excellent communication & presentation Skills
− Able to organize, plan ahead and manage workload.
− Work cohesively with co-workers as part of a team.
− Interact with all departments positively and professionally.
− Ability to work effectively in a demanding environment under pressure.
− Ability to prioritize work.
− Ability to keep confidence and keep work confidential.

Vacation
Paid Sick Leave
Bonus
Health, Vision and Dental Plans

This company is an equal opportunity employer.

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