Director of Sales

Job description

JOB SUMMARY

 

The Director of Sales (DOS) oversees all aspects of the sales function, driving revenue growth and ensuring alignment with the property’s strategic objectives. This role focuses on proactive sales strategies, fostering strong customer relationships, and delivering service excellence across all market segments, including corporate and group business. The DOS leads by example, setting high-performance standards for the team while achieving personal and team revenue goals. They actively maximize revenue opportunities through strategic up-selling and ensure seamless business transitions for exceptional service delivery. By prioritizing customer satisfaction and loyalty, the DOS strengthens client relationships and drives long-term account growth on behalf of the company.

 

CANDIDATE PROFILE 

 

Education and Experience

·  2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years experience in the sales and marketing or related professional area.

OR

·  4-year bachelor's degree  in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 1 year experience in the sales and marketing or related professional area.

 

CORE WORK ACTIVITIES

 

Understanding Market Opportunities & Driving Revenue

·  Proactively develop and implement sales strategies to drive revenue growth across all market segments.
·  Focuses efforts on accounts with significant potential sales revenue.
·  Closes the best opportunities for each property based on market conditions and individual property needs.
·  Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
·  Lead the sales team by example, setting clear objectives, achieving personal booking goals, and ensuring the team meets or exceeds revenue targets.
·  Foster a results-driven culture by monitoring performance, providing regular feedback, and identifying areas for improvement.
·  Identify and pursue high-potential revenue opportunities through innovative sales strategies, account saturation, and up-selling initiatives.
·  Partner with Revenue Management to analyze market trends, competition, and economic data to refine sales plans.
·  Ensure accurate forecasting and strategic alignment with financial goals.

 

Providing Exceptional Customer Service

·  Handles complex business with significant revenue potential as well as significant customer expectations.
·  Build and maintain long-term, value-based relationships with clients to drive loyalty and repeat business.
·  Engage in customer-focused activities, including sales calls, site visits, and participation in trade shows, to secure new business and enhance brand presence.
·  Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
·  Supports brand’s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
·  Executes and supports the business Customer Service Standards and property’s Brand Standards. 
·  Participates in and practices daily service basics of the brand.
·  Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
·  Serve as a trusted advisor to clients by understanding their needs and delivering tailored solutions that exceed expectations.
·  Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

 

Building Successful Relationships

·  Recruit, train, and mentor sales team members to develop talent and ensure high performance.
·  Works collaboratively with off-property sales channels (e.g., , Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
·  Encourage collaboration among team members and with cross-functional stakeholders (e.g., Revenue Management, Marketing) to align efforts and achieve shared goals.
·  Cultivate a positive and inclusive work environment that drives engagement and innovation.

 

Additional Responsibilities

·  Oversee the seamless transition of business bookings from sales to operations to ensure exceptional service delivery.
·  Ensure compliance with company standards, policies, and procedures across all sales functions.
·  Utilize sales technology and systems to streamline processes, track progress, and report performance metrics.

 

 

MANAGEMENT COMPETENCIES 

Leadership

·  Adaptability and resilience - Effectively navigates change and maintains high performance under pressure.   

·  Communication  - Communicates ideas convincingly and engages others effectively.

·  Problem Solving and Decision Making - Analyzes challenges, develops strategies, and makes informed decisions.

·  Professional Demeanor  - Projects confidence and aligns with company values.

 

Managing Execution

·  Building and Contributing to Teams - Actively participates in teams to achieve goals.

·  Driving for Results - Sets high-performance standards, holds the team accountable, and addresses underperformance.

·  Planning and Organizing  - Plans and organizes to ensure task completion.

 

Building Relationships

·  Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence. 

·  Customer Relationships  - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.

·  Global Mindset  - Fosters diversity to drive innovation and engagement.

 

Generating Talent and Organizational Capability 

·  Organizational Capability  - Evaluates and improves processes to support goals.

·  Talent Management  - Provides support and feedback to develop skills and enhance performance.

 

Learning and Applying Professional Expertise

·  Applied Learning  - Seeks learning opportunities to improve performance.

·  Business Acumen - Applies business knowledge to manage operations effectively.

·  Technical Acumen - Demonstrates advanced sales abilities, including persuasion, adaptability, and implementation

·  Basic Competencies
·  Proficient with computer software and tools.
·  Solves mathematical issues quickly and accurately.
·  Excels in listening, reading comprehension, and written communication.

 

At Renaissance Hotels, we believe in helping our guests experience the DNA of the neighborhoods they are visiting. Our guests come to discover and uncover the unexpected, to dive into a new culture, or simply to make the most of a free evening. They see business travel as an adventure because they see all travel as an adventure. Where others may settle for the usual, our guests see a chance to bring home a great story. And so do we. We’re looking for fellow spontaneous explorers to join our team to bring the spirit of the neighborhood to our guests. If this sounds like you, we invite you to discover career opportunities with Renaissance Hotels. In joining Renaissance Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin  your purpose,  belong  to an amazing global​ team, and  become  the best version of you.