Director of Sales

Company

Highgate Hotels

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry‑leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

Overview

The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales / Catering Administrators / Coordinators / Administrative Assistants in all sales‑related activities, including direct sales efforts, follow‑up and proper sales administration. He / she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

Responsibilities

• Supervise, administer and ensure timely completion of all activities of the Sales Department.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and other relevant areas.
• Develop a complete knowledge of company sales policies and SOPs, and ensure adherence by the sales team.
• Develop and maintain market awareness to predict revenue opportunities and set proactive goals.
• Meet or exceed goals and budget for group / transient, banquet & catering revenues.
• Operate the Sales Department within established sales expense limits.
• Be responsible for developing a Manager in Development (MID or DOSID) as assigned by Corporate.
• Coordinate group, transient and catering bookings to maximize revenue and profit.
• Initiate and follow up on sales solicitations.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Administer training in the Sales and Catering departments according to Highgate Hotel standards.
• Assist in the preparation of required reports in a timely manner.
• Conduct weekly sales meetings according to Highgate Hotel standards.
• Develop quarterly Key Result Areas (KRAs) and review the KRA process with the Sales and Catering Team.
• Conduct daily Highgate Hotel Business Review (HHBR) meetings with Sales and Catering, operations staff and General Manager.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOPs.
• Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOPs.
• Conduct a thorough site inspection of the hotel with clients and ensure all Sales Managers conduct thorough site inspections.
• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
• Use the hotel's computerized sales management system to manage the hotel's business, including generating reports, entering business, blocking space and building accounts.
• Monitor the Sales incentive plans and ensure that Sales staff can effectively explain their potential earnings and benefits.
• Coordinate the preparation of accurate end‑of‑month reports according to Highgate Hotel SOPs.
• Coordinate and direct the preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within a 5% margin of error.
• Entertain clients and react to negative trends in the marketplace by implementing blitzes or promotions.
• Perform other duties as requested or assigned by management.

Qualifications

Seniority Level

Director

Employment Type

Full‑time

Job Function

Sales and Business Development

Location & Salary

Lahaina, HI $139,000 - $180,000

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