Sales Director

Director Of Sales

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 include supervising, administering and ensuring timely completion of all activities of the Sales Department; developing a full working knowledge of the operations of the hotel; developing a complete knowledge of company sales policies and SOP's, and ensuring knowledge of and adherence to those policies by the sales team; developing and maintaining market awareness to ensure ability to predict revenue opportunities and set proactive strategies; meeting or exceeding set goals; operating the Sales Department within established sales expense budget; participating in required M.O.D. and Saturday office coverage as schedule; being responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assisting in his / her placement; coordinating group, transient and catering bookings to maximize profits; initiating and following up on leads; maintaining and participating in an active sales solicitation program; monitoring production of all top accounts and evaluating trends within your market and ensuring that the Sales Team is held accountable for those accounts within their respective territories; coordinating all non-group transient sales and catering solicitations to maximize overall profits; administering training in the Sales and Catering departments, according to Highgate Hotel standards; assisting in the preparation of required reports in a timely manner; conducting weekly sales meetings according to Highgate Hotel standards; developing quarterly KRA's, and reviewing the KRA process with the Sales and Catering Team to ensure that deadlines are met; conducting daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager; being 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; conducting all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP's; motivating, coaching, counseling and disciplining all Sales and Catering department personnel according to Highgate Hotel SOP's; reviewing meeting planner evaluations as received to ensure that any problems are rectified; conducting a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensuring that all Sales Managers conduct thorough site inspections; developing strategies to increase share from competitors when the hotel revenue penetration goals are not being met; using your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts; monitoring the Sales incentive plans and ensuring that Sales staff can explain their potential earnings and benefits, and assisting in ensuring that incentives are processed and paid according to the specified time period for each plan; ensuring that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sales calls; coordinating the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP's. Ensure that Sales Managers can explain the importance and components of the report; coordinating preparation of the annual revenue budget; coordinating preparation of the annual Marketing Plan; coordinating and directing preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assisting in ensuring accuracy within 5% margin of error; meeting and greeting onsite contacts; abiding by Prime Selling Time (PST) and ensuring that the Sales Team does the same; understanding all GDS systems; understanding ISIS; developing networking opportunities through active participation in community and professional associations activities and events; entertaining clients; reacting to negative trends in the market place by implementing blitzes or promotions; handling inquiries as part of Inquiry Day Program.

Qualifications include at least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience; supervisory experience required; must have a driver's license in the applicable state; must be proficient in MS Windows (Excel, Word, Powerpoint, Outlook); must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner; must be effective at listening to, understanding, and clarifying concerns raised by employees and guests; must be able to multitask and prioritize departmental functions to meet deadlines; approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner; attend all hotel required meetings and trainings; participate in M.O.D. coverage as required; maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel; maintain high standards of personal appearance and grooming, which include wearing nametags; comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations; maximize efforts towards productivity, identify problem areas and assist in implementing solutions; must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary; must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives; must be able to maintain confidentiality of information; perform other duties as requested by management.