Corporate Director of Sales

Area Director of Sales

The Area Director of Sales is responsible for direction and strategy in areas of overall account management, business generation, prospecting for the area sales team in the market. This position leads the team to achieve assigned revenue/room night goals as well as being responsible for developing and maintaining key accounts in the market. This position will develop and manage all stakeholder relationships, both internal and external and select, manage, and proactively develop the area sales team.

Position Responsibilities and Qualifications:

• Must be able to convey information and ideas clearly, both oral and written.
• Must work well in stressful, high-pressure situations.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must be effective in handling problems in the workplace, including anticipating, preventing, identifying and solving problems as necessary.
• Must be effective at listening to, understanding and clarifying concerns and issues raised by team members and guests.
• Approach all encounters with guests and team members in a friendly, service-oriented manner.
• Regular attendance is required in compliance with Prism standards, as required by scheduling, which will vary according to the needs of the hotel.
• Must, at all times, be attentive, friendly, helpful and courteous to all guests, managers, and other team members.
• Direct the activities of the hotel sales team, providing leadership and motivation necessary to implement effective sales and marketing strategies and to maximize the generation of hotel sales/revenues.
• Develop and maintain relationships with key clients in order to produce group and/or convention business, to include room sales, food & beverage sales, catering/banquet services.
• Develop and manage the departmental budget and monitor sales activities/performance to ensure actual sales meet or exceed established revenue plan and to accurately report variances/projections.
• Direct the scheduling of conventions and group activities at the hotel and coordinates with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
• Develop hotel-level tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs.
• Develop and maintain good relationships with officials and representatives of local community groups and companies, and attend out-of-town conventions to generate convention and group business.
• Assist General Manager in the development and update of the hotel-level business plan to include input on sales goals and plans that support the overall business and sales strategies of the company. Maintain an effective business plan.
• Develop the revenue portion of the budget.
• Recruit, hire, train, and provide career development for all sales personnel; conduct performance evaluations and provide feedback to employees using company hiring standards and guidelines.
• Follow company policies and procedures and effectively communicate them to subordinates.
• Operate the Sales Department within established sales expense budget.
• Coordinate group, transient and catering bookings to maximize profits.
• Monitor production of all top accounts and evaluates trends within the market and ensures that the Sales Team is held accountable for those accounts within their respective territories.
• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
• Assist in the preparation of required reports in a timely manner.
• Conduct weekly sales meetings according to Prism standards.
• Is familiar with all Primo Sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Use 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.
• Monitor the Sales incentive plans and ensures that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Meets and greets onsite contacts.
• Abide by Prime Selling Time (PST) and ensures that the Sales Team does the same.
• Perform other duties as requested by management.
• Attend and/or conduct all training/meetings as required by management.

Education & Experience:

• Proven strategic sales knowledge required.
• Proficient in Microsoft Office Suite and Sales related computer programs required.
• College Degree preferred but not required
• Minimum of 3 years in Hospitality Sales and Marketing.
• Minimum of 3 hospitality related work experience preferred.
• Valid Driver's License from appropriate state and in good standing.
• Previous experience in drafting and completing executive plans.
• Proven record of meeting or exceeding sales /catering goals.

Required Competencies:

• Good communication skills, verbal and written
• Possess computer skills, including, but not limited to use of Microsoft Word, Excel, and Outlook
• Attention to detail
• Planning and organizational ability