Overview:
The Director of Sales-Select Service has direct oversight of sales and marketing operations for a Select Service hotel. This role has the responsibility to achieve optimal occupancy and ADR growth to maximize total revenue while meeting/exceeding hotel profit objectives. This individual will oversee operations of the hotel sales department including, but not limited to, direct sales, follow-up, sales administration, hiring of staff, training, managing and coaching. Additional responsibilities include sales and marketing budget, forecast, advertising, marketing and business plans for no more than one Select Service hotel; manages within approved plans and budgets. Management-level associates are expected to work as much of each workday as is necessary to complete their job responsibilities; for OEM associates, overtime does apply and is calculated accordingly.
A proven track record in sales and marketing leadership, ideally within the hospitality or resort industry. Exceptional communication, negotiation, and relationship-building skills.
Creative and analytical thinker with the ability to turn data into actionable insights. Expertise in digital marketing strategies and tools, including social media and analytics platforms. A dynamic and energetic leader who thrives in a fast-paced, collaborative environment. Familiarity with the Atlantic City market and its unique appeal (preferred).
Responsibilities:
* Coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue
* Develop, recommend, implement and manage the division's annual budget and the advertising, public relations marketing and sales plans and programs for the hotel to maximize rate, occupancy and food & beverage opportunities thus ensuring the hotel meets/exceeds management and owner revenue/profit goals and expectations
* Proactively conduct outside sales calls, conduct sales tours and entertain clients
* Understand the content reflected in contracts and how to negotiate terms therein
* Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies
* Monitor production of all top accounts and evaluate trends within your market
* Adheres to Highgate established regulations, company standards, sales standards and sales metrics related
* Comply with attainment of individual goals, as well as team goals and budgeted metrics
* Train all members of the hotel staff on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue
* Participate in required M.O.D. and Saturday office coverage as schedule
* Develop a full working knowledge of the operations and policies of the hotel, including Sales, Food and Beverage, Front Office and Reservations
* Maintain strong visibility in local community and industry organizations
* Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management, providing training on a rotational basis
* Maintains professional working relationship and promote open lines of communication relationships to achieve initiatives with respective marketing partner(s) and other internal departments
* Act, as directed, on behalf of the General Manager in his/her absence; performing any other duties, as requested by management
* Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
* 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 KRA's, and review the KRA process with-Team to ensure that deadlines are met.
* Conduct daily Highgate Hotel Business Review (HHBR) meeting 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.
Qualifications:
* At least 6 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 3 year of related experience; or a 2-year college degree and at least 5 years of related experience.
Must have a valid driver's license in the applicable state
* Supervisory experience required
* Must possess highly developed verbal & written communication skills to frequently negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients
* Must have thorough experience with professional selling skills: opening, probing, supporting, closing
* Shows strong analytical skills and strategic vision in establishing appropriate sales deployment
* Must be proficient in general computer knowledge especially Microsoft Office products
* Must be able to work independently and simultaneously manage multiple tasks Strong organization and presentation skills
* Demonstrated ability to effectively interact and manage people of diverse socioeconomic, cultural, disability and ethnic backgrounds while solving complex problems and creating a productive sales team
* Requires advanced knowledge of the principles and practices within the sales/marketing/hospitality profession
* Must work well in stressful, high pressure situations; maintain composure and objectivity under pressure
* Must be able to work with and understand financial information and data, and basic arithmetic functions
* Must be proficient in Windows, Company approved spreadsheets and word processing.
Physical requirements:
Long hours sometimes required.
Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
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