Director of Sales

POSITION PURPOSE

The Director of Sales is responsible for proactively soliciting appropriate business opportunities through a combination of tele-prospecting and direct sales to achieve personal and hotel revenue goals. Responsible to learn how to support the property and drive customer loyalty by delivering service excellence throughout each customer experience.

ESSENTIAL RESPONSIBILITIES

• Enthusiastically and proactively sell the property's concept to group, corporate and leisure prospects in a way that best illustrates the identity of the brand as innovative and new.
• Prospect and qualify all lead sources through cold calls, tele-prospecting, and networking to generate new opportunities.
• Ensure individual and team sales and catering goals are met or exceeded.
• Manage preferred corporate, wholesale, leisure transient, and group accounts that meet or exceed hotel revenue goals
• Negotiate contracts ensuring that all pertinent aspects of solicitation and closing are complete and documented
• Actively pursue new clients through creative/innovative sales techniques and aggressive prospecting
• Identify opportunities to upsell customer through food & beverage offerings, room upgrades, AV and lighting upgrades and spa faculties, if applicable
• Manage lead sources to ensure quantity and quality of leads
• Create customized Wedding Packages, Menus, and proposals, etc.
• Respond to all customer inquiries within 24 hours or sooner
• Maintain accurate CI/TY information on all bookings, specifically program details, client correspondence, traces and to-do lists
• Conduct unique site inspections that create a WOW experience for the customer
• Follow proper event management procedures for event execution to include but not limited to BEO creation, F&B forecasting, resume communication, amenity/VIP designation and room block management
• Produce and distribute accurate banquet/catering event orders, timelines, diagrams, and resumes within timeframe set by hotel
• Coordinate, plans and implements wedding related marketing tactics and events
• Produce and distribute 10-day Events Schedule and BEO Packet, as well as Daily Events Schedule
• Preside over weekly 10-day BEO reading and daily 3-day BEO readings
• Drive strategies to develop long term business relationships and repeat business
• Attend tradeshows, make on-site field presentations, and outside sales calls to prospective clients
• Monitor sales activities/performance to ensure revenue goals meet or exceed established plan and accurately report variance/projections to management
• Participate in weekly strategy meetings and use Revenue Management resources to help make informed decisions and maximize revenue
• Ensure that the property is maximizing the use of all company, brand and local CVB programs
• Recruit the best possible sales team and reduce turnover through coaching, counseling, and training
• Provide support and coaching for team members to drive high levels of performance, job satisfaction, and personal growth.
• Develop and maintain positive relationships with peers, competitors and brand partners.
• Develop annual Group, Banquet, and Catering Operating Budget and Sales & Marketing plan in conjunction with the property's executive team and executes marketing-related items
• Work with other hotel departments to successfully market amenities including spa, restaurant, lounge, and events (as applicable)
• Coordinate local advertising to promote hotels restaurant, lounge, spa, etc.
• Coordinate, plan and implement wedding related marketing tactics and events.
• Add creativity and trend insights into driving catering revenue via wedding packages, promotions and public relations.
• Work with corporate marketing team, vendors, and agencies.<