Complex Director of Sales

Summary: The Complex Director of Sales will work with the Marriott Madison South and Fairfield Inn Madison South to lead both hotel's sales department. This position will report to the Complex General Manager and work closely with the hotel's department heads and Corporate Director of Revenue Management and Sales.

Essential Duties and Responsibilities:

Self-starting personality with an even disposition to effectively communicate with guests, team members and community.
Be familiar with and adhere to Legacy Ventures Service standards as outlined in the Blueprint and other policies / rules of conduct, to include personal appearance / grooming, attendance and safe / efficient operations.

Planning 
Assist in the production of annual business and marketing plans as well as revenue and sales department expense budgets.
Develop and execute strategic and promotional plans to drive revenues to reach/exceed annual goals. Plans include strategic initiatives, competitive analysis, insights on new areas of opportunity, staffing, partnerships, evaluation of rates and need periods, etc.
Establish both annual and monthly sales objectives in coordination with the Company's business plan.
Develop sales action plans for entire sales team; continuously monitor performance to plan and make effective adjustments in order to meet and exceed targets.
Keep up-to-date with industry knowledge as well as the competitive positioning of the hotel and fully integrate into local CVBs to capitalize business that comes into the local market.
Develop forecasts and budgets in accordance with prescribed schedule and Company standards that maximize revenues through the most effective mix of business. Monitor and influence revenue channels to ensure the proper market segmentation and rate/occupancy strategies are in place to reach/exceed revenue goals.

Leading / Managing / Follow-up 
Lead, train and mentor sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations.
Perform as the driver of all revenue and ensure quarterly and annual revenue goals are achieved.
Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company's strategic goals.
Monitor and direct sales leads to sales managers. Provide motivation, support, encouragement, and direction to all members of the sales department.
Maintain efficient sales office procedures for productive use of staff time and ensure the maintenance of accurate and updated account files and follow-up procedures and to ensure the hotel is easy for clients to do business with.
Manage customer contracts to ensure that all contracts are executed according to Company standards, ensuring that standard contract language remains intact and contracts are executed appropriately to protect Company interests.
Hold sales team accountable to results and celebrate successes.
Ensure that billing, credit procedures and audit guidelines are followed.

Selling 
Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales and presentations to potential clients in keeping with assigned market segment. Resolicit and retain existing business by maintaining good client relationships and ensuring the hotel provides best-in-class meetings experiences.
Build/Generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to: conventions, corporations, DMCs, tour operators, meeting planners, associations, film companies, political affiliations, SMERF (Social, Military, Educational, Religious and Fraternal) groups, concierges, organizations (i.e. Chamber of Commerce, MPI, etc.) etc.
Identify and penetrate new accounts.
Conduct inquiry calls, account maintenance, qualification calls, outside sales calls, site visits, concierge visits, and other sales activities; ensure that these activities are timely updated and logged in the Sales Database.
Attend local trade-shows, participate in sales blitzes and other off-site sales efforts.
Participate in executing all company-wide marketing initiatives.

Other duties may be assigned by a supervisor as needed.

Qualification Requirements: To perform this job successfully, an individual must be able to perf