Director of Sales

Description

The Director of Sales is Responsible for leading the sales department, for revenue production of the resort, and meeting or exceeding planned revenue objectives. Manages all areas of sales according to brand standards to achieve a professional rapport within the local business community. The Director of Sales is actively involved daily in securing, qualifying and following up on leads to book specific business. The central focus is sales and the development of the sales team. This role should not be required to assume operational responsibilities but should spend most of their time selling the “product”-the resort. 

This position may require flexible scheduling availability.

Requirements

The role of the Director of Sales is to be involved with all aspects of the resort sales department. The Director of Sales is responsible for directing, coordinating, training and supervising all sales-related activities including direct sales efforts follow-up and proper sales administration. Responsible not only for strategizing but also preparing reports and being a key person of reference for guests, clients and potential new accounts.

Guest Relations Management

• Be readily available and approachable for all guests.
• Ensure that departments achieve or exceed guest’s service expectations.
• Take proactive approached when dealing with guest’s concerns.
• Always extend professionalism and courtesy to guests.

Profit Management

• Meets or exceeds budgeted REVPAS for the resort.
• Prepares resort’s annual marketing plan.
• Prepares department budget that correctly reflects the resort’s business plan.
• Forecasts occupancy fluctuations and directs selling activities to maximize revenue.
• Knows the resort’s demand segments, sources of business for each and balances market segments according to supply and demand.
• Knowledge of the principle competition for each market segment and takes advantage of the resort's strengths against each competitor.
• Identifies major revenue and expense opportunities and possible problems.
• Accurately forecasts occupancy changes based on the changing market conditions (e.g. increased competition and additions to supply and demand, etc.).

Team Member Management

• Maintain guest service as the driving philosophy of the resort.
• Personally, demonstrates a commitment to guest service by responding to guest needs.
• Ensures all resort staff, including new hires, knows all components/features of our guest service guarantee and are trained to meet service standards; develops added value customer service programs.
• Ensures that team members (specifically guest service staff) are familiar with key accounts and “specifics” (special rates, special requirements, etc.) relating to business booked in the resort.
• Empowers resort staff to deliver guest service by encouraging and rewarding responsive guest assistance.

Marketing and Sales Management

• Develops resort’s marketing and sales plan based on the property’s position and strengths within each market segment.
• Implements resort’s marketing and sales plan.
• Solicit, negotiate and book both new and repeat business.
• Execute various marketing strategies to capture the maximum amount of revenue to meet or exceed sales goals.
• Ensures that marketing and sales plans are appropriate for each sales period, including special plans to maximize room revenue during forecasted low occupancy.
• Analyzes and understands the competition’s strengths and weaknesses for each market segment and successfully directs marketing activities against each.
• Identifies and maintains constant communications with the resort’s key accounts.
• Actively sells room nights through outside sales calls, telemarketing, site tours etc.
• Actively sells to in-house guests (greeting tours, talking with guests at mealtimes to surface additional leads, etc.
• Uses the available brand resources to surface, call on and track potential business.
• Coordinate group and transient bookings to maximize profits.
• Operate within established sales expense budget.
• Prepare required reports in a timely manner.
• Maintain strong visibility in local community organizations.

Human Resources Management

• Maintains a positive cooperative work environment between staff and management.
• Ensures training objective and development plans are completed.
• Communicate and carry out all disciplinary action and terminations.
• Guide team members with planning, developing, growing, and manag