Area Director of Sales, Group

Company Description

A century ago, Calistoga was a town centered around its bubbling natural hot springs and the beautiful weather of the Napa Valley. Today, it’s a bucket-list destination for ardent wine lovers, foodies and wellness seekers for its particularly enviable version of the “good life.” Solage was created to reflect its hometown spirit, drawing visitors as well as area vintners who come here after a day in the vineyards to relax over a glass of wine or a craft cocktail and connect.

Job Description

The Area Director of Sales is responsible for identifying and sourcing group business in accordance with the collection’s strategic plan to maximize room revenue during peak and nonpeak periods.  The Area Director of Sales, Group reports directly to the Area Director of Sales and works closely with each hotel’s revenue manager to ensure that the group sales strategy is in line with properties business needs.  The Area Director of Group, manages a team of Sales Managers & Coordinators. The position currently represents two Auberge Resorts properties in Napa - Stanly Ranch & Solage.

•  Oversee account and production goal in the assigned region.

•  Support the collection revenue goals by generating group business at each hotel.

•  Provide direction, coaching and leadership to a seasoned sales team·

•  Organize and schedule direct sales efforts via phone, email and in person.

•  Evaluate and initiate opportunities for developing new sources of business.

•  Assist in planning and lead sales execution of a 12-month strategic business plan foreach properties

•  Lead daily calls, Business Review, support and participate in weekly Revenue Management Calls and monthly conference calls and property specific calls as needed. 

• Demonstrate financial and contract acumen and coach team members for effective negotiation.

• Curate and conduct site visits to showcase property and experience

•  Keep department heads informed of problems to ensure prompt correction and ensure guest satisfaction.

• Liaise with property Events Team to ensure objectives are met.

•  Establish appropriate remote workstation, responding in a timely fashion to all inquiries. 

• Represent the Sales Team at Operations Meetings for each property (attend 1 per month minimum for each property).

•  Provide positive, proactive engagement with the property hotel General Managers.

•  Establishes initiatives and executes direct sales objectives to promote Auberge Resorts brand.

•  Evaluates promotional events, trade shows, community, and industry events to make sure attendance produces the proper return on investments

•  Maintain customer, trade, industry, and staff relations and work with tourism organizations to maximize regional opportunities and buying powers.

•  Target key accounts to host familiarization trips to increase ROI.

• Maintain professional appearance and demeanor and to conduct personal behavior in a mature and professional business manner while representing the company.

•  Abide by policies and procedure of Auberge Resorts and maintain ethical and professional standards of sales service.

• Perform other duties as directed, developed or assigned.

Required Skills:

• Ability to negotiate, convince, sell and influence group business decision makers and influencers.
• Ability to research and identify top prospects for growth of an existing account and develop new accounts.
• Ability to be self-motivated and achieve goals with minimal direct supervision.
• Knowledge of sales procedures associated with the hotel industry.
• Excellent spoken, presentation, written and listening skills sufficient to produce sales and marketing communication.
• Ability to present clear, concise and meaningful information to owners, guests, executives, managers and employees.
• Ability to effectively work independently and with a team from a remote sales office by presenting information in one on one, small group situations to customers, clients and other employees of the organization.
• Ability to analyze, interpret and understand financial data.
• Ability to maintain a high level of organization.
• Ability to embody the company's mission, vision and culture.
• Ability to use systems and equipment including personal computer, fax machine, copier, calculator, Google Suite, property management system, and other software/machinery as required.
• Ability to plan and execute sales trips on budget and in compliance with corporate travel policy.

The starting range for this position is $140-150,000 annually This is the pay rate for this position that Solage reasonably ex