ALH Corporate

Job Title: Director of Sales

Department: Sales

Supervisor: General Manager and Corporate Director of Sales & Marketing

Summary

Develops and implements the total sales and marketing efforts of the hotel, including securing new accounts, maintaining existing accounts, interviewing, hiring, supervising and monitoring performance for all sales personnel and executing sales and marketing strategies to maximize the revenues of the hotel.  All requirements of the position are expected to function within budgets and goals for the hotel.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Directs the activities of the hotel sales team, providing leadership and motivation necessary to implement effective sales and marketing strategies and to maximize the generation of all hotel sales/revenues, including transient and group room sales, food and beverage revenues.

Responds quickly to all inquiries or delegates team members within the sale department to coordinate responses to all inquiries for business for the hotel. 

Develops and maintains relationships with key clients in order to produce group and/or convention business, to include room sales, food & beverage sales, catering/banquet services.

Develops and manages the departmental budget and monitors sales activities/performance to ensure actual sales meet or exceed established revenue plan; accurately reports variances/projections.

Directs the scheduling of conventions and group activities at the hotel and coordinates with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.

Develops hotel-level tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs. Creates an annual sales and marketing plan including strategies and action steps for each revenue category.

Develops and maintains good relationships with officials and representatives of local community groups and companies and attends out-of-town conventions to generate convention and group business.

Assists General Manager and Corporate Sales and Marketing Director in the development and update of the hotel-level business plan to include input on hotel budget and sales goals and plans that support the overall business and sales strategies of the company.

Maintains an effective business plan. Coordinates, with corporate influence, a proactive public relations plan with action steps to drive awareness to the property.

Develops the revenue portion of the budget in conjunction with others as assigned as well as the marketing expense plan specifically related to the action calendar.

Recruits, hires, trains, and provides career development for all sales and catering personnel; conducts performance evaluations and provides feedback to employees using company hiring standards and guidelines.

Follows company policies and procedures and is able to effectively communicate them to subordinates.

Responds quickly to guest requests in a friendly manner. Follows up to ensure guest satisfaction.

Fulfills Manager on Duty shifts.

Maintains a professional image at all times through appearance and dress.

Ensures hotel is in compliance with all federal, state and local laws, including OSHA, EEOC, Wage Hour and Health laws.

Note: Other duties as assigned by supervisor or management.

Supervisory Responsibilities

This position supervises all Sales department employees.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

Managing Customer Focus - Promotes customer focus; establishes customer service standards; provides training in customer service delivery; monitors customer satisfaction; develops new approaches to meeting customer needs.

Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Sales Skills - Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information.

Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.

Analytical - Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data; designs work flows and procedures.

Job Knowledge - Competent in required job skills and knowledge; exhibits ability to learn and apply new skills; keeps abreast of current developments; requires minimal supervision; displays understanding of how job relates to others; uses resources effectively.

Use of Technology - Demonstrates required skills; adapts to new technologies; troubleshoots technological problems; uses technology to increase productivity; keeps technical skills up to date.

Problem Solving - Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.

Project Management - Develops project plans; coordinates projects; communicates changes and progress; completes projects on time and budget; manages project team activities.

Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service ; responds to requests for service and assistance; meets commitments.

Communications - Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods.

Cooperation - Establishes and maintains effective relations; exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations; works actively to resolve conflicts.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.

Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.

Written Communication - Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.

Performance Coaching - Defines responsibilities and expectations; sets goals and objectives; gives performance feedback; motivates for increased results; recognizes contributions; encourages training and development.

Team Leadership - Fosters team cooperation; defines team roles and responsibilities; supports group problem solving; ensures progress toward goals; acknowledges team accomplishments.

Delegation - Delegates work assignments; matches the responsibility to the person; gives authority to work independently; sets expectations and monitors delegated activities; provides recognition for results.

Leadership - Exhibits confidence in self and others; inspires and motivates others to perform well; effectively influences actions and opinions of others; accepts feedback from others; gives appropriate recognition to others.

Managing People - Includes staff in planning, decision-making, facilitating and process improvement; takes responsibility for subordinates' activities; makes self available to staff; provides regular performance feedback; develops subordinates' skills and encourages growth; solicits and applies customer feedback (internal and external); fosters quality focus in others; improves processes, products and services.; continually works to improve supervisory skills.

Quality Management - Looks for ways to improve and promote quality; demonstrates accuracy and thoroughness.

Visionary Leadership - Displays passion and optimism; inspires respect and trust; mobilizes others to fulfill the vision; provides vision and inspiration to peers and subordinates.

Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.

Conflict Resolution - Encourages open communications; confronts difficult situations; maintains objectivity; keeps emotions under control; uses negotiation skills to resolve conflicts.

Impact & Influence - Pursues and wins support for ideas; displays ability to influence key decision-makers; achieves win-win outcomes; uses authority appropriately to accomplish goals; addresses divergent opinions.

Recruitment & Staffing - Utilizes recruitment sources; exhibits sound interviewing skills; presents positive, realistic view of the organization; analyzes and forecasts staffing needs; makes quality hiring decisions.

Cost Consciousness - Works within approved budget; develops and implements cost saving measures; contributes to profits and revenue; conserves organizational resources.

Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and principles; upholds organizational values.

Organizational Support - Follows policies and procedures; completes administrative tasks correctly and on time; supports organization's goals and values; benefits organization through outside activities; supports affirmative action and respects diversity.

Strategic Thinking - Develops strategies to achieve organizational goals; understands organization's strengths & weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.

Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Minimum of two years’ experience managing or leading a hotel sales team

Extensive knowledge of forecasting sales and interpreting/analyzing results to plan and conducting budgetary analysis

Extensive knowledge of sales skills, revenue management, recruiting, supervising, training and motivating managers

Demonstrated ability to understand customer requirements and translating these into sales solutions

Track record of leading and inspiring teams to meet or exceed sales goals

Ability to be assertive and persuasive without being aggressive

Excellent communicator with strong written and verbal communication skills

Track record of developing long term relationships and contacts

Ability to quickly evaluate alternatives and decide on a plan of action

Ability to work in a fast-paced environment and to maintain good working relationship with all departments and staff

Working knowledge of MS Word, Excel and DELPHI, or similar sales management system

Systems experience a PLUS

Education and/or Experience

Bachelor's degree from four-year college or university preferred; or five years related experience and/or training in a hotel sales environment; or equivalent combination of education and experience.

Language Skills

Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.  Ability to deal with problems involving several concrete variables in standardized situations.

Computer Skills

To perform this job successfully, an individual should have knowledge of Database software. Computer literacy, Microsoft Office.

Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is occasionally required to stand; walk and sit. The employee must occasionally lift and/or move up to 25 pounds. 

Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 The noise level in the work environment is usually moderate.