Complex Director of Sales

PRIMARY RESPONSIBILITIES

• Lead the overall commercial strategy for an assigned hotel cluster.
• Drive total top-line revenue across all market segments.
• Partner with Revenue Management on pricing, demand, forecasting, and displacement decisions.
• Auxiliary in developing annual sales and marketing strategies.
• Monitor production and pace to budget.
• Identify market trends and recommend strategic adjustments.
• Maximize cross-selling opportunities across the cluster.
• Work as part of a team and communicate with other departments as per hotel procedures to ensure excellent quality and service.
• Complete reporting specific to your job description as directed in a timely and accurate way.
• Create and maintain positive, professional working environment with fellow co-workers as well as guests.
• All other reasonable duties and special projects as assigned.

TECHNICAL KNOWLEDGE

• Skilled in making sales calls.
• Can properly qualify and prospect, determine demand potential, present features/benefits that match prospect needs, and gain “next step” commitment or “closing” for all assigned properties.
• Cultivates lead sources for all assigned hotels and other Kalyan hotels.
• Knowledgeable of all assigned properties’ market drivers, SWOT analysis, and comp sets.
• Knowledgeable hotel facilities include guest room, function room (size and occupancy limits), meeting room capabilities, catering options and audio/visual (for specific hotels).
• Understands hotels’ booking pace and revenue strategies.
• Conducts department audits and ensures compliance with the company’s departmental SOPs.
• Certified and efficient with all company and brand systems and platforms.
• Maintain CRM integrity by ensuring Delphi/Salesforce standards.
• Audit sales files, review traces, and monitor response times to maintain SOP compliance.
• Ensure brand program participation.

LEADERSHIP & TEAM DEVELOPMENT

• Treats employees fairly, consistently and with respect.
• Sets a positive example for all subordinates.
• Recognizes and rewards excellent performance.
• Maintains a positive work environment.
• Encourages and facilitates teamwork, trust, and respect to build strong work relationships.
• Recruit, coach, mentor, and develop high-performing sales professionals for cluster teams.
• Conducts one-on-one meetings with direct reports.
• Facilitates cluster sales meetings on a regular bi-weekly or monthly cadence.
• Conducts regular property visits focusing on property goals and needs.
• Assists in supporting GMs with performance evaluations and goal setting.
• Provides insight and direction when developing development or succession plans.
• Create accountability through leadership coaching rather than command and control leadership.
• Foster a team environment that creates collaboration between hotels rather than competition.
• Participates monthly in a revenue strategy meeting and/or call with executive team.
• Responsible for hotels’ sales department in absence of hotel sales team.

BUSINESS DEVELOPMENT

• Support the hotel by maintaining relationships with key accounts.
• Pursue targeted new business opportunities based on property needs or segmentation targets.
• Conduct outside sales calls on behalf and/or in conjunction with the cluster team sales leaders.
• Attend networking events on behalf of cluster hotels and Kalyan Hospitality representatives.
• Represent Kalyan Hospitality within the local community.
• Aid in major negotiations, key accounts, citywide, and cross portfolio account or group needs.
• Support brand RFP opportunities.

REVENUE

• Actively participates in the weekly Revenue Strategy meetings.
• Understand market trends and take corrective action as needed to guarantee hotels meet budget objectives.
• Support and implement revenue management plans.
• Partner with revenue management team on hotel strategy goals.
• Understand STR, market share, booking pace, segmentation, and forecasting.
• Assist in identifying revenue opportunities and risks.
• Ensure sales efforts align with revenue strategy.

SALES & MARKETING

• Conducts business to business sales calls, cold calls, maintenance calls and closing calls on a regular ongoing basis both independently and/or with cluster collaboration.
• Establish and maintain close contact with top accounts and target accounts, through appointments, phone calls, tours, correspondence, and business lunches.
• Assess their current and future needs.
• Network with prospects to uncover other decision makers.
• Qualify leads and prospects gained from cold calls, sales blitzes, and other sources.
• Actively sell the meeting space according to budgeted goals.
• Develop and maintain rapport with competitor hotels, Convention and Visitors Bureau, Chamber of Commerce.
• Participate in community activities, employee functions and guest events.

HUMAN RESOURCES

• Ensures best practices are being used in the execution of hiring and training.
• Ensures acquisition of competitive talent for the hotel and promotes opportunities to attract and retain a high performing diverse workforce.
• Assists or establishes training and development programs for all associates.
• Ensures all proper and balanced staffing levels are met and to make arrangements to ensure such.
• Actively attends training seminars and other meetings as requested by supervisor to ensure knowledge base is up to date and relevant.
• Creates and maintains a positive, professional working environment.

INTERDEPARTMENTAL COLLABORATION

• Through the assistance of the Front of the House Manager, ensures front office staff is kept abreast of sales initiatives, groups and VIPs and executes any tasks related to such.
• Partner and communication through the assistance of the Maintenance Manager and the Housekeeping Manager to ensure site tour rooms and all VIP rooms are guest ready.
• Participates in lobby shops and interacts with the guests with the goal of securing new leads or maintaining current client base.
• Supports and ensures success BEO completion, routing and meetings.
• Coordinates with the food and beverage staff to execute meeting room catering.

REPORTING

• Provides synopsis of monthly sales volume, potential sales, and areas of proposed client base expansion by assisting or completing both weekly and monthly reports accurately and on time.
• Ability to successfully pull system reporting as needed or requested.
• Maintain accurate sales files and trace system of all accounts through the established Sales Software.
• In conjunction with the General Manager, establish annual revenue budget with the hotel team.
• Be well versed in historical as well as forecasted data.
• Reads and Understands Sales Management Tools (STAR, Feeder Markets, 3rd party OTA’s, brand.com specific) and leverage those tools for positive change.
• Forecasts Projections weekly.

PRE-SALES, OPENINGS AND ACQUISITIONS

• Assist ownership and/or Regional Director during any assigned acquisitions by the company.
• Support hotel conversions and renovations based on needs.
• Support in execution of any brand specific pre-opening road maps are followed timely.
• Lead cluster integration when applicable and assist with onboarding new sales leaders.
• Execute pre-opening sales activities and best practices.
• Ensure successful openings by building strong relationships with franchise sales teams.
• Success in this role is measured by: Cluster collaboration and regional growth over period performance. Revenue growth & market share improvement. Sales goal achievement. Team engagement & development. Customer retention & account growth. Brand compliance & audit performance. Collaboration across the commercial team. Successful integration of new hotels and team members.