Director of Group Sales

Responsibilities

• Meet or exceed set top line group and banquet budget and crossover goals
• Identify and research potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings/presentations with clients that will keep the hotels pipeline consistently full of opportunities
• Monitor production and lead volume of all top accounts and evaluate all group/catering trends, recommend, and implement strategic changes as needed to positively impact top line revenue
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program
• Initiate and follow up on leads, ensuring response times meet Highgate SOPs across group team members
• Maintain and participate in an active sales solicitation program, exceeding assigned goals
• Invite clients to the hotel for entertainment, lunches, tours and site inspections
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations
• Develop a complete knowledge of company sales policies and SOP’s and ensure knowledge of and adherence to those policies by the sales team
• Operate within established sales expense budget
• Attend all hotel required meetings and trainings
• Absorb and apply training provided by the company
• Assist in the preparation of required reports in a timely manner
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR)
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property
• Meet and greet onsite contacts
• Abside by Prime Selling Time (PST)
• Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts
• Lead business review (GRC) meetings
• Review meeting planner group and event evaluations with the Director of Event Planning and Director of Sales & Marketing to ensure revenue is maximized and any issues receive follow-up

Qualifications

• At least 2-3 years of luxury/luxury lifestyle hotel sales leadership experience; 5+ years of effective group selling experience
• Must be skilled in Windows, Excel, Delphi, and Opera systems
• Must be able to effectively communicate both verbally and written with all levels of employees and guests in an attentive, friendly, courteous, and service oriented manner
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests
• Must be able to multitask and prioritize departmental functions to meet deadlines
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner
• Maintain high standards of personal appearance and grooming
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations
• Able to maximize efforts towards productivity, identify problem areas and assist in implementing solutions
• Able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives
• Able to maintain confidentiality of information
• Travel and extended work hours sometimes required
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects
• Perform other duties as requested by management
• Must have a valid driver’s license in the applicable state