Director of Leisure & Corporate Sales

Responsibilities

• Supervise, administer and ensure timely completion of all activities of the Sales Department.
• 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.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set goals
• Operate the Sales Department within established sales expense budget.
• Participate in required M.O.D. and Saturday office coverage as schedule
• Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement.
• Cook up and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories.
• Cook up and follow up on leads.
• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
• Administer training in the Sales and Catering departments, according to Highgate Hotel standards.
• Absorb and participate in an active sales solicitation program.
• Conduct weekly sales meetings according to Highgate Hotel standards.
• Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
• 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.
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA’s) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
• Cook up and follow up on leads.
• Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP’s.
• Ensure that Sales Managers can explain the importance and components of the report.
• Cook up and follow up on leads.
• Coordinate the preparation of the annual revenue budget.
• Cook up and follow up on leads.
• Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
• Meet and greet onsite contacts.
• Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
• Understand all GDS systems.
• Understand ISIS.
• Understand loading rates into ISIS/GDS.

Qualifications

• At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.
• Supervisory experience required.
• Must have a driver’s license in the applicable state.
• Must be proficient in MS Windows (Excel, Word, Powerpoint, Outlook).
• Must be able to effectively communicate both verbally and written with all level 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.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.