Director of Sales
About the Role
We're seeking an experienced and driven Director of Sales to lead our sales efforts and build lasting partnerships at the Fairfield Inn & Suites Grand Rapids North. Our ideal candidate is a strong sales leader with a proven track record of driving revenue growth, crafting memorable guest experiences, and thriving in a competitive market. This is a unique opportunity to shape the success of a newly refreshed property while leveraging the energy of a top travel destination.
Job Summary
The Director of Sales will be accountable for developing and implementing the comprehensive sales strategy for their assigned properties.
Essential Job Functions
- Develop and execute marketing and sales strategies for each hotel/deployed segment (Marketing Plan, Quarterly action plans)
- Execute key brand initiatives
- Ensure brand website has correct and relevant information
- Demonstrate guest service by responding to guests' needs promptly and with enthusiasm
- Knowledge of all corporate and group business in the market and where that business stays
- Solicit new business from key demand generators by deployed segment
- Identify and maintain communications with the hotel's key accounts and re-solicit repeat business
- Develop relationships within community to strengthen and expand customer base
- Attend local networking, trade show, and CVB events
- Market the hotel through local advertising, blitzes, direct mail, etc.
- Read and understand sales budgets while meeting and/or exceeding budgeted revenue
- Participate in weekly revenue meetings
- Complete Displacement Analysis as needed
- Complete weekly and monthly sales reports
- Review daily reports for new opportunities and analyze for revenue opportunities
- Analyze competition's strengths and weaknesses for each market segment
- Meet or exceed weekly/month activity goals (site tours, sales calls, tele-prospecting and cold calls)
- Maintain account files in sales CRM with all activities tracked for each account
- Create customer correspondence as required – sales agreements, proposals, bi-annual account reviews and thank you letters
- Confirm all groups and meeting details prior to arrival
- Communicate with hotel team for execution of group's needs (BEO's and group resumes)
- Greet meeting/event contacts for each meeting and confirm clients' expectations. (GM/AGM to assist)
- Maintain a tracking system for all meetings and groups. All groups are to be loaded in the sales CRM
- Build and maintain group blocks
- Execute in house referrals and solicitation programs
- Hold front desk accountable for accurate account tracking in reservation system
- Complete and distribute group resumes to the operations staff prior to the posting of the weekly schedules to ensure proper staffing levels
Competencies
- Strong Leadership and Teamwork abilities
- Communication both verbal and written
- Computer software skills
- Time management and problem-solving skills
- Self-motivated, well organized, and goal-oriented
Required/Preferred Education and Experience
- 3 or more years of hotel experience, preferably hotel sales experience
- Hospitality or Business degree is a plus
Benefits
- Career development & work-life balance
- Paid time off
- Travel and hotel discounts
- Health, dental, & vision insurance options
- 401(k) with company match
- Incentive-based earning potential
- And more!
Schedule
Some flexibility of hours is allowed, but the employee must be available during core business hours (generally recognized as 8 am to 5 pm Monday – Friday). Expectation is approximately 40 hours per week. Occasional evening and weekend work is required.
Additional Eligibility Requirements
- Valid driver's license and safe driving record
- Satisfactory criminal background screening required
- Professional references