Director of Sales - New Hotel Opening

About the Role

Fully develop assigned segments with an emphasis on new business development for the hotel. Collaborate with the General Manager, Regional Revenue Manager, and Regional Director of Sales to optimize revenue potential and ensure a memorable guest experience. Success is measured by achieving the hotel’s revenue goals and improving market share performance compared to competitors.

Responsibilities

• Develop and execute sales action plans.
• Maintain positive interdepartmental relations and complete special projects as assigned.
• Handle inquiry calls, proposals, negotiations, and contracts following departmental procedures.
• Book business to achieve or exceed monthly room revenue budgets and other revenue targets.
• Adopt a proactive, relationship-building sales approach.
• Meet or exceed weekly telephone prospecting, qualification, and solicitation call goals, as well as outside call goals.
• Include the General Manager on key sales appointments and corporate-based sales calls to secure business.
• Use the property’s computerized sales management system to track sales activities, generate reports, enter business, block meeting space, and build accounts.
• Actively participate in at least two outside organizations (e.g., Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, university affiliations).
• Generate sales contracts and banquet event orders (BEOs) within company guidelines, and develop business cases for special rates or group bookings.
• Deploy seasonal promotions and packages to drive bookings.
• Utilize business tools (e.g., Brand database reports, Construct Connect, ZoomInfo, Agency 360, local publications) to prospect for new business.
• Target and engage decision-makers at specific companies to generate referrals and new business.
• Attend brand and corporate-sponsored sales training to improve industry-specific skills.
• Motivate, coach, and counsel sales department personnel as needed, following company standards.
• Monitor economic and business news relevant to assigned market segments.
• Contribute to the hotel’s rooms forecast and annual budgeting process, including revenue generation and promotional costs.
• Follow up with clients regularly to maintain relationships and secure business.

Requirements

• High school diploma or equivalent; college degree (BS/BA) preferred or equivalent work experience.
• Previous direct selling experience in a hotel, including outside sales calls.
• Demonstrated success in developing a market.
• Experience selling Marriott, Hilton, Best Western, and IHG hotels (including Hilton Focus Service, Full Service, and/or Extended Stay) to all market segments is preferred.
• Hotel operations experience is a plus.

Qualifications

• Ability to perform major life activities: standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Ability to push or pull 60 pounds unassisted and lift/carry 30 pounds unassisted.
• Ability to see, hear, and speak English fluently; additional language skills may be helpful.
• Must pass appropriate security clearances due to access to guestrooms and property.

Skills

• Knowledge:
  • Knowledge of the hotel’s market area is preferred.
  • Understanding of effective outside sales tactics.
  • Thorough knowledge of the client base.
• Technical Skills:
  • Proficiency in Microsoft Outlook, Word, Excel, and PowerPoint.
  • Experience with customer relationship software (e.g., Delphi.fdc, STS) is preferred.
  • Financial analysis skills to assess business opportunities.
• Soft Skills:
  • Strong organizational and multitasking abilities.
  • Effective written and verbal communication.
  • Ability to work well in a team and relate to others.
  • Analytical skills to ensure accuracy in work.
  • Ability to influence others and engage clients on difficult issues.
  • Confident, self-starting attitude with a "can-do" mindset.
  • Enjoys networking and interacting with customers.
  • High level of decision-making and discretion.
  • Ability to work independently to achieve sales goals.

Schedule

• Typical workweek includes a minimum of three days out of the office on sales calls and two days in-office working on sales plans.
• May require weekend availability to ensure meeting or group satisfaction.
• Periodic overnight travel for company/brand conferences, sales blitzes, training, or client events.
• This role requires a physical presence at the hotel and is not conducive to remote work.

Working Conditions

• Must maintain a valid driver’s license and ability to drive on behalf of the company.

Career Advancement

• Area Director of Sales
• Dual Director of Sales
• General Manager