Director of Sales - USA Hotels - Residing in the Orlando Fl area

About the role

The Director of Sales reports to the Sales Partner (Area Director of Sales) and is responsible for managing and developing the sales team in the hotels under their responsibility. The role involves setting and achieving sales objectives, implementing the sales strategy, and participating in trade fairs and new hotel pre-opening actions.

Responsibilities

• Develops and implements the sales strategy for the hotel/s under their responsibility, aligning with the hotel’s Business Plan and revenue budget.
• Ensures the implementation of the sales strategy in the sales area and participates in the definition of the Sales strategy by providing input on the destination.
• Defines the hotel’s sales objectives and collaborates with the Area Director of Sales to validate them.
• Maintains and coordinates the necessary actions to achieve the defined sales targets, including moving levers with the Sales Partner to ensure production across different segments.
• Follows up on the objectives of the hotels under their responsibility and identifies and coordinates with the Sales Partner the hotels’ sales needs.
• Manages local accounts and oversees the preparation and execution of sales inspection visits, group quotations, and the implementation of MARS CRM and MICE processes.
• Collaborates with the Revenue Management team to define and implement the pricing strategy for meeting room and venue rentals and the F&B offer related to the MICE segment.
• Participates in trade fairs and trade actions organized by third parties or MHI.
• Develops and follows up on a specific new hotel pre-opening action plan, ensuring coverage of all potential markets and segments.
• Budgets sales actions to ensure the visibility and positioning of the hotel in potential markets and segments.
• Plans and executes global campaigns in coordination with the Sales Partner and segments.
• Develops and conducts a site inspections calendar before the opening of the hotel, coordinating with the Head of Segments for key and strategic accounts.
• Keeps informed about competitor activities, maintains a cordial relationship with them, and ensures awareness of market trends and cross-market opportunities.
• Regularly analyzes the sales performance of the hotels in accommodation, rooms, and other revenues under their responsibility, presenting corrective actions and new business opportunities.
• Directly interacts with Segment Managers to ensure the needs of each hotel are communicated and addressed.
• Engages in digitalization plans for the Sales & Marketing teams.
• Promotes and develops virtual sales actions to reach a broader customer base.
• Drives digitization among their team to improve processes and efficiency.
• Participates in site inspections deemed appropriate, especially for high-volume negotiations or according to the customer’s profile/market.
• Ensures that the results of the site inspections carried out by their team are reported to the hotel’s General Manager.

Requirements

• Education and Training: Degree in Tourism, Hospitality, or a similar field.
• Languages: Local language (depending on the geographical location of the property) and advanced English. A third language would be an asset.
• Specific Knowledge: Ability to make decisions and define the area’s sales department strategy; knowledge and business connections for B2B, Corporate, and MICE; great communication and negotiation skills; hands-on and results-oriented; customer service and analytical skills; knowledge of PMS Opera Cloud and CRM tools; availability to travel.
• Experience: 5 years of experience in a similar position.