Job description

JOB DESCRIPTION/FUNCTIONS

DIRECTOR OF SALES

REPORTS TO: General Manager

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BASIC PURPOSE: The Director of Sales is responsible for all property sales and marketing functions as directed by the GM

FUNCTIONS/RESPONSIBILITIES:

TOP PRIORITIES:
The Director of Sales is responsible to drive top line revenues through frequent goal setting, team motivation, and the development and execution of strategic sales strategies. Using a collaborative approach that inspires teamwork and individual team member professional development, the Director of Sales is to lead through mentorship, coaching and ongoing skills training. The Director of Sales will ensure proactive top and target account management and advance the sales culture throughout the hotel.

DAILY TASKS MAY INCLUDE:

• Conduct Daily Standups with the sales team to review new opportunities, celebrate successes, and provide motivation to achieve targeted goals.
• Ensure all RFPs are responded to with proposals and/or contracts within 24 hours of contact with the guest.
• Spend 10 minutes in breakfast area, hotel restaurant or front desk area greeting guests, soliciting feedback on stays, and identifying potential new business.
• Print arrival report, identify and highlight questions for front desk to uncover additional account information
• Review reservations made yesterday report/in-house guest by company list and front desk notes from yesterday’s arrivals report. Identify leads for further research and follow up.
• Review any group billing prior to being mailed out.
• Complete a minimum of 10 proactive, solicitation calls for new business (inside and outside) during prime time selling hours. Update sales system notes as calls are completed.
• Continue completing inside/outside maintenance & follow up sales calls from 1:30 p.m. - 4:00 p.m.
• Conduct site tours and entertain clients as necessary. Avoid between 9-11 am.
• Respond/Make Contact with all incoming group rooms and event inquiries (Brand lead sources (Meeting Broker/One Source, C-Vent), Direct Calls, Emails, CVB, Chamber, RFPs, etc.) within 4 hours.
• Complete follow up on trace calls, outstanding tentative agreements, & definite upcoming groups (rooming lists, cut-off dates, etc.)
• Complete research on potential group & transient business (for future proactive calls) outside of prime time selling hours.
• Prior to leaving for the day, record all call notes for the day’s’ activities in your Sales Force account management system (Delphi fdc/Amadeus Sales and Events). Organize your office for tomorrow, including a detailed plan of attack.

WEEKLY DUTIES MAY INCLUDE:

• Actively participate in revenue management call with Revenue Manager, GM, RVP.

· Closely monitor the completion of quarterly sales strategies from marketing plan.

· Ensure once-a-month LNR account communication is taking place.

· Assist in the development and execution of targeted share shift accounts.

· Constantly rebook previous groups.

· Conduct a weekly review of the group pick-up report for next 60 days; assign follow up as needed.

· Review weekly brand communication (Hilton - NOW, IHG - Hotel Bulletin, Marriott – The Check-in)

· Review revenue management call recap, and complete outstanding action items.

· Host Sales Meeting to be attended by sales staff and GM in order to review team successes, challenges, and upcoming week’s MIT’s.

· Confirm a minimum of 6 scheduled calls, appointments, or tours for the following week.

· Complete and E-Mail Weekly Sales Report to GM, RVP, RM, CM, SE/LM

MONTHLY DUTIES MAY INCLUDE:

• Review end of month LNR, SOB Variance, Group tracking
• Complete Future Group Rooms & Banquet Sales Report
• Assist General Manager in completing update to 12 month forecast
• Send update on quarterly sales strategies with results from marketing binder
• Complete other activities as directed by General Manager or corporate personnel
• Complete a group audit (review contracts/files with PMS system bookings) for next 60 days and once a quarter for the next 12 months
• Group Commission follow up – confirm accuracy and send info as necessary
• Complete 1 hour of training using tools from brand resources
• Participate / attend at least one community event

QUARTERLY DUTIES MAY INCLUDE:

• Prepare quarterly client production letters.
• Review & update as needed next quarter’s sales strategies from marketing plan.
• Attend and contribute to at least one front desk meeting.

KNOWLEDGE AND SKILLS:

Education: No formal education required

Experience: Experience in hospitality sales required. Previous Director of Sales experience preferred.

ENVIRONMENT:

Physical Job Requirements

Lifting/Pushing/Pulling/Carrying:

Position does not require a great deal of lifting/pushing/pulling or carrying, aside from the normal functions required in an office setting

Bending/Kneeling:

Functions of this job includes a normal amount of bending, stooping and kneeling during the course of a shift.

Mobility:

Total mobility is required, with outside sales visits, property tours and competitive set driving occurring at the direction of the GM

Standing/Walking:

Position may include a normal amount of standing and frequent walking during the course of a shift

Climbing Stairs:

May require climbing of moderate amount of stairs

Hearing/Vision/Speech:

• One-on-one communication with guests, supervisors, and coworkers is critical
• Must be able to receive, understand and give directions within the Sales Department
• Must be able to clearly communicate property, company and contract information to clients
• Must have exceptional written and verbal skills, as well as ability to compose professional and articulate emails and written communication
• Must be able to understand, compile and submit reports in an efficient manner

Protective Clothing: No protective clothing typically needed in the performance of tasks required of this position

No. of employees supervised: 1+, depending on size of property

Travel required: Some local travel may be required as directed by the GM

Hours Required:

• Scheduled days and times may vary based on need and/or the direction of the GM
• A sufficient number of hours in order to complete tasks will be required, often in excess of a standard 40-hour work week
• Must adhere to the time and attendance policies set forth by the company

Job Type: Full-time

Pay: From $65,000.00 per year

Benefits:

• Cell phone reimbursement
• Dental insurance
• Disability insurance
• Employee discount
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Paid training
• Vision insurance

Supplemental pay types:

• Bonus pay
• Yearly bonus

COVID-19 considerations:
All OSHA requirements

Ability to commute/relocate:

• Indianapolis, IN 46202: Reliably commute or planning to relocate before starting work (Required)

Experience:

• Sales/Hospitality: 1 year (Preferred)

Work Location: One location

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