Director of Sales

*Hampton Inn Christiansburg
380 Arbor Drive
Christiansburg, VA 24073*

The Director of Sales purpose is to convert target accounts into key accounts by utilizing the professional sales skills necessary to reveal the benefits of the hotel over the competition. The Director of Sales is responsible for generating top line revenue and the management of all marketing efforts.

Position Standards and Essential Responsibilities:

• Projects a professional image of the hotel (dress, appearance, hygiene, etc.)
• Has a friendly, personable style with guests. Anticipates customer needs before they ask.
• Responds promptly and follows through on guest concerns in effective and friendly manner.
• Recognizes and rewards effective guest service in sales staff.
• Maintains good relations with guest “feeders” such as travel agencies, airlines, etc.
• Maintains professionalism with regard to written correspondence and telephone etiquette for self and sales department.
• In knowledgeable of and performs well on all company shopping and telemonitoring programs.

Technical Knowledge

• Conducts direct selling activities in accordance with assigned sales activity and room night production goals.
• Knowledgeable of and practices effective telemarketing.
• Skilled in making sales calls. Can properly qualify a prospect, determine demand potential, present features/benefits that match prospect needs, and gain “next step” commitment or “closing”.
• Knowledgeable of all hotel brand marketing programs.
• Knowledgeable of local area including special attractions, competing hotel facilities, restaurants, etc.
• Knowledgeable of hotel facilities including guest room and function room size and occupancy limits. Effectively communicates hotel products to guests.
• Knowledgeable of hotel meeting room capabilities, catering options and audio/visual (for specific hotels).
• Knowledgeable of local meeting facilities and refers guests when appropriate.
• Knowledgeable of reservation procedures, including group blocks, Central Reservations System, and property management system, etc. Can check a guest in or out of the hotel.
• Knowledgeable in billing and credit policies and procedures.
• Understands and effectively analyzes/oversees hotel/group booking pace to maximize yield.
• Conducts department audits and insures compliance with the company’s departmental SOP’s.
• Cultivates lead sources for own hotels as well as for other Quality Oil hotels.

Sales Operation

• Insures group rooms control log is current and effectively utilized; insures the meeting room/function book is current and meeting space is effectively utilized.
• Directly solicits business. Effectively handles solicitations. Skillfully manages relationships with hotel’s top accounts.

Insures sales contracts meeting hotel standards.

• Maintains accurate sales files, production reports, and trace system.
• Insures sales files are effectively worked and maintained to company standards. Insures sales calls are documented in files.
• Knowledgeable and follow through on all policies including Trademark usage, meeting space policy, room rates, sales presentation procedures etc.
• Attends and contributes to hotel’s revenue management meetings.
• Insures sales staff maintains current information regarding hotel services, marketing programs, etc.
• Attends trade shows and Central Reservations Office visits as needed.
• Meets sales goals; develops and implements monthly sales action plans; insures that the sales department team members achieve their sales activity goals and room night production goals and leads the sales effort by his or her own example.
• Monitors sales staff productivity.
• Insures that the hotel maintains appropriate inventory levels of collateral materials and promotional supplies.

Marketing/Business Planning

• Establishes department objectives with GM. Monitors progress against hotel and department objectives throughout the year by review all relevant daily reports.
• Monitors travel agent commission reports, feeder market analysis, and all other relevant sources of business reports.
• Completes all weekly and monthly reports accurately and timely.
• Effectively conducts market research, market segment tracking, and competition analysis. Monitors market penetration and assesses hotel position in marketplace. Understands and can draw accurate conclusions from Smith Travel Research reports.
• Develops and implements effective advertising and promotional programs utilizing effective monthly action plans.
• Establishes 30-60-90 day action plans with GM and sales staff accurately and in a timely manner.
• Understands and helps determine hotel pricing and rate improvement strategies.

Is knowledgeable in evaluating incremental profit potential of rate-sensitive business through revenue displacement analysis.
Community Relations

• Maintains active involvement in community and industry organizations.
• Maintains communication with competitive hotels, Convention & Visitors Bureau and Chamber of Commerce.
• Participates in community activities, employee activities, and guest events.
• Insures opportunities are made available to the GM to participate in joint sales calls.

Manager Responsibilities

• Manages sales department
• Completes employee performance reviews on time and properly prepares for them.
• Insures all key employees are on personal career development plans to consistently develop talent and opportunity for growth.
• Discusses and assists with departmental objectives. Insures sales staff knows hotel goals.
• Conducts weekly sales meetings with documented meeting minutes.
• Treats employees fairly, consistently and with respect. Sets a positive example for all subordinates. Recognizes and rewards excellent performance.
• Maintains a positive work environment. Encourages and facilitates teamwork, trust, and respect to build strong work relationships.
• Continually support and promotes Quality Oil Company’s Core Ideology, history, culture, and growth.
• Delegates projects and duties appropriately.
• Schedules and insures all employees participate in relevant orientation programs, service skills training, telemarketing courses etc.
• Conducts training programs in effective and engaging manner.
• Takes responsibility for own training and career development.

Inter-Departmental Relations

• Coordinates and maintains effective relations with other departments in the hotel to promote excellent guest service.
• Is aware of all departments’ roles and responsibilities. Coordinates with other departments on joint tasks as they relate to sales, particularly front office.
• Attends and participates in weekly staff meeting, insuring all other departments are aware of hotel sales efforts, promotions and booking/group activity.