Director of Sales

The Director of Sales will create programs to coordinate all sales activities for the hotel to maximize profitability through the introduction of the hotel and its offerings to a wide variety of markets.

Department

FSLA Status

Supervisory Responsibilities

Duties/Responsibilities

• Contributes to the departmental and property monthly goals for guest satisfaction scores by doing the job right the first time and giving exemplary service that goes above and beyond guest expectations. This is Job One for all team members. 
• Creates, follows, and updates Annual Hotel Marketing Plan. Creates new one for the following year by September for approval by Hotel Leadership. 
• Maintains brand required training and sales system access.
• Meets sales goals in actualized group room revenues each month.
• Meets or exceeds budgeted RevPAR goal and STR report RevPAR penetration goals.
• Meets or exceeds budgeted Room Rental and Food and Beverage Sales for banquets.
• Creates and promotes periodic sales programs and promotions.
• Collects and curates stories and images that are newsworthy to help further the brand of the hotel to the Social Media Champion and the Marketing Company. 
• Compiles materials and coordinates activities related to special events such as holidays, local activities, and festivals.
• Coordinates activities in various departments to ensure advertising and sales programs reach targeted customers in a timely and effective manner.
• Ensures that Delphi is being used properly by all appropriate staff.
• Schedules and conducts a monthly training meeting with the maximal number of staff available in-person and virtually, to certify as many Team Members as possible in a Everyone Sells Certification.  Use the Connect with Hilton Library materials.
• Agrees with Hotel Leadership on a goal for the number of outside sales calls, prospecting calls, maintenance calls, and site tours to be made on a weekly basis and exceeds these number. 
• Maintains a top 20 Prospect Accounts along the Top 20 Accounts and review Top 100 Guests lists. 
• Turns in weekly sales activity report to the assigned distribution every week.
• Sets time aside for prospecting each week using the Hilton Prospect with Purpose program. Utilize Majestic tool to assist with prospecting.
• Maintains list of venues that host events and trace regular sales activities with each. 
• Executes a bi-annual Sales Blitz.
• Leverages Hilton Worldwide Sales Team by reaching out when appropriate and other Hilton Sales online resources. 
• Maintains strategic plans in GEN on Hilton Lobby. 
• Leverages Hilton Honors Event Planner points during negotiations and uses the Hilton Honors Exclusive Upgrade Program to target 3-6 Influencers who could bring large amounts of business to the hotel. 
• Builds relationships with clients, consistently books repeat business, and aggressively pursues new accounts on a weekly basis.
• Responds to and follows up on RFPs, third-party, and in-house leads within 24 hours and distributes LNR contract letters to any potential accounts.
• Continually optimize hotel’s presence for GDS, Consortia, Government, AAA, and C-VENT. 
• Uses LinkedIn to uncover business leads.
• Participates in weekly Revenue Management calls. 
• Maintains at least monthly contact with the local CVB and Chamber of Commerce. 
• Reviews local media weekly for new businesses and events that can be used to increase awareness of the property. Maintain active Google Alert for the destination and any potential other key words.
• Networks with in-house guests each week by helping out at the Front Desk during peak check in or greeting guests and distributing business cards in the Café and Red House Tavern. 
• Tracks all lost business monthly and prepares a report for the designated distribution. 
• Sets all alerts on the hotel, demand generators, competitors and other businesses.
• Performs parking lot shops for lead generation and attends manager’s reception on a regular basis if applicable.
• Oversees the arrival of groups for the day and holds a meet and greet.
• Coordinates the proper completion of BEOs and receipt of resumes.
• Develops and maintains files related to sales programs, weekly ads, and marketing.
• Distributes special evening communications and ensures they are available for future reference.
• Confers with vendors and brokers regarding the customer response to promotional programs and general market conditions.
• Oversees printing and production of advertising and sales materials. 
• Able to check guests out at the Reception Desk in a friendly, professional, and efficient manner, processing payments and printing receipts as necessary. Make sure to inquire about the guest’s stay and move to rectify any issues. Make sure checkouts are recorded in Quore immediately. Also can checks guests into the hotel using hotel protocols including guests with reservations, guests who claim to have a reservation, and guests without reservations (walk-in customers).
• Takes personal responsibility to rectify guest complaints to their satisfaction. Listen actively to the guest’s complaint or concern, tell them what you are going to do, and then follow through, entering the issue in Quore and taking personal responsibility to ensure the guest is satisfied with the outcome. Never let a guest leave unhappy. 
• Handles special requests and accommodations.
• Maintains regular attendance in compliance with the hotel’s standards, as required by scheduling which will vary according to the needs of the hotel.
• Always dresses professionally when appearing at the hotel or on online video calls. Wears nametag when at hotel.
• Maintains high levels of guest satisfaction through guest interaction.
• Performs other related duties as assigned.

Required Skills/Abilities

• Superior verbal and written communication skills
• Proficient with Microsoft Office Suite or related software
• Extremely creative and inventive
• Ability to compile, analyze, and communicate data
• Organized and detail-oriented
• Excellent interpersonal skills
• Ability to make sales calls

Education and Experience

• High school degree or equivalent
• Hotel sales or other industry sales experience. 

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer
• Ability to attend appointments outside of the hotel
• Must be able to lift and carry up to 15 pounds at a time

Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.