Director of Sales

Scope of Position

The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s), and the Sales Administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration.  Responsible for growing existing accounts and generating new business to ensure that Rooms, Banquets, and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

Job Responsibilities

• Approach all encounters with guests and team members in a friendly, service-oriented manner.  
• Regular attendance is required in compliance with Desert Hospitality Management (DHM) standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which includes appropriate dress and nametag when working.
• Comply at all times with DHM standards and regulations to encourage safe and efficient hotel operations.
• Must, at all times, be attentive, friendly, helpful, and courteous to all guests, managers, and other team members.
• Direct the activities of the hotel sales team, providing leadership and motivation necessary to implement effective sales and marketing strategies and to maximize the generation of hotel sales/revenues.
• Develop and maintain relationships with key clients in order to produce group and/or convention business, to include room sales, food & beverage sales, catering/banquet services.
• Develop and manage the departmental budget and monitor sales activities/performance to ensure actual sales meet or exceed established revenue plan and to accurately report variances/projections.
• Direct the scheduling of conventions and group activities in the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
• Develop hotel-level tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs.
• Develop and maintain good relationships with officials and representatives of local community groups and companies and attend out-of-town conventions to generate convention and group business.
• Assist General Manager in the development and update of the hotel-level business plan to include input on sales goals and plans that support the overall business and sales strategies of the company.  Maintain an effective business plan.
• Develop the revenue portion of the budget.
• Recruit, hire, train, and provide career development for all sales personnel; conduct performance evaluations and provide feedback to employees using company hiring standards and guidelines.
• Operate the Sales Department within established sales expense budget
• Coordinate group, transient and catering bookings to maximize profits.
• Monitor production of all top accounts and evaluate trends within the market.
• Ensure Sales Team is held accountable for those accounts within their respective territories.
• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
• Assist in the preparation of required reports in a timely manner.
• Conduct weekly sales meetings according to Desert Hospitality Management standards.
• Is familiar with all Desert Hospitality Management Sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
• Use property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Coordinate preparation of the annual Marketing Plan.
• Coordinate and direct preparation of the monthly rooms’ revenue forecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
• Abide by Prime Selling Time (PST) and ensures that the Sales Team does the same.
• Attend and/or conduct all training/meetings as required by management.

Education & Experience

• Minimum of 5 years of managerial experience in a hotel environment or similar industry required.
• Proven financial knowledge required.
• Proficient in Microsoft Office Suite and Sales related computer programs required.
• College Degree preferred
• Minimum of 2 years of full-service Hyatt experience.
• Minimum of 5 years in hospitality Sales and Marketing.
• Minimum of 5 hospitality related work experience preferred.
• Knowledge of F&B preparation techniques and liquor laws and regulations preferred.
• Valid Driver’s License from appropriate state and MVR in good standing.
• Previous experience in drafting and completing executive plans.
• Proven record of meeting or exceeding sales /catering goals

Required Competencies

• Must be able to convey information and ideas clearly, both oral and written.
• Must work well in stressful, high-pressure situations.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must be effective in handling problems in the workplace, including anticipating, preventing, identifying and solving problems as necessary.
• Must be effective at listening to, understanding and clarifying concerns and issues raised by team members and guests.
• Must have the ability to assimilate complex information, data, etc. from disparate sources and adjust or modify to meet the constraints of a particular need.
• Must be able to prioritize departmental functions to meet due dates and deadlines.
• Must be able to work with and understand financial information and data, and basic arithmetic functions.