Area Director Of Sales

Scope and General Purpose

The Area Director of Sales and Marketing will supervise the overall sales effort of the 3 hotels, including developing new accounts, maintaining existing accounts, rate and inventory management, TPI management, supervision of Sales related personnel, and the implementation of Sales and marketing strategies so as to maximize profits for the hotel while maintaining guest and associate satisfaction.

Main Duties

• Provides professional and courteous service at all times.
• Supervises assigned sales staff: hiring, terminations, disciplinary actions, performance evaluations, and development.
• Qualifies and follows up on all prospective leads.
• Participates in the development of the portfolio’s revenue management strategy in collaboration with the hotel management team.
• Ensures the accurate management and upkeep of the sales CRM (DELPHI).
• Conducts outside sales calls as well as new telephone solicitations to prospective clients.
• Oversees all hotel marketing initiatives.
• Meets with and maintains rapport with individuals and contacts in order to produce groups and/or convention business, including guest rooms, meeting spaces, services, and Catering/Banquet sales for both the group and transient markets.
• Buys and places all hotel advertising within the guidelines and budgetary requirements as stated in the annual marketing plan and budget.
• Attends all high-profile events hosted in the hotel or the local market.
• Attends civic meetings, ensuring a positive rapport and relationships with area decision and opinion leaders, including but not limited to the local chamber, convention and visitor’s bureau, Rotary, et al.
• Schedules group rooms, conventions, and business group activities at the hotel.
• Maintains liaison with other departments to facilitate services agreed upon by the sales office and prospective clients.
• Assists the general manager in the creation and update of the hotel's marketing plan and budget.
• Formulates and executes projects for all market areas as stated in the marketing plan.
• Develops and maintains departmental budgets.
• Maintains good rapport with area business leaders and local civic groups and companies.
• Enforces sales related policies and procedures.
• Ensures sales activities meet or surpass profit plans.
• Develops and maintains client files.
• Develops and implements sales and marketing strategies.
• Works with the Convention and Visitors Bureau to control dates, availability, and rates.
• Approves function space allocation for group catering and meeting bookings.
• Develops and maintains relationships with media contacts in order to maintain public relations efforts.
• Stays abreast of competition and industry developments.
• Increase market share based on disruptive innovation and strategizing.
• Prepares reports as outlined, including, but not limited to, the Productivity Report, Weekly Plan, Sales Call Reports, Market Share Analysis, and Forecasts.
• Work closely with Food and Beverage and Rooms Divisions to ensure above average service levels.
• Conducts weekly sales meetings.
• Attends weekly staff meetings.
• Attend and present data, as requested, at all meetings with management companies and ownership groups for the hotel.
• Interviews, hires, trains, and evaluates all sales personnel as required.
• Completes projects as determined by the General Manager.

Qualification Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made for individuals with disabilities to perform the essential functions.

• Understand sales principles relating to the product you are selling. Originate and carry out sales campaigns
• Organize your own activities to make the best use of your time and efforts.
• Express yourself well when talking to potential buyers or sellers, to discuss features of the products or services involved and convince the other person of both your knowledge and integrity.
• Use arithmetic in computing the cost of sale to customers.
• Maintain enthusiasm and interest throughout all conferences with buyers and sellers.
• Keep accurate records of contacts, sales, and purchases.
• Create new ways of presenting information that will attract people's attention.
• Frequently change from one activity to another.
• Speak and write clearly and convincingly.
• Understand how different kinds of people react to words, pictures, and color.
• Work with all kinds of people.
• Be available on nights, weekends, and holidays.
• Must possess a valid driver’s license at all times.

• Education and/or Experience: A bachelor’s degree, or a combination of advanced education and equivalent work experience. A minimum of 8 years of Sales hotel experience is required to include 5+ years as a sales manager.
• Communication Skills: Must be able to write concise reports with proper format, punctuation, spelling, and grammar; speak with poise, voice control, and confidence using correct English and a pleasant voice tone. Have excellent consultative skills and a high degree of diplomacy.
• Leadership Skills: You must be a strong motivator with proven people management skills, coupled with excellent interpersonal skills. Possess the ability to execute strategic direction for the company and influence others in support of that strategy. Have the ability to direct multiple projects simultaneously.
• Problem Solving Skills: Ability to assess any given situation, taking into account cost, time management, company resources, and company integrity, to make strong and valuable decisions. Ensure timely and efficient responses to requests.
• Creative Skills: Possess the ability to be innovative and identify opportunities for improvement and problem resolution in a diverse and complex business environment.
• Presentation Skills: Able to develop and comfortably make presentations with targeted messages in various settings, to include groups, executive management, prospective owners, etc.
• Computer Skills: The Director of Sales must have the ability to learn and be proficient in Microsoft Office programs: Word, Office, PowerPoint, and Excel.

Physical Demands: The physical requirements listed here are typical of those that an employee must meet in order to successfully carry out the crucial tasks of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. It requires bending and stooping, along with the mobility to climb stairs and frequently lift and/or move light objects weighing up to 30 lbs. Occasionally lift and/or move medium objects weighing up to 50 lbs. Occasional lifting and/or moving heavier items may be required. Requires hand-eye coordination and manual dexterity. Specific vision abilities are required by the job, including close and distance vision and the ability to adjust focus.

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Office environment
• Unaccompanied travel: fluctuating temperatures

Job Type: Full-time

Pay: $70,000.00 - $90,000.00 per year

Benefits:

• Employee discount
• Paid time off

Schedule:

• 8 hour shift
• Monday to Friday
• Weekends as needed

Supplemental pay types:

• Commission pay

Education:

• Bachelor's (Required)

Experience:

• Hotel Sales Manager: 8 years (Required)

Ability to Commute:

• Martinsburg, WV (Required)

Ability to Relocate:

• Martinsburg, WV: Relocate before starting work (Required)

Willingness to travel:

• 50% (Required)

Work Location: In person