Director Of Sales- Springhill Suites Council Bluffs, Iowa

Job Details
Level
Management
Job Location
SpringHill Suites Council Bluffs - Council Bluffs, IA
Position Type
Full Time
Salary Range
$60,000.00 - $70,000.00
Travel Percentage
Up to 25%
Job Category
Hospitality - Hotel
Description
The Director of Sales is responsible for directing, coordinating, training, and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/Administrative Assistants (if applicable) in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing and saturating existing accounts and contacts and generating new business to ensure that room and catering revenues meet or exceed budget to maximize revenue and profits and to improve the hotel's STR performance and market share.
Qualifications Standards:
Education & Experience:

• At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.
• Marriott experience is preferred.
• Supervisory experience required.
• Must have a driver's license in the applicable state.
• Must be proficient in Windows (Outlook, Word, and Excel).
• Computer and Marriott programs within MGS such as MarRFP, MRDW, One Source, Salesforce, Agency 360+, CVENT/Lanyon, and TEAMS preferred.

Physical requirements:

• Long hours are sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

General Requirements

• Must be able to effectively communicate both verbally and written with all levels of employees and guests in an attentive, friendly, courteous, and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by clients, guests, and employees.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous, and service-oriented manner.
• Complete the weekly 60 required sales activities set forth by BC Lynd.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with BC Lynd Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel. (Paid PTO is available to be used after six months of continuous employment has been completed.) Unpaid Time off is available to use until your PTO is available for use.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.

• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.

DUTIES & FUNCTIONS

• Supervise, administer, and ensure timely completion of all activities of the Sales Department on a Daily, Weekly, Monthly, and Quarterly basis.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company sales policies and Standard Operating Procedures and ensure knowledge of and adherence to those policies by the sales team.
• Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set goals.
• Operate the Sales Department within an established sales expense budget.
• Participate in the required M.O.D. and Saturday office coverage as scheduled.
• Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate Director of Sales including sign-off on all competencies and assist in his/her placement.
• Coordinate and communicate details for all group, transient and catering bookings to maximize profits.
• Initiate and follow up on leads in the required time allotted.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market and ensure that the 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.
• Administer training in the Sales and Catering departments, according to Highgate Hotel standards.
• Assist in the preparation of required reports in a timely manner and meet specific completion deadlines.
• Conduct weekly sales meetings with the GM and Sales Team.
• Develop quarterly Key Result Area's and review the Key Result Area's process with the Sales and Catering Team to ensure that deadlines are met.
• Conduct daily with Sales and Catering, operations staff, and General Manager.
• Be familiar with all selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Motivate, coach, counsel and discipline all Sales and Catering department personnel.
• Review meeting and event planner evaluations as received to ensure that any problems are rectified.
• 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.
• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
• Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) tracking all sales activities, generating reports, entering groups and inquiries, blocking meeting space and building an account and contact database.
• 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 period for each plan.
• Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, prospecting, setting, and executing appointments outside sales calls.
• Coordinate the preparation of complete and accurate weekly and end-of-month reports required by BC Lynd and ensure that Sales Managers can explain the importance and components of the report.
• Coordinate preparation of the annual revenue budget.
• Coordinate preparation and participate in the completion of the annual Marketing Plan.
• Complete required reporting such as (but not limited to) Salesforce Activities, Weekly Sales Wins, Week in Sync, Actions Plans, STR Analysis, War and Target Account Boards.
• Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.

DUTIES & FUNCTIONS cont'd

• Meet and greet onsite contacts.
• Abide by Prime Selling Time (outlined as 10:00am-3:00pm) and ensure that the Sales Team does the same.
• Conduct pre-arranged proactive outside sales appointments.
• Understand and update all GDS systems.
• Understand FOSSE to evaluate reports, build group blocks, make and change reservations and rooming lists, etc.
• Understand and submit rate loading requests and GDS load requests to revenue management.
• Participate in weekly sales one on one calls and revenue calls.
• Develop networking opportunities through active participation in community and professional associations activities and events.
• Entertain clients.
• Plan, execute and participate in monthly client events and quarterly sales blitzes.
• React to negative trends in the marketplace by implementing blitzes or promotions.
• Respond to reactive inquiries received by phone, email, and booking agencies, within 24 hours.