Job Description

JOB TITLE: Corporate Director of Sales

REVISED: 09.03.2024

SUPERVISES: Property Sales, Area & Regional Directors of Sales

DEPT: Corporate Sales

REPORTS TO: Chief Revenue Officer

FLSA STATUS: Exempt

Summary: The Corporate Director of Sales is a key member of the senior leadership team and functions as the direct sales business leader for the company. The Corporate Director of Sales provides guidance, support, leadership, and training to property level sales professionals. Supporting the CRO, the Corporate Director of Sales will achieve the company’s goals and demonstrate a commitment to these goals through work ethic, integrity, passion, and respect for the Company and its associates. This person uses direct sales expertise and industry knowledge to create a competitive, enjoyable, and successful sales culture.

The Corporate Director of Sales is responsible for assisting the Directors of Sales & Marketing, Area & Regional DOS, property Sales Teams, and the General Managers with short and long-term planning and day-to-day operations of the hotel’s sales & marketing department, including talent acquisition and management, strategic planning, development and execution of focused action plans, and evaluation of productivity and performance.

Essential Duties and Responsibilities:

Primary objective is to shift share to hotels by measure of the STR Report and Hotelligence (if provided).
Develop a high performing, competitive sales organization to meet the demands of the business, with creativity and a competitive spirit to produce best in class results.
Support the short and long-term direct sales effort by providing guidance to the Sales Teams on the overall solicitation efforts for the Group, Negotiated Transient, and Catering segments including goal setting, identifying targeted accounts, developing focused strategies, executing a SMART plan, and measuring results.
Play a key role in recruiting, hiring, training, coaching, and retention of the Regional Directors of Sales, property Directors of Sales and assist the DOSs in these HR functions for the entire sales team. Coach and develop individuals to enhance productivity and growth.
Actively participate in the solicitation and direct customer interaction of top accounts at the property, brand, and enterprise levels.
Assist the hotel teams in effective distribution through brand programs, e-commerce initiatives, and hotel marketing efforts.
Consult with the brands and identify appropriate third-party vendors to ensure the sales associates have the tools and training they need to be most effective in their roles. Work with vendors to ensure a positive ROI from products and services purchased.
Assist the hotels with effective and prudent sales & marketing expense management, including staffing levels and sales & marketing expenses.
Understand the revenue management strategies to encourage and support the right mix of business based on seasons and market conditions. Work in tandem with the Corporate Directors of Revenue Management to ensure the portfolio is receiving the necessary attention to support defined strategies and action plans.
As needed, complete the orientation and onboarding of new Directors of Sales & Marketing joining the company.
Review the Sales Productivity for each hotel, identifying deficiencies, and work with the ROLs, GM, and DOS to develop plans to improve performance and productivity.
Demonstrate an expertise in the Sales Systems.
Keep current with all brand sales and marketing systems, tools, standards, and programs and ensure the sales team takes advantage of the brand resources.
Active involvement in underperforming assets, transitions, and rebranding.
Communicate key market information and sales and marketing trends to Senior Leadership.
Participate in the development of the annual business plan, providing guidance on the mix of sales, F&B contribution, competitive positioning, and overall strategic vision to achieve the desired performance.
Complete the annual RFP process in conjunction with hotel and DORM.
Complete all brand required training and initiatives.

Education: Bachelor’s degree preferred.

Experience: 10+ years of experience in a leadership position in the hotel Sales & Marketing discipline. 5+ years of multi-unit sales leadership. Experience in the South Florida airport / Cruise markets. New York City experience a plus.

Skills Required:

Ability to attract, recruit, and retain the best talent in the industry. Ability to train, motivate, and inspire the DOSs and their sales teams to maximize productivity and performance. Ability to coach, counsel, and provide direction, including corrective action when performance is below expectations.
High degree of creativity and competitive spirit to achieve the performance goals of each property.
Ability to perform strategic analysis and recommend targeted actions based on the assessment.
Ability to manage extensive amounts of information and provide analysis and direction.
Extensive knowledge of the sales process including prospecting, soliciting, qualifying, negotiating, and closing.
Excellent persuasive skills to negotiate, convince, and influence others.
Strong communication and presentation skills.
Excellent problem-solving skills, demonstrating creative thinking, collaboration, and resourcefulness.
Ability to listen effectively.
Ability to work individually and as a team.
Ability to delegate, manage, and organize complex projects, establish priorities consistent with company objectives, and, at times, do so under time and resource constraints.

Travel Required: Frequent Travel Required, approximately 75% of the time.

Desired Competencies:

Building, Developing, and Inspiring Effective Teams
Managing Change
Strategic Thinking and Targeted Action Planning
Business Acumen
Effective Leadership
Effective Communication Skills

Job Type: Full-time

Pay: From $130,000.00 per year

Ability to Relocate:

Fort Lauderdale, FL 33312: Relocate before starting work (Required)

Work Location: Hybrid remote in Fort Lauderdale, FL 33312

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Corporate Director of Sales