Scope and Responsibilities
Specific Responsibilities
- Develop and execute comprehensive sales strategies to meet and exceed revenue goals for focused service and full-service hotels.
- Provide leadership, guidance, and support to hotel sales teams, fostering a culture of high performance and accountability.
- Collaborate closely with the Director of Hotel Operations, Revenue Analyst, General Manager, and Hotel Sales team to align sales efforts with overall business objectives.
- Conduct regular performance evaluations, set clear objectives, and provide ongoing coaching and training to enhance the capabilities of sales personnel.
- Monitor market trends, competitor activities, and customer preferences to identify new opportunities and adapt sales strategies accordingly.
- Drive the implementation of sales initiatives, promotions, and pricing strategies to optimize revenue generation and market share.
- Utilize industry leading sales and marketing tools, including Delphi, GRO, Agency 360, Demand 360 OnQ, and PEP, to streamline processes and enhance efficiency.
- Analyze sales data and financial reports to assess performance, identify areas for improvement, and make data driven decisions.
- Establish strong relationships with corporate clients, travel agencies and other key partners to expand the customer base and drive repeat business.
- Ensure compliance with company policies, procedures, and brand standards related to sales operations and guest service.
- Represent the organization at industry events, trade shows and networking opportunities to promote brand awareness and enhance market presence.
Marketing/Business Planning
- Establish sales department objectives with Director of Operations and hotel leadership team.
- Monitor progress against hotel and department objectives throughout the year by reviewing all relevant reports.
- Monitor travel agent commission reports, feeder market analysis, and all other relevant sources of business reports.
- Complete all monthly reports accurately and timely.
- Effectively conduct market research, market segment tracking, and competition analysis.
- Monitor market penetration and assess hotel position in marketplace.
- Understand and draw accurate conclusions from Smith Travel Research reports.
- Develop and implement effective advertising and promotional programs utilizing effective monthly action plans.
- Establish 30-60-90 day action plans with GM and sales staff accurately and in a timely manner.
Key Selection Criteria
- Bachelor's degree in Business Administration, Marketing, Hospitality Management, or a related field. Minimum of 5 years of experience in sales leadership, including multi-site responsibility, within the hospitality industry, with a proven track record of success.
- Extensive knowledge of sales and marketing principles, techniques, and best practices.
- Experience working with sales management software, including Delphi, Agency 360, Demand 360, OnQ, and PEP. Proficiency with Profit Sword is highly desirable.
- Strong analytical skills, with the ability to interpret sales data and financial reports to inform decision-making.
- Excellent communication, negotiation, and presentation skills.
- Demonstrated leadership abilities, with the capacity to inspire and motivate other salespeople to achieve objectives.
- Strategic mindset, with the ability to develop and execute effective sales strategies in a competitive market environment.
- Flexibility to travel at least 50%
Personal / Professional Attributes
- Excellent verbal/written communication skills.
- Ability to handle multiple tasks simultaneously.
- Skill in organization and prioritization, and attention to detail.
- Ability to anticipate and adapt to changing industry and operational needs; ability to lead others through change.
- Strong team player and leader with the ability to work across multiple functions, levels and disciplines.
- Ability to select, coach, develop, and engage all levels of the operation.
Job Type: Full-time
Pay: $60,669.40 - $73,064.23 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Schedule:
- Monday to Friday
- Weekends as needed
Willingness to travel:
Work Location: On the road
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