Dual Director Of Sales

Dual Director Of Sales

The Dual Director of Sales functions as business leader of the two properties' Sales departments and develops strong relationships to proactively position and market the properties. Provides day-to-day leadership to on-property Sales team members (e.g., Sales Managers and Sales Coordinators), if applicable. The Director implements the brand's strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of each hotel's sales objectives.

Essential Job Functions

• Executes sales strategy and verifies that individual booking goals are met for on-property teams.
• Serves as the sales contact for the General Manager, Revenue Management, Sales Support team, and Catering Sales leaders.
• Serves as the Sales contact for customers; serves as the customer advocate.
• Serves as the sales liaison with Lodging Dynamics National Sales and Marriott National Group Sales.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Reviews the Smith Travel Research STAR report, competitive shopping reports, and uses other resources to maintain an awareness of each hotel's market position.
• Researches competitors' Sales team strategies to identify ways to grow RevPAR and increase market share.
• Attends sales strategy meetings to provide input on weekly and overall sales strategy.
• Participates in business planning with the Revenue Management and Sales Support teams.
• Suggests innovative Sales and Marketing ideas and proactively develops deployment strategies to continue to grow market share.
• Proactively participates in hotel direct sales effort by conducting sales calls for assigned accounts and with members of the on-property Sales teams.
• Evaluates each property's participation in the various sales channels (e.g., OTA, Group, brand.com, RFP, etc.).
• Executes and supports brand standards.
• Executes and supports the operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence).
• Participates in and practices daily service basics of the brand.
• Verifies that the property implements a seamless turnover from Sales to Operations.
• Maintains successful performance by increasing revenues and controlling expenses.
• Interfaces with Revenue Management and Sales Support teams to execute the Marketing quarterly action plans.
• Develops strong partnerships with local organizations to further increase brand and product awareness.
• Develops and manages internal key stakeholder relationships.
• Develops strong community and public relations by obtaining property participation in local, regional, and national tradeshows and client events.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program or event.
• Serves the customer by understanding their needs and recommending the appropriate features and services to best meet their needs and exceed their expectations, while building a relationship and brand loyalty.
• Gains understanding of each hotel's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program or event.
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Develops strategic working relationships with leaders of these sales channels in order to proactively position and drive sales to the property.
• Functions as the business leader of the property's Sales department with overall responsibility for achieving booking goals and property revenue.
• Coaches leaders of the Revenue Management team in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance.
• Develops quarterly bonus Key Sales Objectives (KSO) and sales action plans for Sales Manager(s).
• Verifies the Sales teams are leveraging brand demand engines to full potential.
• Verifies that effective structures, processes, jobs, and performance management systems are in place and in practice.
• Sets career development goals and reviews performance for direct reports using Perfode.com.
• Addresses performance issues and holds teams accountable for successful results.
• Forecasts talent needs and manages talent acquisition strategy to minimize lost time due to turnover.
• Keeps an active list of the competition's best salespeople and executes a recruitment and acquisition plan.
• Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent.
• Attendance is a key component of this position.
• Maintains a professional appearance in accordance with Company standards; wears the appropriate uniform or attire.
• Maintains open and effective communication with team members and management.
• Attends and participates in team meetings.
• Adheres to established safety and emergency procedures and protocols, this includes Company, federal, and state specific regulations and guidelines.
• Completes all required Company training/compliance courses as assigned.
• Adheres to Company standards and maintains compliance with all policies and procedures.
• Performs other related duties and responsibilities as assigned.

Education

• Associate's degree in business administration, marketing, hotel and restaurant management, or equivalent in related field.

Experience

• A minimum five (5) years of experience in the hotel sales and marketing field required.
• A minimum five (5) years of supervisory experience in the hotel sales and marketing field required.

Supervisory Responsibilities

Oversees and coordinates the department's activities, with a focus on supervisory and organizational goals. While a portion of the time may involve performing tasks similar to those of direct reports, the primary responsibilities are related to management and coordination. Analyzes and resolves issues, establishes work methods, ensures regulatory compliance, and maintains productivity. Uses judgment within established procedures and policies to make appropriate decisions and take necessary actions.

Specific supervisory duties include, but are not limited to the following:

• Determines and creates policies, procedures, and manuals for direct reports.
• Establishes objectives and goals for the team.
• Assigns, monitors, and reviews work; evaluates direct report's performance.
• Recruits and interviews.
• Orientates and trains.
• Issues corrective action and makes recommendations for termination.
• Investigate and resolves concerns and complaints.
• Creates department work schedules.
• Approves time records and time off requests.
• Proactively assesses risk to establish systems and procedures to protect organizational assets.
• Ensures compliance with safety regulations.
• Develops and oversees the department's budget.

Skills & Abilities

This position requires the capability to understand and follow both oral and written directions, as well as the ability to communicate effectively with others in English and interact successfully with internal and external customers.

• Customer service skills.
• Able to maintain a positive and professional working environment.
• Fosters a culture of excellence.
• Attention to detail.
• Analytical and problem-solving skills.
• Able to maintain composure and objectivity under pressure.
• Proficient in time management; the ability to effectively organize and manage multiple priorities.
• Recognizes an emergency situation and takes appropriate action.
• Able to lead in a culturally diverse work environment and is a champion for diversity in the organization.
• Emotional intelligence and interpersonal skills, with the ability to build strong working relationships with team members at all levels.
• Ability to motivate and inspire a team to provide extraordinary customer service.
• Excels at team building, leadership, and development.
• Ability to take initiative and effectively adapt to shifting internal and external conditions.
• Proficient in Google Docs/Microsoft Word.
• Proficient in Google Sheets/Microsoft Excel.