Summary: The primary responsibility of the Director of Sales is to direct and manage the group sales and Catering Teams in securing quality group business through a professional sales process for the resort. The process includes but is not limited to prospecting, qualifying, soliciting, and closing group room sales. A group booking is defined as organizations who will block ten (10) or more guest rooms per night for a series of nights with accompanying meeting and food & beverage functions. Organizations are segmented and divided by the DOSM into the following markets: Associations (State, Regional, National and International), Corporations, SMERF, Tour and Travel.
Essential Duties and Responsibilities:
Include the following, other duties may be assigned.
- Primary responsibility is to meet monthly revenue goal as defined for the Association Market. This is the largest market for the resort in terms of group business. Individual must solicit group business and have the ability to maintain strong interpersonal relationships with clients.
- Increase overall revenues for the resort by assisting in directing and leading the sales team to sell room nights, food and beverage, etc. to individuals who plan conventions and group meetings.
- Training staff on sales skills to include: prospecting, presenting, proposals, overcoming objections, closing and servicing.
- Maintain strong interpersonal relationships both inside and outside of the hotel.
- Establish an annual schedule and budget for the DOS’ market segment for specific trade shows, sales trips, familiarization tours, etc. which will help in generating business.
- Monitor and maintain the data necessary to properly operate the Sales and Convention Services computer system (sales pro). Monitor standard use of data input.
- Maintain a current group sales area Standard Operating Procedure (SOP) manual.
- Maintain a uniform filing system within the group sales department and assure that all accounts in Sales Pro are traced and being worked for future business.
- Actively participate in establishing the resort’s annual marketing plan.
- Monitor the adherence and use of all sales contracts. Work with the sales managers for negotiation of special contract language when needed.
- Remain current with industry trends and promote the use of the resort through participation in industry related organizations such as AENC, SCSAE and GSAE. Travel to markets such as Charlotte and Raleigh/Durham areas.
- Attend and participate in meetings and training as requested.
Directly manage 8-12 employees of the Sales and CateringDepartment. Carry out all responsibilities in accordance with the company’s policies and applicable Federal and State laws. Responsibilities include reviewing daily check lists and work; training employees; plan, assign and direct work; address guest complaints and resolve problems.Keep aware of daily activities and meetings taking place in the hotel and report unusual occurrences to the General Manager.
To perform the job successfully, an individual should demonstrate the following competencies:
- Customer Service – Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistancewith tact and enthusiasm; meets commitments.
- Interpersonal Skills – Focuses on conflict resolution and seeks the highest degree of accountability.Team-oriented, listens to others with empathy and without interrupting.
- Communication –Speaks clearly and professionally in positive or negative situations; writes clearly and informatively; listens and gets clarification; able to read and interpret written information.
- Leadership – Ability to successfully motivate, teach and develop other employees to accomplish specific objectives. Have the capacity to issue directives and delegate responsibility to others. Acts as MOD representing the company in responding to emergencies and employee or customer incidents.
- Professional appearance – must be well groomed
- Strong PC skills including proficiency in MS Office products (Excel, Word, Outlook, etc.).
- Ability to organize multiple projects; manage and prioritize multiple tasks and meet deadlines.
- Ability to effectively communicate professionally with the public including guest, associates, and others as required for optimum operation of the property.
- Ability to handle diversity and individual differences; motivated to improve both their individual and team contributions to achieve desired business results.
- Ability to supervise and train staff, including organizing, prioritizing, and scheduling work assignments
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, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education, Credentialsand/or Experience:
- Degree in Hospitality Management or Business preferred (equivalent experience is acceptable).
- Three years of experience in group room/catering sales in convention hotels larger than 250 rooms.
Must be able to read, analyze, and interpret common business manuals, memos and documents. Show ability to write basic business letters in relations to sales contracts, local information, payments/reimbursements, and customer service items. Applicant should also be able to communication effectively through typed/written memos, notes, and e-mails.
Demonstrate skill to calculate figures and amounts such as discounts, tax, commissions, and percentages. Basic addition, subtraction, division and multiplication are a necessity.
Exhibit the ability to solve practical problems and deal with a variety of concrete variables where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Majority of time is spent normally in a typical officework environment. Some out of town travel maybe required. Depending on business demands this individual maybe required to work a flex scheduleof 45 to 50 hours per week and/ or some weekend/ evening hours.
The physical demands described here are representative of those that must be met by an individual to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Regularly required to focus, see, talk and hear.
- Frequently required to sit, stand, and walkfor long periods of time.
- Occasionally required to bend, stoop, and lift up to 25 lbs.
Job Type: Full-time
- Relevant: 7 years (Preferred)
- Sales: 10 years (Preferred)
- Health insurance
- Dental insurance
- Vision insurance
- Retirement plan
- Paid time off