Director of Sales

Schulte Companies - Burr Ridge, IL (30+ days ago)3.3

Maintain and promote a team work environment with effective and clear communication amongst co-workers through positive leadership
Sets example through professional, friendly attitude towards clients and co-workers, timely response to clients and co-workers and observance of sales office standards
Provide pricing and guidance recommendations to sales staff, review and approve any special corporate negotiated rates
Responsible for learning the hotel brand and strategy
Develop a working knowledge of the operations of the hotel, including food and beverage, guest services, reservations
Develop a complete knowledge and ensure adherence to company sales policies and SOPs
Drive customer loyalty in order to grow share of the account by delivering service excellence throughout each customer experience
Manage group or business travel accounts in assigned market segments to maximize business potential
Negotiate group business, guest room rates, meeting room rental, and hotel services within assigned markets that meets or exceeds hotel revenue goals
Negotiate contracts according to company standards
Manage and execute RFP Season Annually by facilitating the process in conjunction with the GM and/or Sales Manager
Ensure all pertinent aspects of solicitation, closing, and customer communications are complete and documented
Identify and pursue new and repeat business through prospecting calls, visits, site tours, lunches, and networking events
Conducts tours of the hotel and banquet facilities; entertains qualified potential clients in accordance with company and property policies and procedures
Executes and supports the operational aspects of business booked (generating proposals, contracts, and customer correspondence)
Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies
Analyze sales and revenue management reports to identify trends and future demand opportunities Monitor pricing, MAR and other minimums to ensure pricing is within an acceptable range based on available inventory, current sales/revenue strategies and market demand
Work with sales managers to ensure understanding of sales strategy and effective implementation of the strategies for each segment
Facilitate frequent Sales and Revenue communication that provides recommendation and guidance to the hotel on a regular basis
Facilitates training with Front Desk Agents and/or FOM on sales initiatives and best practices and encourages an "everyone sales" mentality
Conducts daily/weekly sales meetings
Attend and contribute to all revenue and sales strategy meetings and calls
Participates in forecasting for revenue and expenses
Understand, leverage, and implement corporate and brand tools to exceed budgets
Conduct ongoing competitor price and product analysis to ensure proper rate positioning and product offering relative to competition
Conducts weekly and monthly share analysis for measurement of hotels market performance versus competition and implements strategies accordingly in conjunction with the Regional Director of Sales, Regional Director of Revenue Management, GM
Recommend and implement new sales programs at the hotel and accurately track ROI
Initiates collateral and online marketing efforts to include all printed sales collateral, direct mail, discount promotions, e-mail marketing, website presence and tracks ROI on all advertising and marketing spend
Prepares annual marketing/business and budget plans
Set and monitor team member goals including weekly sales activities, room night and revenue goals monthly, quarterly, yearly
Provides ongoing feedback, training and development of team members and addresses areas of opportunity
Monitors all day to day activities of direct reports
Provide continual analysis of lost business reasons and notify property and corporate of on-going trends
Operate the sales department within established sales expense budget
Coordinate, prepare, and submit any required reports as requested by the Regional team or GM
Work with the Regional Vice President of Operations, Regional Director of Sales, and Director of Revenue Management
Perform in the capacity of any position supervised
Abides by Prime Time Selling hours
Participates in MOD program as required
Perform any other job related duties as assigned

Minimum of Bachelor's Degree in Hotel Administration, Business, or Marketing
Minimum of 5 years in progressive hotel sales with leadership responsibilities

Strong analytical skills relative to impact on hotel revenues
Ability to communicate effectively verbally and in writing
Strong interpersonal skills
Strong understanding of revenue management principles
Ability to use reservation and revenue management systems to develop pricing and sales recommendations
Proficient in Microsoft Office Products, focus on Excel, Word and Outlook Ability to travel as needed
Must have flexible work hours that may include evenings, weekends, and holidays

Commitment to Task: Demonstrates dependability and shows a sense of urgency about getting results; willing to commit the hours it takes to get the job completed; takes responsibility for actions and achieves results; overcomes obstacles.
Communication Skills: Presents ideas, concepts, and information effectively and clearly through the spoken word; actively listens; communicates comfortably with various audiences; responds effectively to questions.
Flexibility: Adapts and changes course of action when appropriate; effectively transitions from task to task; deals well with unresolved situations, frequent change, delays, or unexpected events; maintains objectives amidst shifting priorities.
Initiative: Takes action proactively; addresses issues or opportunities without supervision; focuses on desired results and accomplishments; demonstrates clear purpose, enthusiasm, and a "can-do" attitude.
Managing Execution: Manages multiple projects and effectively prioritizes tasks, responsibilities, and goals; uses goals to guide actions and creates detailed action plans; organizes and schedules people and tasks; utilizes resources effectively to meet goals.
Teamwork: Works cooperatively with others to accomplish business goals and objectives; asks others for their ideas and opinions; supports team's decisions; contributes to the team's efforts.

15W90 North Frontage Road, Burr Ridge, Illinois 60527