Highgate Hotels, LP
Overview
The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace. Company
– Highgate Hotels is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence internationally. The company provides expert guidance through all stages of the hospitality property cycle. Highgate maintains corporate offices in London, New York, Dallas, and Seattle. Compensation
Compensation Type: Yearly Compensation Minimum: USD $150,000.00/Yr. Compensation Maximum: USD $150,000.00/Yr. Overview (cont.)
Overview information reflects responsibilities, qualifications and expectations for the Director of Sales role at Highgate Hotels, including supervision of Sales and Catering teams and interaction with hotel operations to maximize revenue. Responsibilities
At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience. Supervisory experience Must have a driver's license in the applicable jurisdiction Proficiency in Windows, company-approved spreadsheets and word processing Long hours sometimes Physical ability to lift up to 20 pounds occasionally and up to 10 pounds frequently or constantly Effective verbal and written communication with all levels of employees and guests in an attentive, friendly, courteous and service-oriented manner Ability to listen, understand, and clarify concerns raised by employees Ability to multitask and prioritize departmental functions to meet goals Maintain a professional, attentive and service-oriented approach with guests and employees Attend all hotel required meetings and maintain regular attendance Maintain high standards of personal appearance and grooming, including uniform standards Comply with hotel standards and regulations to ensure safe and efficient operations Maximize productivity, identify problem areas and assist in implementing solutions Handle problems effectively by anticipating, preventing, identifying and solving them Understand and evaluate complex information from various sources to meet objectives Maintain confidentiality of information Perform other duties as requested by management Qualifications
Supervise, administer and ensure timely completion of all Sales activities Ability to travel for sales calls/missions and trade shows - domestic and possibly international Develop a working knowledge of hotel operations, including Food and Beverage, Guest Services and related areas Develop knowledge of company sales policies and SOPs, and ensure adherence by the sales team Develop and maintain market awareness to predict revenue opportunities and set proactive strategies Meet or exceed set goals and budgets for group/transient, banquet and catering revenues Operate the Sales Department within established sales expenses Develop a Manager in Development (MID or DOSID) as assigned by Corporate Coordinate group, transient and catering bookings to maximize revenue Initiate and follow up on opportunities Maintain active sales solicitation Monitor top accounts and evaluate market trends; hold the sales team accountable Coordinate all non-group transient sales and catering solicitations to maximize profits Administer training in Sales and Catering departments per Highgate standards Assist in preparation of required reports in a timely manner Conduct weekly sales meetings according to standards Develop quarterly KRAs and review with the Sales and Catering team Conduct daily Highgate Hotel Business Review (HHBR) meetings with relevant teams Be familiar with all Highgate sales policies and selling techniques focused on maximizing occupancy, ADR and catering revenues Conduct performance appraisals for Sales and Catering staff Motivate, coach, counsel and discipline department personnel per SOPs Review meeting planner evaluations and ensure high-quality site inspections Develop strategies to increase share when penetration goals are not met Use the property’s sales management system to manage business and build accounts Monitor sales incentive plans and ensure accurate processing and pay of incentives Ensure planning and execution of sales trips as outlined in KRAs and budgets Coordinate preparation of end-of-month reports and annual revenue and marketing planning Coordinate and direct monthly Rooms revenue reforecast with accuracy within 5% margin Meet and greet onsite with clients Abide by Prime Selling Time (PST) and ensure the team adheres Knowledge and experience with Opera GDS and Delphi FDC Develop networking opportunities through community and professional associations Entertain clients as appropriate Respond to negative market trends with blitzes or promotions Perform other duties as requested or assigned by management
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The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace. Company
– Highgate Hotels is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence internationally. The company provides expert guidance through all stages of the hospitality property cycle. Highgate maintains corporate offices in London, New York, Dallas, and Seattle. Compensation
Compensation Type: Yearly Compensation Minimum: USD $150,000.00/Yr. Compensation Maximum: USD $150,000.00/Yr. Overview (cont.)
Overview information reflects responsibilities, qualifications and expectations for the Director of Sales role at Highgate Hotels, including supervision of Sales and Catering teams and interaction with hotel operations to maximize revenue. Responsibilities
At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience. Supervisory experience Must have a driver's license in the applicable jurisdiction Proficiency in Windows, company-approved spreadsheets and word processing Long hours sometimes Physical ability to lift up to 20 pounds occasionally and up to 10 pounds frequently or constantly Effective verbal and written communication with all levels of employees and guests in an attentive, friendly, courteous and service-oriented manner Ability to listen, understand, and clarify concerns raised by employees Ability to multitask and prioritize departmental functions to meet goals Maintain a professional, attentive and service-oriented approach with guests and employees Attend all hotel required meetings and maintain regular attendance Maintain high standards of personal appearance and grooming, including uniform standards Comply with hotel standards and regulations to ensure safe and efficient operations Maximize productivity, identify problem areas and assist in implementing solutions Handle problems effectively by anticipating, preventing, identifying and solving them Understand and evaluate complex information from various sources to meet objectives Maintain confidentiality of information Perform other duties as requested by management Qualifications
Supervise, administer and ensure timely completion of all Sales activities Ability to travel for sales calls/missions and trade shows - domestic and possibly international Develop a working knowledge of hotel operations, including Food and Beverage, Guest Services and related areas Develop knowledge of company sales policies and SOPs, and ensure adherence by the sales team Develop and maintain market awareness to predict revenue opportunities and set proactive strategies Meet or exceed set goals and budgets for group/transient, banquet and catering revenues Operate the Sales Department within established sales expenses Develop a Manager in Development (MID or DOSID) as assigned by Corporate Coordinate group, transient and catering bookings to maximize revenue Initiate and follow up on opportunities Maintain active sales solicitation Monitor top accounts and evaluate market trends; hold the sales team accountable Coordinate all non-group transient sales and catering solicitations to maximize profits Administer training in Sales and Catering departments per Highgate standards Assist in preparation of required reports in a timely manner Conduct weekly sales meetings according to standards Develop quarterly KRAs and review with the Sales and Catering team Conduct daily Highgate Hotel Business Review (HHBR) meetings with relevant teams Be familiar with all Highgate sales policies and selling techniques focused on maximizing occupancy, ADR and catering revenues Conduct performance appraisals for Sales and Catering staff Motivate, coach, counsel and discipline department personnel per SOPs Review meeting planner evaluations and ensure high-quality site inspections Develop strategies to increase share when penetration goals are not met Use the property’s sales management system to manage business and build accounts Monitor sales incentive plans and ensure accurate processing and pay of incentives Ensure planning and execution of sales trips as outlined in KRAs and budgets Coordinate preparation of end-of-month reports and annual revenue and marketing planning Coordinate and direct monthly Rooms revenue reforecast with accuracy within 5% margin Meet and greet onsite with clients Abide by Prime Selling Time (PST) and ensure the team adheres Knowledge and experience with Opera GDS and Delphi FDC Develop networking opportunities through community and professional associations Entertain clients as appropriate Respond to negative market trends with blitzes or promotions Perform other duties as requested or assigned by management
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