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. Location
Four Points Ft. Walton Beach 1325 Miracle Strip Pkwy Hwy 98E Fort Walton Beach ,
FL
32548 Compensation
Yearly Company
Highgate Hotels Responsibilities
Supervise, administer and ensure timely completion of all activities of the Sales Department. Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations. Develop a complete knowledge of company sales policies and SOPs, and ensure knowledge of and adherence to those policies by the sales team. Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies. Meet or exceed set goals. Operate the Sales Department within established sales expense budget. Participate in required M.O.D. and Saturday office coverage as schedule. Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement. Coordinate group, transient and catering bookings to maximize profits. Initiate and follow up on leads. Maintain and participate in an active sales solicitation program. Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories. Coordinate all non-group transient sales and catering solicitations to maximize overall profits. Administer training in the Sales and Catering departments, according to Highgate Hotel standards. Assist in the preparation of required reports in a timely manner. Conduct weekly sales meetings according to Highgate Hotel standards. Develop quarterly KRAs, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met. Conduct daily Highgate Hotel Business Review (HHBR) meetings with Sales and Catering, operations staff and General Manager. Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, ADR and Banquet and Catering revenues. Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOPs. Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOPs. Review meeting planner evaluations to ensure that any problems are rectified. Conduct thorough site inspections of the hotel with clients, exhibiting key features and benefits of the property. Develop strategies to increase share from competitors when revenue penetration goals are not met. Use the property’s sales management system to manage the hotel's business (e.g., generating reports, entering business, blocking space and building accounts). Monitor the Sales incentive plans and ensure that Sales staff can explain their earnings and benefits, and ensure incentives are processed and paid on schedule. Ensure Sales and Catering Managers are planning and executing sales trips as outlined in quarterly KRAs and the Sales budget, including preplanning, appointments and sales calls. Coordinate the preparation of complete and accurate end-of-month reports and ensure understanding of their components. Coordinate preparation of the annual revenue budget and the annual Marketing Plan. Coordinate and direct preparation of the monthly Rooms revenue reforecast with a target accuracy within 5% margin of error. Meet and greet onsite contacts; understand and adhere to Prime Selling Time (PST). Understand GDS systems and ISIS; manage loading rates into ISIS/GDS. Develop networking opportunities through active participation in community and professional associations; entertain clients as appropriate. React to negative market trends by implementing blitzes or promotions; handle inquiries as part of Inquiry Day Program. Qualifications
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 required. Must have a driver’s license in the applicable state. Proficient in MS Windows (Excel, Word, PowerPoint, Outlook). Effective verbal and written communication with all levels of employees and guests in a courteous, service-oriented manner. Ability to listen, understand and clarify concerns raised by employees and guests. Ability to multitask and prioritize departmental functions to meet deadlines. Maintain regular attendance in compliance with Highgate Hotel Standards. Maintain high standards of personal appearance and grooming, including wearing nametags. Compliance with Highgate Hotel Standards and regulations to ensure safe and efficient operations. Proactive in identifying and solving problems; willing to perform other duties as requested 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. Location
Four Points Ft. Walton Beach 1325 Miracle Strip Pkwy Hwy 98E Fort Walton Beach ,
FL
32548 Compensation
Yearly Company
Highgate Hotels Responsibilities
Supervise, administer and ensure timely completion of all activities of the Sales Department. Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations. Develop a complete knowledge of company sales policies and SOPs, and ensure knowledge of and adherence to those policies by the sales team. Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies. Meet or exceed set goals. Operate the Sales Department within established sales expense budget. Participate in required M.O.D. and Saturday office coverage as schedule. Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement. Coordinate group, transient and catering bookings to maximize profits. Initiate and follow up on leads. Maintain and participate in an active sales solicitation program. Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories. Coordinate all non-group transient sales and catering solicitations to maximize overall profits. Administer training in the Sales and Catering departments, according to Highgate Hotel standards. Assist in the preparation of required reports in a timely manner. Conduct weekly sales meetings according to Highgate Hotel standards. Develop quarterly KRAs, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met. Conduct daily Highgate Hotel Business Review (HHBR) meetings with Sales and Catering, operations staff and General Manager. Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, ADR and Banquet and Catering revenues. Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOPs. Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOPs. Review meeting planner evaluations to ensure that any problems are rectified. Conduct thorough site inspections of the hotel with clients, exhibiting key features and benefits of the property. Develop strategies to increase share from competitors when revenue penetration goals are not met. Use the property’s sales management system to manage the hotel's business (e.g., generating reports, entering business, blocking space and building accounts). Monitor the Sales incentive plans and ensure that Sales staff can explain their earnings and benefits, and ensure incentives are processed and paid on schedule. Ensure Sales and Catering Managers are planning and executing sales trips as outlined in quarterly KRAs and the Sales budget, including preplanning, appointments and sales calls. Coordinate the preparation of complete and accurate end-of-month reports and ensure understanding of their components. Coordinate preparation of the annual revenue budget and the annual Marketing Plan. Coordinate and direct preparation of the monthly Rooms revenue reforecast with a target accuracy within 5% margin of error. Meet and greet onsite contacts; understand and adhere to Prime Selling Time (PST). Understand GDS systems and ISIS; manage loading rates into ISIS/GDS. Develop networking opportunities through active participation in community and professional associations; entertain clients as appropriate. React to negative market trends by implementing blitzes or promotions; handle inquiries as part of Inquiry Day Program. Qualifications
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 required. Must have a driver’s license in the applicable state. Proficient in MS Windows (Excel, Word, PowerPoint, Outlook). Effective verbal and written communication with all levels of employees and guests in a courteous, service-oriented manner. Ability to listen, understand and clarify concerns raised by employees and guests. Ability to multitask and prioritize departmental functions to meet deadlines. Maintain regular attendance in compliance with Highgate Hotel Standards. Maintain high standards of personal appearance and grooming, including wearing nametags. Compliance with Highgate Hotel Standards and regulations to ensure safe and efficient operations. Proactive in identifying and solving problems; willing to perform other duties as requested by management.
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