Royal Lahaina Resort
Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.
With a 30‑year track record as an innovator in the hospitality industry, this forward‑thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry‑leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.
With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com
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.
Responsibilities
Supervise, administer and ensure timely completion of all activities of the Sales Department.
Travel for sales calls/missions and trade shows – domestic and possibly international.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, and related departments.
Develop a complete knowledge of company sales policies and SOPs, and ensure knowledge and adherence to those policies by the sales team.
Develop and maintain market awareness to predict revenue opportunities and set proactive strategies.
Meet or exceed group/transient, banquet & catering revenue goals and budget.
Operate the Sales Department within established sales expense limits.
Develop and sign off on Manager in Development (MID or DOSID) competencies, and assist in his/her growth.
Coordinate group, transient and catering bookings to maximize revenue.
Initiate and follow up on sales solicitations.
Maintain an active sales solicitation pipeline.
Monitor production of top accounts, evaluate market trends, and hold the Sales Team accountable.
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 Key Result Areas (KRAs), reviewing the KRA process with the Sales and Catering Team to ensure deadlines are met.
Conduct daily Highgate Hotel Business Review (HHBR) meetings with Sales, Catering, operations staff and General Manager.
Employ Highgate Hotel sales policies and techniques with an emphasis on maximizing occupancy, ADR and banquet & 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 any issues are addressed.
Conduct professional, thorough site inspections of the hotel with clients, showcasing key features and benefits and ensuring Sales Managers do the same.
Develop strategies to increase share from competitors when revenue penetration goals are not met.
Use the property's computerized sales management system (e.g., Opera GDS, Delphi FDC) to manage business: generate reports, enter business, block space, build accounts.
Monitor sales incentive plans and ensure staff understand potential earnings, benefits, and that incentives are processed and paid on time.
Ensure Sales and Catering Managers plan and execute sales trips as outlined in quarterly KRAs and the sales budget.
Prepare accurate end‑of‑month sales reports per SOPs, explaining importance and components to the team.
Coordinate preparation of the annual revenue and marketing plans.
Coordinate monthly Rooms revenue reforecast for current and upcoming months, ensuring accuracy within a 5% margin.
Meet and greet guests onsite.
Abide by Prime Selling Time (PST) and ensure the Sales Team follows.
Leverage networking opportunities through community and professional association events.
Entertain clients and maintain professional relationships.
Respond to negative market trends by implementing blitzes or promotions.
Perform other duties as requested or assigned by management.
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.
Valid driver’s license.
Proficiency in Windows and company‑approved spreadsheets.
Ability to work flexible hours and long days when necessary.
Physical ability to lift up to 20 pounds occasionally and up to 10 pounds frequently.
Excellent verbal and written communication skills, with a friendly, courteous, service‑oriented demeanor.
Strong listening, problem‑solving, and prioritization skills.
Effective at handling guest and employee concerns.
Strong multitasking and prioritization to meet deadlines.
Strong customer service orientation toward guests and staff.
Commitment to Highgate Hotel Standards and scheduling requirements.
Professional appearance and grooming standards.
Compliance with Highgate Hotel safety and operation regulations.
Strong productivity focus, identifying problem areas and implementing solutions.
Ability to handle conflict and resolve issues proactively.
Analytical skills: evaluate complex information and data from multiple sources to meet objectives.
Maintain confidentiality of sensitive information.
Seniority level Director
Employment type Full‑time
Job function Sales and Business Development
Industries Hospitality
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With a 30‑year track record as an innovator in the hospitality industry, this forward‑thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry‑leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.
With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com
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.
Responsibilities
Supervise, administer and ensure timely completion of all activities of the Sales Department.
Travel for sales calls/missions and trade shows – domestic and possibly international.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, and related departments.
Develop a complete knowledge of company sales policies and SOPs, and ensure knowledge and adherence to those policies by the sales team.
Develop and maintain market awareness to predict revenue opportunities and set proactive strategies.
Meet or exceed group/transient, banquet & catering revenue goals and budget.
Operate the Sales Department within established sales expense limits.
Develop and sign off on Manager in Development (MID or DOSID) competencies, and assist in his/her growth.
Coordinate group, transient and catering bookings to maximize revenue.
Initiate and follow up on sales solicitations.
Maintain an active sales solicitation pipeline.
Monitor production of top accounts, evaluate market trends, and hold the Sales Team accountable.
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 Key Result Areas (KRAs), reviewing the KRA process with the Sales and Catering Team to ensure deadlines are met.
Conduct daily Highgate Hotel Business Review (HHBR) meetings with Sales, Catering, operations staff and General Manager.
Employ Highgate Hotel sales policies and techniques with an emphasis on maximizing occupancy, ADR and banquet & 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 any issues are addressed.
Conduct professional, thorough site inspections of the hotel with clients, showcasing key features and benefits and ensuring Sales Managers do the same.
Develop strategies to increase share from competitors when revenue penetration goals are not met.
Use the property's computerized sales management system (e.g., Opera GDS, Delphi FDC) to manage business: generate reports, enter business, block space, build accounts.
Monitor sales incentive plans and ensure staff understand potential earnings, benefits, and that incentives are processed and paid on time.
Ensure Sales and Catering Managers plan and execute sales trips as outlined in quarterly KRAs and the sales budget.
Prepare accurate end‑of‑month sales reports per SOPs, explaining importance and components to the team.
Coordinate preparation of the annual revenue and marketing plans.
Coordinate monthly Rooms revenue reforecast for current and upcoming months, ensuring accuracy within a 5% margin.
Meet and greet guests onsite.
Abide by Prime Selling Time (PST) and ensure the Sales Team follows.
Leverage networking opportunities through community and professional association events.
Entertain clients and maintain professional relationships.
Respond to negative market trends by implementing blitzes or promotions.
Perform other duties as requested or assigned by management.
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.
Valid driver’s license.
Proficiency in Windows and company‑approved spreadsheets.
Ability to work flexible hours and long days when necessary.
Physical ability to lift up to 20 pounds occasionally and up to 10 pounds frequently.
Excellent verbal and written communication skills, with a friendly, courteous, service‑oriented demeanor.
Strong listening, problem‑solving, and prioritization skills.
Effective at handling guest and employee concerns.
Strong multitasking and prioritization to meet deadlines.
Strong customer service orientation toward guests and staff.
Commitment to Highgate Hotel Standards and scheduling requirements.
Professional appearance and grooming standards.
Compliance with Highgate Hotel safety and operation regulations.
Strong productivity focus, identifying problem areas and implementing solutions.
Ability to handle conflict and resolve issues proactively.
Analytical skills: evaluate complex information and data from multiple sources to meet objectives.
Maintain confidentiality of sensitive information.
Seniority level Director
Employment type Full‑time
Job function Sales and Business Development
Industries Hospitality
#J-18808-Ljbffr