Job Title: DIRECTOR OF SALES
SUMMARY
This position develops and solicits business from all markets to ensure the necessary advance bookings needed for a successful and profitable operation for the hotel.
ESSENTIAL JOB FUNCTIONS
The position requires the ability to perform the following essential job functions, with or without reasonable accommodation:
• Move throughout property to conduct site inspections.
• Maximize revenue by selling all facets of the Hotel, both orally and in written form to previous, current, and potential clients.
• Direct the solicitation efforts of the sales staff through effective oral and written communication while overseeing rate, date, and space commitments for group room sales within the hotel.
• Administer the staffing, training, and performance reviews for the Sales Department. Ensure training programs are conducted regularly and the hotel’s standards of performance are met.
• Handles account details so that all pertinent aspects of solicitation and closing are complete and documented.
• Prepares information, meets with, and entertains clients as deemed appropriate by potential business from that account.
• Complies and/or directs the preparation of reports pertaining to the operation of the Sales Department to include, but not limited to the annual and monthly Forecast, Marketing Budget, Lead Management System, Booking Report, Answer Net reports and Sales Meeting Minutes.
• Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies. make reasonable recommendations to improve potential from various markets.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
• Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
• Reviews and analyzes sales performances against programs, quotes, and plans to determine effectiveness.
• Directs product research and development.
• Develop and conduct persuasive verbal sale presentations to prospective clients. Internally promote the hotel’s programs. Meet with and entertain clients, some of which will require travel.
• Initiate preparation of computerized annual Market Plan and execute plans as outlines, critically examining and adjusting as deemed necessary by current market conditions.
• Organize and/or attend scheduled Sales Department and related meetings.
• Assists the supportive staff with the maintenance of sales files and ordering of amenities for meeting planners or VIP’s.
• Communicates with other departments to ensure proper handling and servicing of accounts.
• Understand the hotel's operations, including room types, meeting capacities, services, features, and benefits for assigned hotel/s in market.
• Review monthly STAR reports and create action plans as assigned.
• Communicate with Revenue Management and GM to ensure that pricing is appropriate and adjust selling strategies as needed.
• This person can exceed revenue goals by offering an exciting alternative to the current market.
• Travels to conduct outside calls, promote the Hotel and review competition reader boards to develop leads.
• Increases visibility of the Hotel by actively participating in the community.
• Improve hotel visibility by conducting outside sales calls/blitzes, attending trade shows and market segment related events.
• Design and deliver marketing promotions and campaigns involving direct mail, social media, ads, etc.
• Meet or exceed established monthly, quarterly, and annual targeted sales goals and profit margins.
• Maintain an active list of accounts to ensure continuous relationship development.
• Develop and execute monthly focused and aggressive action plans.
• Maintain and secure repeat business through client satisfaction and loyalty.
• Maintain knowledge of industry and trends in the market, particularly amongst competitor set.
• Performs all duties and responsibilities in a timely and efficient manner in accordance with established company policies and procedures to achieve the overall objectives of this position.
• At all times projects a favorable image of Northwest x Southern Hospitality to the public.
• Maintains safe working conditions within department and Hotel.
• Performs other duties as assigned by management.
HOURS AND ATTENDANCE
• Minimum of 40 hours per week with varied and flexible shifts/days, likely to include nights, weekends, holidays.
SUPERVISORY RESPONSIBILITIES:
• Directly supervises management and non-supervisory team member (s). Carries out supervisory responsibilities in accordance with the company's policies and applicable laws. Responsibilities include interviewing, hiring, and training team members; planning, assigning, and directing work; appraising performance; rewarding and disciplining team members; addressing complaints and resolving problems.
QUALIFICATIONS: The qualifications listed below are representative of those required, but reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job.
Education/Experience:
• High school diploma or GED.
• 2 or 4-year college degree a plus.
• 4 years’ sales experience and 2 years of supervisory experience and/or prior hotel or hospitality experience preferred.
Knowledge:
• Knowledge to read, write, speak, understand, and communicate in English.
• Computer proficiency and technical aptitude with the ability to utilize Microsoft Applications, Property Management Systems, and related computer systems are required.
• Knowledge of the travel industry, current market trends and economic factors.
SKILLS & ABILITIES
• Extensive skill in development and delivery of sales presentation.
• Ability to prioritize and organize work.
• Ability to use telephone/radio communications between manager/supervisor and team members.
• Ability to listen effectively and to communicate with customers and team members.
• Ability to maintain a neat, clean, and well-groomed appearance (specific standards available).
• Ability to follow work schedule.
• Ability to remain discreet and respect the privacy of guests/team members.
• Ability to perform consistent work to the highest of standards.
• Must have coordinating skills as pertains to determining time, place and sequence of operations or actions.
• Ability to listen effectively and to speak English clearly to communicate with customers and team members and prepare written complex reports.
• Excellent time management skills to handle multiple tasks throughout shift.
• Takes responsibility for own actions.
• Performs work with little or no supervision; works independently.
• Can be relied upon regarding task completion and follow up.
• Must exhibit positive interpersonal skills with focused attention to guest needs and varied business contacts.
• Must be able to meet deadlines as required, meet multiple deadlines as business demands.
• Ability to effectively deal with internal and external customers, some of whom will require high levels of patience, tact, and diplomacy to defuse anger, collect accurate information and resolve conflicts.
• This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
Language Skills: Multilingual ability is not required, but a plus.
Mathematical Skills: Basic mathematical skills and considerable skills in the use of a calculator to prepare moderately complex mathematical calculations without error.
Computers & Equipment: Computer proficiency and technical aptitude with the ability to utilize Microsoft Office Products; Must be able to operate office machines with a high degree of speed and accuracy.
PHYSICAL AND MENTAL DEMANDS OF POSITION, INCLUDING ENVIRONMENT
• Inside with protection from weather but not necessarily changes in temperature.
• Required to sit, stand, reach, lift, bend, kneel, stoop, climb, push, and pull items throughout shift.
• Requires manual dexterity, auditory and visual skills; and the ability to follow written and oral instructions and procedures.
• Prolonged periods standing and walking and frequently pulling, pushing, and bending.
• Must be able to lift 20 pounds at times.
• Willingness to work a rotation seven-day work cycle with various shifts.
• This position requires up to 50% travel. Frequently travel is outside the local area and overnight.
• Maintain physical stamina and proper mental attitude while dealing effectively with guests, management, and team members.
• Must be able to frequently move freely about the office, maintain manual dexterity to access computer via keyboard and operate office equipment, such as telephones, copiers, fax machine, computer systems etc.
• While performing the duties of this job, the team member is occasionally required to stand, walk, sit, use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; climb stairs; talk or hear. The team members must occasionally lift or move office products and supplies, up to 20 pounds.
• OSHA laws require the use of Personal Protective Equipment (PPE) when performing work duties that have the potential of risk to your health or safety.
• Normal routine involves no exposure to blood, body fluid or tissue, but exposure or potential for exposure may occur.
OTHER REQUIREMENTS
An individual may not be hired or transferred to a job or continue in a job if currently employed if they do not satisfy the following job requirements. These requirements cannot be waived by supervisors.
• Ability to obtain any government‐required or brand-required permits, licenses, or certificates.
Northwest x Southern Hospitality is committed to helping team members grow professionally. We focus not only on your success today but also on preparing you for future opportunities within our organization. Team members benefit from a supportive and collaborative environment that encourages personal and professional development, along with a culture that values work-life balance.
Eligible employees receive a comprehensive benefits package that includes paid holidays after one year of service, paid time off that begins accruing on day one, and sick leave for team members in Alaska, Oregon and Washington after 90 days of employment. Health and wellness benefits typically begin after 60 days of full-time employment and include medical, dental, vision, and company-paid life insurance, along with access to an employee assistance program and retirement planning options such as a 401(k).
Additional perks include travel discounts, entertainment discounts, monthly recognition programs, referral bonuses, community volunteer opportunities, and social events that help build strong connections within the team. There is also potential for advancement to other NSH properties, including those affiliated with Marriott, Hilton, Hyatt, and IHG brands.
If you enjoy working with people, having fun on the job, and building a career you can count on, we encourage you to apply today.
To learn more about our company, please visit www.nwxsouthern.com.
Northwest x Southern Hospitality is an Equal Opportunity Employer and welcomes applicants from all backgrounds. Employment opportunities are provided without regard to race, color, national origin, disability, religion, age, sex, veteran status, or any other classification protected by law.