Area Director of Sales
Employment Type : Full-Time
Major Responsibilities:
1. Profit Management
Responsible for revenue production for the hotel, and meeting or exceeding planned revenue objectives for occupancy and average daily rate
- Meets or exceeds budgeted RevPAR for the hotel
- Insures that the hotel exceeds penetration, rate and yield indexes
- Prepares departmental budget that correctly reflects the hotel's business plan
- Forecasts occupancy fluctuations and directs selling activities to maximize revenues
- Knows the hotel's demand segments, sources of business for each, and balances market segments according to supply and demand
- Knows the principal competition for each market segment and takes advantage of hotel's strengths against each competitor
- Accurately forecasts occupancy changes based on changing market conditions (additions to supply and demand, etc.)
2. Guest Services
- Supports guest service as the hotel's driving philosophy
- Demonstrates a commitment to guest service by responding to guests needs
3. Marketing & Sales Management
- Develops/assists with development of the hotel's marketing and sales plan based on the hotel's position and strengths within each market segment
- Implements hotel's marketing and sales plan
- Analyzes and understands the competition's strengths and weaknesses for each market segment and successfully directs marketing activities against each
- Identifies and maintains constant communications with the hotel's key accounts
- Actively sells room nights through outside sales calls, telemarketing, tours, etc.
- Actively markets the hotel thorough advertising, blitzes, direct mail campaigns, etc.
- Actively sells to in-house guests (greeting tours, talking with guests at continental breakfast to surface additional leads, etc.)
- Knows the competition well. In addition, is familiar with all "business" in the market, where that "business" stays and why
- Uses the resources in the hotel and franchise Sales and Marketing Manual to , call on and track potential business
4. Human Resources Management
- Ensures that hotel team-members (specifically front desk staff) are familiar with key accounts and "specifics" (special rates, special requirements, etc.) relating to business booked which is in the hotel
Other Responsibilities:
1. Is a "hands-on" manager actively involved on a daily basis in securing, qualifying and following up on leads to book specific business
2. The central focus is sales! The sales manager/director of sales should not be required to assume operational responsibilities, but should spend most of his/her time selling the "product"
3. Monitors industry trends and recommends appropriate actions to be taken to maintain the competitive status and profitability of the hotel
4. Utilizes leadership skills and motivation techniques in order to maximize team-member productivity and satisfaction of direct reports
- Selects, orients, and trains qualified team-members
- Conducts effective team-member meetings and counseling sessions
- Determines, communicates, and monitors achievement of standards of performance on a timely basis
- Employs discipline as required
5. Maintains safe and secure environment for guests and team-members
- Ensures that all team-members follow safety rules and procedures
- Takes corrective action where required to improve safety of work areas
6. Keeps immediate supervisor promptly and fully informed of all problems or unusual matters of significance
7. 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
8. Maintains a favorable working relationship with all other company associates to foster and promote a cooperative and harmonious working climate
9. At all times, projects a favorable image of the hotel and company to the public
10. Is available, upon request, to assist in other temporary assignments and tasks as directed.