Director of Group Sales

About the position

The position involves responding to internal and external sales inquiries, actively soliciting new and existing group accounts, and adjusting group pricing to secure business in support of hotel budget targets. The role requires following up on business inquiries to generate group room nights and associated food and beverage revenue, achieving revenue goals, and acting as a liaison with other departments. The successful candidate will implement strategies for market segments, analyze market changes, and cultivate existing accounts into repeat business. Additionally, the role includes assisting in the recruitment and training of the sales team, preparing annual budgets, and monitoring employee performance.

Responsibilities

• Respond to internal and external Sales inquiries or requests and provide assistance as needed
• Actively solicit new and existing group accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communications
• Adjust group pricing and recommend group concessions as needed to secure group business in support of hotel budget targets
• Use company wide programs, sales developments, prospecting projects and reporting for group business development
• Follow up on all business inquiries and leads to generate group room nights and associated food and beverage revenue to impact RevPar performance
• Achieve monthly, quarterly and annual revenue and direct sales goals including outside sales calls, prospecting calls, site inspections, and entertainment as outlined
• Act as a liaison with other departments or functions (Operations, Front Office, F&B, etc.)
• Establish and maintain effective employee working relations both within the department and with other departments
• Together with the Regional Director of Sales and Marketing and Director of Revenue Management implement the agreed strategy for all market segments
• Achieve and exceed budgeted room nights and revenue goals annually
• Analyze and estimate total value of each piece of business and negotiate best situation for achieving optimum revenue for the hotel while ensuring excellent customer service
• Analyze and review market changes with the Regional Director of Sales & Marketing and the Director of Revenue Management to implement programs with the Sales Team to meet these changes
• Organize and accompany familiarization sites, tradeshows and inspection trips with clients
• Cultivate existing accounts into repeat business and revenue streams
• Develop new accounts with active prospecting, market networking, and targeted Sales Calls
• Develop powerful customer relationship with appropriately frequent and reliable communication; Follow up on all Sales leads in timely, courteous and professional manner
• Assist in the recruitment, training and managing of the sales team
• Assist in Annual Budget preparation and monthly re-forecast sessions
• Analyze and evaluate client production with Sales Managers and implement sales action plans
• Provide feedback and market information to Regional Director of Sales & Marketing on changing market conditions, including trends on the competition, as a result of direct sales solicitation, networking events, tradeshows, travel and interaction with competitive hotel staff
• Propose and initiate, new services and products for our guests
• Monitor and review the Sales incentive programs monthly
• Adhere to all standards of operations, policies and procedures, manuals, memos and verbal instructions
• Monitor and develop employee performance to include, but not limited to, providing supervision, conducting counseling, evaluations, setting annual goals and delivering recognition and reward
• Maintain awareness of documentation needed and retained in employee files
• Be familiar with all safety and emergency procedures including OSHA requirements
• Participate in meetings with hotel staff and clients, including but not exclusive to: Morning Operations Briefing, Resume Meeting, Banquet Event Order Meeting, Sales Meeting, Pre-Convention Meetings, and Planning Visits

Requirements

• Four-year college degree preferred
• Must have a minimum Four (4) years of experience in hospitality sales required
• Market knowledge and sales experience preferred
• Experience in Corporate Group Market Preferred
• Strong ability in using MS Office (MS Excel, Word, and MS PowerPoint, in particular) Delphi and access database tools
• Outstanding communication and interpersonal skills
• Collaborative spirit
• Ability to handle data with confidentiality
• Excellent reading, writing and oral proficiency in the English Language
• Excellent organizational, time management skills and attention to detail
• Ability to multitask
• Work well under pressure, requires being a team player

Benefits

• 401(k)
• 401(k) matching
• Bonus based on performance
• Competitive salary
• Dental insurance
• Employee discounts
• Health insurance
• Opportunity for advancement
• Paid time off
• Training & development
• Vision insurance
• Wellness resources