Director of Sales

About the position

The position involves developing and executing strategic sales plans to achieve revenue targets, building and maintaining relationships with clients, travel agencies, and corporate partners, and identifying new business opportunities and market trends. The role requires leading a sales team, providing guidance and support, and collaborating with other departments to optimize guest experiences and drive sales. Responsibilities include conducting sales presentations and negotiations, managing budgets and financial performance, and staying updated on industry trends. The candidate must effectively sell and close business opportunities, complete and analyze sales reports, and ensure proper input of sales leads into the Delphi system. The role also involves entertaining clients, managing relationships with key stakeholders, and preparing sales and marketing plans.

Responsibilities

• Develop and execute strategic sales plans to achieve revenue targets
• Build and maintain relationships with clients, travel agencies, and corporate partners
• Identify new business opportunities and market trends
• Lead a sales team, providing guidance and support
• Collaborate with other departments to optimize guest experiences and drive sales
• Conduct sales presentations and negotiations with potential clients
• Manage budgets, forecasting, and financial performance of the sales department
• Stay updated on industry trends and competitors
• Complete and analyze group sales business reports
• Ensure all sales leads and client contact information is properly input into Delphi system
• Attend Group Pre-cons and entertain clients on-property
• Display strong negotiation skills with clients
• Act as liaison for the hotel in community and industry relations
• Work with key Travel Agencies to generate more bookings
• Uncover and contract potential corporate rate/business travel agreements
• Manage Consortia relationships and assist in creating marketing campaigns
• Maintain active relationships with key Greater Miami Convention & Visitor’s Bureau contacts
• Review processes of group rooming lists and service Rooms only groups as needed
• Lead weekly meetings and attend various strategy meetings
• Work with Director of Revenue Management in preparing group budget and forecasts
• Prepare Sales & Marketing Plan and annual sales & marketing expenses budget
• Approve departmental expenses and update Standard of Operating for sales department
• Attend Credit Meetings and submit expense reports
• Send amenities and welcome gifts to in-house VIP clients
• Attend tradeshows and prepare pre/post trip reports
• Develop strategies to increase share from competitors
• Book individual group business and prepare/review group customer proposals
• Work with Finance/Accounting to ensure adherence to standards within group business contracts
• Create and enforce the site inspection process
• Provide communication to other departments to enhance service delivery
• Interview, hire, and train team members
• Conduct Employee 90 day and Annual Reviews

Requirements

• Bachelor’s degree and/or a combination of in position experience equivalency
• 2 years’ experience in on property or regional/area Group Sales in the hospitality industry
• Ability to communicate effectively, both verbally and written
• Must read, write and speak the English language fluently
• Knowledge of Spanish language preferred
• Strong Microsoft Office skills with emphasis on Excel
• Prior use of sales and catering systems such as Delphi