Director Sales OEM

Aimbridge Hospitality - Indianapolis, IN

Full-time - Manager

Indianapolis, IN

1,001-5,000 employees

Accommodation

About the position

The Director of Sales-Select Service is responsible for overseeing the sales and marketing operations of a Select Service hotel. This role is crucial in achieving optimal occupancy and Average Daily Rate (ADR) growth to maximize total revenue while meeting or exceeding the hotel's profit objectives. The individual in this position will manage the hotel sales department, which includes direct sales, follow-up sales administration, hiring and training staff, and providing ongoing coaching and management. Additionally, the Director will be responsible for developing and managing the sales and marketing budget, forecasting, advertising, and creating business plans for the hotel, ensuring that all activities align with approved plans and budgets. Management-level associates are expected to dedicate as much time as necessary to fulfill their job responsibilities, and for OEM associates, overtime is calculated accordingly. In this role, the Director will coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue. They will develop, recommend, implement, and manage the division's annual budget, as well as the advertising, public relations, marketing, and sales plans for the hotel. This includes proactively conducting outside sales calls, sales tours, and entertaining clients to build relationships and drive sales. The Director must maintain a strong market awareness to predict revenue opportunities and set proactive strategies, while also monitoring the production of top accounts and evaluating market trends. The position requires a strong understanding of the hotel's operations and policies, including Sales, Food and Beverage, Front Office, and Reservations. The Director will also be responsible for training hotel staff on recognizing and capitalizing on sales opportunities to increase occupancy and revenue. Maintaining visibility in the local community and industry organizations is essential, as is attending and conducting regular meetings to provide training and updates. The Director will also act on behalf of the General Manager in their absence and perform any other duties as requested by management.

Responsibilities

• Coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue.
• Develop, recommend, implement, and manage the division's annual budget and the advertising, public relations, marketing, and sales plans for the hotel.
• Proactively conduct outside sales calls, conduct sales tours, and entertain clients.
• Understand the content reflected in contracts and how to negotiate terms within them.
• Develop and maintain market awareness to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate trends within the market.
• Adhere to Aimbridge Hospitality's established regulations, company standards, sales standards, and sales metrics.
• Comply with individual and team goals as well as budgeted metrics.
• Train all hotel staff on recognizing and capitalizing on sales opportunities to increase occupancy and revenue.
• Develop a full working knowledge of the operations and policies of the hotel including Sales, Food and Beverage, Front Office, and Reservations.
• Maintain strong visibility in the local community and industry organizations.
• Attend and/or conduct daily/weekly/monthly meetings and provide training on a rotational basis.
• Maintain professional working relationships and promote open lines of communication with marketing partners and other internal departments.
• Travel on a weekly basis as required.
• Act on behalf of the General Manager in their absence and perform any other duties as requested by management.

Requirements

• At least 2 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 1 year of related experience; or a 2-year college degree and at least 2 years of related experience.
• Must have a valid driver's license in the applicable state.
• Possess highly developed verbal and written communication skills to negotiate, convince, sell, and influence others.
• Thorough experience with professional selling skills: opening, probing, supporting, and closing.
• Strong analytical skills and strategic vision in establishing appropriate sales deployment.
• Proficient in general computer knowledge, especially Microsoft Office products.
• Ability to work independently and manage multiple tasks simultaneously.
• Strong organization and presentation skills.
• Demonstrated ability to effectively interact and manage people of diverse backgrounds while solving complex problems.
• Requires advanced knowledge of the principles and practices within the sales/marketing/hospitality profession.
• Ability to work well in stressful, high-pressure situations and maintain composure under pressure.
• Ability to work with and understand financial information and data, including basic arithmetic functions.

Benefits

• Daily Pay after an initial waiting period
• Medical, Dental, and Vision Coverage
• Short-Term and Long-Term Disability Insurance
• Term Life and AD&D Insurance
• Paid Time Off
• Employee Assistance Program
• 401k Retirement Plan