Dir-Sales (EBC)

JOB SUMMARY

Functions as the leader the segmented sales effort (e.g., group, transient,
association, corporate, etc.) and responsible for implementing the segment sales
strategy and achieving revenue goals for properties within region. Leads
and manages all day-to-day activities related to the sales functions
for properties within region with a focus on building long-term, value-based
customer relationships that enable achievement of property sales objectives.
Achieves personal booking goals and makes recommendations on booking goals
of direct reports.

CANDIDATE PROFILE

Education and Experience

• 2-year degree
from an accredited university in Business Administration, Marketing, Hotel
and Restaurant Management, or related major; 4 years experience in the sales
and marketing or related professional area.

OR

•
4-year bachelor's degree in Business Administration, Marketing, Hotel
and Restaurant Management, or related major; 2 years experience in the sales
and marketing or related professional area.

CORE WORK
ACTIVITIES

Developing & Executing Sales
Strategies

• Works with sales leaders from properties within
region to ensure understanding of sales strategy and effective implementation
of this strategy for the segment.

• Develops, implements and sustains
aggressive solicitation program focused on increasing business.

• Works
with management team to create and implement a sales plan addressing revenue,
customers and the market for the segment led by the DOS.

• Assists
with the development and implementation of promotions, both internal
and external.

Maximizing Revenue

•
Provides positive and aggressive leadership to ensure maximum revenue potential
(e.g., sets example with personal booking goals).

• Recommends booking
goals for sales team members for properties within region.

Managing Sales Activities

• Monitors all day to day
activities of direct reports.

• Participates in sales calls with members
of sales team to acquire new business and/or close on business.

•
Executes and supports the operational aspects of business booked (e.g.,
generating proposal, writing contract, customer correspondence).

Analyzing & Reporting on Sales and Financial Data

•
Analyzes market information by using sales systems and implements strategy
to achieve financial room and catering goals for each property.

• Assists
Revenue Management with completing accurate six period projections.

•
Reviews sales and catering guest satisfaction results to identify areas
of improvement.

Ensuring Exceptional Customer
Service

• Displays leadership in guest hospitality, exemplifies
customer service and creates a positive example for guest relations.

•
Interacts with guests to obtain feedback on product quality and service
levels.

• Meets with guests during pre- and post-convention meetings
to obtain feedback on quality of product (e.g., rooms, meeting facilities
and equipment, food and beverage), service levels, execution against contract
and overall satisfaction.

• Empowers employees to provide excellent
customer service.

• Observes service behaviors of employees and provides
feedback to individuals and/or managers.

• Incorporates guest
satisfaction as a component of department meetings with a focus on continuous
improvement.

• Ensures that a customer recognition program is in effect
throughout Sales.

• Executes and supports the company’s customer service
standards.

• Executes exemplary customer service to drive customer
satisfaction and loyalty by assisting the customer and ensuring their
satisfaction before and during their program/event.

• Serves the customer
by understanding their needs and recommending the appropriate features
and services that best meet their needs and exceed their expectations, while
building a relationship and loyalty to the company.

• Gains understanding
of each property’s primary target customer and service expectations; serves
the customer by understanding their business, business issues and concerns,
to offer better business solution both prior to, and during
the program/event.

Building Successful
Relationships

• Develops and manages relationships with key
stakeholders, both internal and external.

• Works collaboratively with
on and off-property sales channels to ensure the property needs are
being achieved and the sales efforts are complementary, not duplicative.

• Works with Human Resources, Engineering and Loss Prevention to ensure
compliance with local, state and federal regulations and/or union
requirements.

• Attends customer events, trade shows and sales missions
to maintain, build or develop key relationships with GSO managers
and customers.

Managing and Conducting Human Resource
Activities

• Interviews and hires management and hourly
employees with the appropriate skills to meet the business needs of
the operation.

• Develops, implements and maintains a departmental
orientation program for employees to receive the appropriate new hire training
to successfully perform their job.

• Utilizes all available on the job
training tools for employees.

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