Director of Sales
Negotiable
Location
United States, Greenville
Job Description
Additional Information:
This hotel is owned and operated by an independent franchisee,
Highgate Holdings. The franchisee
is a separate company and a separate employer from Marriott International, Inc.
The franchisee solely controls all aspects of the hotel’s employment policies
and practices, including hiring, firing, discipline, staffing, compensation,
benefits, and all other terms and conditions of employment. If you accept
a position at this hotel, you will be employed by a franchisee and not
by Marriott International, Inc.
Job
Summary:
The Director of Sales
is responsible for directing, coordinating, training and supervising the Sales
Managers, Catering Manager(s) and Sales/Catering
Administrators/Coordinators/Administrative Assistants in all sales-related
activities, including direct sales efforts, follow-up and proper sales
administration. He/she is also responsible for growing existing accounts
and generating new business to ensure that Room revenues and Catering revenues
meet or exceed budget in order to maximize revenue and profits, and to improve
the hotel’s performance in the marketplace.
Job
Qualifications:
Develop a complete knowledge of company sales policies
and SOP’s, and ensure knowledge of and adherence to those policies by the sales
team.
Develop
and maintain market awareness to ensure ability to predict revenue opportunities
and set proactive strategies.
Operate the Sales Department within established sales expense
budget.
Participate in required M.O.D. and Saturday office coverage as schedule
Be responsible
for developing a Manager in Development (MID or DOSID) as assigned by
the Corporate including sign-off on all competencies, and assist in his/her
placement.
Coordinate group, transient and catering bookings to maximize profits.
Initiate
and follow up on leads.
Maintain and participate in an active sales solicitation
program.
Monitor production of all top accounts and evaluate trends within your market
and ensure that the Sales Team is held accountable for those accounts within
their respective territories.
Coordinate all non-group transient sales and catering
solicitations to maximize overall profits.
style="font-style:normal; font-weight:400"> Administer training in the Sales
and Catering departments, according to Highgate Hotel standards. Assist in the preparation
of required reports in a timely manner.
style="font-style:normal; font-weight:400"> Conduct weekly sales meetings
according to Highgate Hotel standards.
style="font-style:normal; font-weight:400"> Develop quarterly KRA’s, and review
the KRA process with the Sales and Catering Team to ensure that deadlines
are met.
Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales
and Catering, operations staff and General Manager.
style="font-style:normal; font-weight:400"> Be familiar with all Highgate Hotel
sales policies and selling techniques with an emphasis on maximizing occupancy,
Average Daily Rate (ADR) and Banquet and Catering revenues.
Conduct all Sales and Catering
Team Performance Appraisals according to Highgate Hotel SOP’s.
Motivate, coach, counsel
and discipline all Sales and Catering department personnel according to Highgate
Hotel SOP’s.
Review meeting planner evaluations as received to ensure that any problems
are rectified.
Conduct a professional, thorough site inspection of the hotel with clients,
exhibiting key features and benefits of the property, and ensure that all Sales
Managers conduct thorough site inspections.
style="font-style:normal; font-weight:400"> Develop strategies to increase share
from competitors when the hotel revenue penetration goals are not being met.
Use your
property’s computerized sales management system to manage the hotel’s business,
including (but not limited to) generating reports, entering business, blocking
space and building accounts.
Monitor the Sales incentive plans and ensure that Sales staff
can explain their potential earnings and benefits, and assist in ensuring
that incentives are processed and paid according to the specified time period
for each plan.
Ensure that Sales and Catering Managers are planning and executing sales trips
as outlined in quarterly Key Result Areas (KRA’s) and in the Sales budget,
including preplanning, setting appointments and executing sales calls.
Coordinate
the preparation of complete and accurate end-of-month reports, according
to Highgate Hotel SOP’s. Ensure that Sales Managers can explain the importance
and components of the report.
Coordinate preparation of the annual revenue budget.
Coordinate
preparation of the annual Marketing Plan.
style="font-style:normal; font-weight:400"> Coordinate and direct preparation
of the monthly Rooms revenue reforecast for the current and upcoming months
and assist in ensuring accuracy within 5% margin of error.
style="font-style:normal; font-weight:400"> Meet and greet onsite contacts.
Develop
networking opportunities through active participation in community
and professional associations activities.
style="font-style:normal; font-weight:400">
Comprehensive medical, dental,
and vision insurance; Company-paid life insurance; Short-term and long-term
disability coverage; 401(k) retirement plan with company match; Paid time off,
paid holidays, and wellness benefits; Employee hotel discounts at Marriott,
Highgate, and Kessler Hospitality properties; Professional development
and career growth opportunities within Highgate and Kessler Hospitality;
Employee Assistance Program (EAP); Tuition reimbursement and learning
opportunities (where applicable)
Annual Salary + Quarterly Bonus Incentive
This company
is an equal opportunity employer.
frnch1
The
Autograph Collection is a growing collection of four and five-star independent
hotels, each offering unique and memorable experiences.
Each hotel is thoughtfully chosen for its quality, originality, bold character,
and ability to offer today’s traveler a range of unique experiences suited
to their individual sense of style and adventure. All Autograph Collection
hotels look to attract The Individualist, the brand's target consumer.
The Individualist is someone who uses travel as an opportunity to add to their
personal narrative – in essence they are hand selecting our hotels whether
for personal or corporate travel because it is much more than simply a place
to rest. In joining Autograph Collection, you join a portfolio of brands
with Marriott International. Be where you can do your best work,
begin your purpose, belong to an amazing global team,
and become the best version of you.
We have an extraordinary portfolio of brands, with over 9,700 hotels and resorts under more than 30 preferred brands in the industry, covering 143 countries and regions, offering a richer selection for you to feel, experience, and explore the world.
