Director of Sales - Proactive

JOB SUMMARY

Leads and manages all day-to-day activities related to the sales function
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; 3 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; 1
year experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES

Supporting
Developing & Executing Sales Strategies

• Works with sales
leader to ensure understanding of sales strategy and effective implementation
of this strategy for the segment.

• 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.

Managing Sales Activities

• Monitors all day
to day activities of direct reports.

• Approves space release
for catering to maximize revenue (DOS, Group) in the absence of a Business
Evaluation Manager.

• 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 property’s financial room and catering goals.

• 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.

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

• Executes
and supports the company’s Customer Service Standards and property’s Brand
Standards.

• Participates in and practices daily service basics of
the brand.

• 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 the 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 off-property sales channels (e.g., Event Booking Center, Market Sales, GSO)
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.

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