Director of Sales
Skills
About This Role
Supporting Developing and Executing Sales Strategies
- Directs the property s Travel Industry Sales function verifying that client expectations and production goals are met.
- Works with sales leader to promote 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 Director of Sales (DOS).
- Assists with the development and implementation of promotions, both internal and external.
- Actively participate where necessary on all special projects/events such as Site Inspections, Familiarization (FAM) trips.
- Plans and participates in Sales trips and industry related meetings.
- Participates in departmental sales meetings, relevant operational meetings and pre-cons.
Maximizing Revenue
- Provides positive and aggressive leadership to promote maximum revenue potential (e.g., sets example with personal booking goals).
- Recommends booking goals for sales team members.
- Directs the solicitation and business negotiation efforts to maximize room revenue and achieve sales goals.
- Promotes the property s inclusion into national and international accounts through tour wholesale operations, travel agent consortiums and airline operations.
Managing Sales Activities
- Monitors all day to day activities of direct reports.
- Approves space release for catering to maximize revenue (e.g., Director of Sales (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).
- Manages the orchestration of the International Travel program as it relates to business development and property package creation.
- Partners with the marketing department to plan and direct a comprehensive marketing program to promote the property as a viable destination for travel industry market segments.
- Selectively sells Travel Industry business in the interest of maximizing guest rooms and food and beverage revenue.
- Develops and implements sales and marketing programs and strategies for the Travel Industry Sales market.
- Analyzing and 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 financial projections.
- Reviews sales and catering guest satisfaction results to identify areas of improvement.
- Develops and executes the annual Sales plan for the assigned market for all direct reports.
Providing 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, Global Sales Organization (GSO)) to verify 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 Global Sales Organization (GSO) Managers and customers.
Managing and Conducting Human Resources Activities
- Interviews, selects and trains employees
- Appraises employee s productivity and efficiency for the purpose of recommending promotions or other changes in status
- Provides for the safety and security of the employees or the property
- Monitors employee attendance and records absences/tardiness.
- Helps direct supervisors to achieve their own development goals.
- Conducts annual performance appraisal with direct reports according to Standard Operating Procedures.
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