Area Director of Sales

Area Director of Sales

Position Description

Director of Sales: This individual sells for two (2) or more properties within the same market and is responsible to fully develop, grow and maintain all assigned market segments to generate revenues for the hotel.

This role requires the candidate to work with the General Managers, Regional Sales and other Springwood Property-level sales team members to maximize revenue and ensure customers have a memorable experience. Where applicable, it is the responsibility of the Director of Sales to oversee, support, mentor & coach the Sales Manager / Area Sales Manager to ensure that they are achieving their goals. Success is determined through achievement of the hotels revenue goals and improvement, where possible, in market share performance as compared to that of the hotels defined competitors. For markets which encompass only one sales team member at the property, the Director of Sales will be responsible in ensuring successful revenue generation through all demand generating market segments.

DUTIES AND RESPONSIBILITIES:

Growing & Maintaining the RIGHT LNR and Group Clientele:

• Based on the hotels selling strategies and the clients needs, books the appropriate pieces of business in for the hotel to achieve/exceed monthly room revenue budgets.
• Thoroughly knowledgeable with regard to client base. Has a strong business relationship with top producing clients.
• Performs the necessary pre-call planning and post-call follow-up for client relationship management.
• Maintains awareness of the sales practices of the hotels competitive sets, and, as warranted, takes proactive steps to neutralize their efforts.

Marketing our brand through Public Relations and Community Involvement:

• Gains contacts and business intelligence/shows community spirit through involvement in an industry and/or charitable organizations.
• Strives to continually improve his/her general business & industry/job specific skills by either internally, via the Brand and if appropriate, outside continuing education.

Growth of Revenue Through Forecasting and Correct Sales Strategy:

• Grows revenue for Springwood Hospitality by cross-selling other Springwood hotels where applicable.
• Completes and exceeds sales action plans with collaboration from the Springwood Regional Sales team which is based upon each hotels budgeting requirements and feedback from our General Managers and other Springwood Personnel.
• Ensures that weekly goals are met or exceeded and includes General Manager/Springwood Regional Sales/Springwood Revenue Management on appropriate sales appointments for assistance as needed to win business.
• Actively and appropriately uses the Customer Relationship Management System (CRM) to enter in all required sales/community information so that everyone has a complete understanding of where their time is being spent, ensure consistent traces are being made & timely follow-up is occurring, account saturation and client potential, bookings, etc.
• Is an expert when it comes to selling against the hotels competitive sets.
• Utilizes available business tools to prospect for new business (i.e., Brand database reports, Hoovers, local newspapers and business journals, etc.)
• Utilizes internal lead source generators (i.e., Brand GSO) to maximize revenue production for assigned hotels. Monitors economic/business news in general and news specific to assigned market segments.
• Understands the business rationale behind and contributes, as appropriate, to the hotels rooms forecast.
• Ensures that all reports, internal requests for information and special projects are submitted on or before their due dates.
• Provides suggestions to the Regional Sales and other Corporate-based staff with regard to growing the companys revenue.
• Understands the business rationale behind the annual budgeting process (revenue generation, advertising/promotion costs).
• Collects and analyzes the information using history, plans, decision structure and strategies of key customers in assigned market.

Nurturing Sales Culture through communications with Operations & Empowering them as sales associates:

• Evaluates potential business opportunities for assigned hotels and presents findings/defends position, as necessary, to the General Manager/Springwood Regional Team.
• Approaches the position with a relationship building/proactive selling mindset.
• Develops, presents business case to General Managers/Springwood Regional Team and deploys seasonal and segmented promotions and packages where applicable.
• Adds to the camaraderie of the hotels by helping to celebrate the successes of coworkers.
• Embraces an Everybody Sells culture, and provides teaching and empowerment moments for all team members at the property to contribute to the revenue generation and success of the property.
• Overseeing, supporting, assisting and monitoring goals for the Sales Manager / Area Sales Manager (where applicable).

Qualifications:

• Strength in direct sales through inside and outside calls.
• Sees a vision and is not deterred from achieving it.
• Outgoing personality and great people skills; both within the hotel and with clients/guests.
• Committed to the company and the achievement of its goals.
• Effective and crisp communication skills, written and verbal, including group presentations.
• Very organized, great note taking, attention to detail and consistently obtains and communicates and follows up with the client, hotel associates and corporate staff.

Brand: Hilton

Address: 3882 Eastgate Blvd Easton, PA - 18045

Property Description: Home2 Suites - Tru by Hilton Easton

Property Number: DEP