Director of Group Sales

The Hotel

Step inside a legendary revival at The Watergate Hotel, a luxurious urban resort located along the banks of the Potomac River. Here modern design blends with a storied past to redefine luxury. A place where travel and business are occasions worth celebrating, attention to every detail is the standard, and intrigue can be found just beyond every curve.

Location

The Watergate Hotel is centrally located in Washington, D.C., a city of political power, prestige, and elegance is culturally rich with theaters, museums, architectural splendors and unforgettable national memorials. The Watergate Hotel is situated within walking distance of the best the city has to offer.

Strategic Intent

Leads the management, coordination and execution of items related to the group sales operation of the hotel. Responsible for the management and solicitation of a designated market/key accounts.

General Duties and Responsibilities

• Oversee the production of Group business for the hotel.
• Lead, coordinate and build the managed Group Business sales efforts.
• Proactively manage, qualify, solicit, and book group blocks.
• Prepare brand communication such as proposals and contracts.
• Responsible for ensuring the closing of the sale.
• Effective management of a portfolio of key accounts through planned sales activities
• Identify opportunities to up-sell into premium and suite categories.
• Participation in trade shows and workshops.
• Planning and executing sales trips as required.
• Hosting of site inspections and familiarization trips as needed.
• Must have exceptional attention to detail and follow up skills to create client loyalty and confidence.
• Coordinate ongoing research of the industry to detect market trends and related information for development of innovative marketing strategies; make reasonable recommendations to improve potential from the group business market.
• Work in conjunction with other departments within the hotel to ensure smooth handling of group needs and requirements.
• Monitor actual sales and revenues to determine variance, assess goal accomplishments and adjust strategies accordingly.
• Monitor and achieve sales targets and revenue goals for group business segment.
• Familiar with marketing promotions and industry initiatives to drive client education and incentives.
• Orchestrate quarterly and annual account reviews and market action plans and collaborate with other Directors and Managers to drive production.
• Able to work independently and make decisions based on established policies and procedures while sticking to budget.
• In possession of significant knowledge of industry reporting systems and analytics.
• Must have entrepreneurial mindset and be able to take initiative to capture business and maximize profits for the hotel.
• Be able to identify agencies booking in comp set and find ways in which to divert them to the hotel via continual and consistent use of the Sales booking system.
• Build and maintain strong relationships with key stakeholders/guests, partners and actively engage in sales activities, including negotiations and closing deals.
• Ensure accuracy for forecasting of revenues, monthly reports, sales budget.
• Assist Sales/Catering/Conference Services in receiving the necessary guest information and closing business, as requested. Demonstrate commitment to the brand and core values.
• Possess adequate revenue knowledge including rate loading, rate maximization, revenue strategy and reporting.

Other duties and responsibilities as needed.

Experience and Requirements:

• At least 3-5 years of experience in group sales – Previous Five Star/Luxury Hotel Sales Experience is essential.
• Bachelor’s degree preferred or equivalent work experience.
• Must have an established network of connections.
• Proficient with Salesforce and previous working knowledge of Opera and Delphi systems.
• Maintain a professional appearance and conduct personal behavior in a mature professional manner when representing the Hotel or company.
• Responsive and genuine with guests and colleagues
• Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required.
• Ability to use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
• Creates an atmosphere in which timely information flows smoothly throughout the department; possesses exceptional communications skills.
• Experience working within hotel sales operations, managing team members and budgets.
• Ability to translate business needs into action plans; monitors the progress of work against schedules and budgets; maintains high performance standards.
• Understands our competition and knows how to sell against them.
• Possession of in-depth understanding of global travel in addition to a network of contacts.
• Must work well in stressful high-pressure situations; maintain composure and objectivity under pressure.
• Excellent organizational skills and ability to work in dynamic and fast-changing environment.
• Excellent communication skills with fluency in English (both verbal and written).
• Must possess exceptionally strong and demonstrated presentation skills.
• Superior negotiation skills required; must be able to persuade and influence key decision makers in the marketplace.
• Must be able to work a flexible schedule that will accommodate the achievement of all business goals and directives.
• This is an on-property position -participation in meetings and conducting site tours.

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