POSITION OBJECTIVE
Overall responsibility for total revenue and yield strategies, implementation and results including group and transient rooms, golf groups, group food and beverage, meeting room rental, local catering, outlet, club memberships and other revenues. Strategies will include market mix, pricing status, direct sales, marketing, and acquisition status and results. Maximize profitability for the resort and club and outstanding quality service for the customers. Accountable to market performance and potential performance as well as budget, forecast, and target goals. Participate in the total hotel management as a member of the hotel Executive Committee.
Essential Job Functions
- Direct and manage all group, transient, golf and catering/banquet sales activities to maximize revenue for the hotel.
- Prepare, implement and compile data for the strategic sales plan, monthly SMARTS report, annual goals, sales and marketing budget, forecasts and other reports as directed/required.
- Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management.
- Actively participate in sales presentations, property tours and customer meetings.
- Conduct/attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/requested.
- Manage/direct all advertising, public relations and promotional activities.
- Recruit, direct, manage, train and counsel sales staff.
Requirements
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel:
- Professionally represent the hotel in community and industry organizations and events.
- Participate as a team player with all departments.
- Provide constructive feedback to all departments.
Be a leader and a role model to all employees.
Education/Experience
High School diploma or general education degree (GED); Bachelor’s degree preferred. Five to seven years of sales and marketing leadership in similar sized operation.
Requirements
- Must be able to speak, read, write and understand English.
- Must be able to read and write to facilitate the communication process.
- Requires good communication skills, both verbal and written.
- Most tasks are performed in a team environment with the employee acting as a team leader. There is minimal direct supervision.
- Extensive knowledge of sales skills.
- Extensive knowledge of meeting room capacities, banquet set-up, audio-visual and any other pertinent details as they relate to sales.
- Ability to assess/evaluate employees’ performance fairly.
- Ability to supervise, train and motivate multiple levels of managers and employees.
- Knowledge of hotel and competitive market.
- Must possess basic computational ability.
- Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel and Delphi.
- Excellent interpersonal and sales-related skills.
- Exceptional organizational and supervisory skills.
- Exceptional food and beverage knowledge and pricing.
- May be required to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form; to deal with problems involving several concrete variables in standardized situations.
PHYSICAL DEMANDS
- Most work tasks are performed indoors. Temperature is moderate and controlled by hotel environmental systems.
- Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. This includes traveling to and from meetings. Length of time of these tasks may vary from day to day and task to task.
- Must be able to exert well-paced ability to maneuver between functions occurring simultaneously.
- Must be able to exert well-paced ability to reach other departments of the hotel on a timely basis.
- Must be able to lift up to 15 lbs. occasionally.
- Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.
- Talking and hearing occur continuously in the process of communicating with guests, supervisors and other employees.
- Vision occurs continuously with the most common visual functions being those of near vision and depth perception.
- Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, electric typewriter, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed.
WORK ENVIRONMENT
- Must be able to work effectively in a stressful environment, communicate with others, effectively deal with customers and accept constructive criticism from supervisors.
- Must be able to change activity frequently and cope with interruptions.