Director of Sales

Summary

Implements and directs the property’s sales activities in accordance with the marketing plan and assigned market segment; coordinates with other departments the service activities related to the sales function to maximize customer satisfaction and overall profitability

Essential Job Duties

• Implements the sales activities within all market segments to achieve budgeted goals
  • Assists with the development of annual sales goals.
  • Recommends and takes appropriate action to maximize sales during high and low season
  • Assists with the preparation of the budget and ensures assigned area operates within cost constraints.
  • Maintains effective communication with current and potential clients
  • Prepares reports, as requested, to develop a more informative database for improved management decision-making and critical evaluation of work activities
  • Immediately informs management of any challenges; executes corrective action
• Solicits, evaluates, sells, and confirms business to meet budgeted sales and profit margin of assigned market segment
  • Qualifies prospective leads as to profitability
  • Negotiates with client to achieve maximum profit while satisfying client needs
  • Contacts in-house guests to improve guest relations and determine additional sales opportunities
  • Monitors group booking pace, alerting clients of deadlines (deposits, cut-off date); promptly notifies affected departments of significant inventory changes.
  • Creates effective business cases to demonstrate the need for additional amenities & services to facilitate additional revenue
• Coordinates with all departments regarding activities related to booked business
  • Reviews client files of assigned accounts to maintain a proper flow of information within the hotel
  • Conducts and/or attends meetings to maintain favorable working relationships among company employees and to promote maximum morale, productivity and efficiency
• Assists with the development and execution of projects
  • Analyzes sales statistics to recommend policy
  • Conducts market analysis to determine client needs, occupancy potential, rates desired, etc...
  • Develops and executes package plans, special sales activities, promotions, public relations activities and materials, advertising, etc.
  • Enhances the property’s community image and stays abreast of competition, new developments, and sales methods and techniques
  • Meets established deadlines without compromising quality of work
• Participates in solving problems with other departments as required related to business booked on the property
  • Resolves guest room and function space conflicts
  • Salvages accounts that threaten cancellation
  • Effectively compromises between customer needs and property
• Additional Duties
  • Ensures a clean & professional work environment by continuously monitoring both staff appearance & behavior, and cleanliness of the work stations/area
  • Performs Manager on Duty functions as needed
  • Participates in BEAR and other Baywood sponsored community service events
  • Additional duties may be added at any time at the discretion of management
• Consistently models the behavior of a ‘Baywood Ambassador’ who:
  • Maintains a professional image, including physical appearance, verbiage, and body language, at all times
  • Warmly greets both guests and coworkers (using the 10/5, first & last rule) every time they come in contact
  • Actively listens to guests & associates, responding appropriately to their questions and/or concerns. Seeks guidance and/or assistance from others to ensure satisfaction
  • Fosters teamwork by offering assistance to others
  • Continuously monitors the surroundings at work, in order to identify any cleanliness, safety, security, or building upkeep issues. Reports discrepancies to the proper department.
  • Contributes to a safe work environment by following proper safety guidelines in matters of attire, utilizing protective gear, and following safety procedures.
  • Recommends other Baywood properties to our guests, when appropriate.
  • Consistently demonstrates our It’s My Pleasure service philosophy by identifying and seizing each golden opportunity to exceed guest expectations
• Additional Essential Job Duties - for those with direct reports
  • Ensures direct reports are provided with the necessary structure, motivation and training to satisfy their needs and achieve organizational goals
  • Interviews, selects, trains, and counsels associates
  • Ensures that all new hires are given the proper onboarding experience
  • Ensures that staff is properly trained
  • Ensures adequate staffing levels are maintained, adhering to budgetary and staffing guidelines
  • Ensures compliance to job description and reviews goals with each individual
  • Maintains associate files, ensuring all documents are current (including job descriptions and version of handbook)
  • Ensures that performance evaluations are being issued as required by Corporate
  • Encourages promotion from within, associate engagement and development through goal setting, employee training and participating in all corporate mandated associate-focused initiatives

Skills/Qualifications

• Education:
  • Bachelor’s degree in Hospitality or related field preferred; however, skills/knowledge gained through on-the-job training and previous experience may substitute for a degree.
  • High School diploma minimum
• Certifications / Licenses:
  • Brand Sales Manager certification preferred
  • Must possess and maintain a Motor Vehicle Operator's License in good standing
• Experience:
  • Minimum of 2 years Sales Manager or equivalent position in similar type property
  • Experience in local market preferred
  • Strong reputation in the business community of the local market
  • Proven record of successful proactive sales efforts
• Additional Skills:
  • Ability to multi-task
  • Ability to communicate effectively, both written and oral
  • Bilingual (Spanish & English) preferred, depending on market
  • Ability to work the shifts required for the position
  • Ability to learn and adhere to Brand & Baywood Hotels’ standards
  • Ability to take information from various sources and determine a responsible course of action
  • Ability to understand interdepartmental relationships
  • Ability to operate office equipment and industry specific software (PMS, Sales Pro)
  • Ability to motivate and lead a team
  • Ability to read, interpret and analyze business reports
  • Proficient in Microsoft Office
  • Proficient in Google Apps for Work preferred

Physical Demands

• Walking and Standing: Frequently (60%)
• Sitting: 30 % of time
• Bending, Stooping, Reaching: Infrequently
• Lifting, Push/Pull: Up to 25 lbs Infrequently
• Driving: Frequently
• Traveling: Frequently within local area. Infrequently outside of local area

Environmental Conditions:

• Inside: Protection from weather conditions, and temperature changes
• Outside: Frequently transitioning from inside to outside of building and vehicle, assisting guests in varying weather conditions