Director of Sales

Overview

Leads hotel sales team to drive room and catering revenue.

Key Responsibilities

• booking coordination
• revenue forecast
• sales reporting
• incentive management
• site inspection
• team training

Tasks

-Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies and assist in his/her -Coordinate group, transient and catering bookings to maximize -Entertain clients -Coordinate all non-group transient sales and catering solicitations to maximize overall profits. -Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and assist in ensuring that incentives are processed and paid according to the specified time period for each -Assist in the preparation of required reports in a timely -React to negative trends in the market place by implementing blitzes or promotions. -Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to -Review meeting planner evaluations as received to ensure that any problems are -Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and -Meet or exceed goals and budget for group/transient, banquet & catering revenues. -Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error. -Maintain and participate in an active sales solicitation -Meet or exceed set -Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being -Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same. -Develop networking opportunities through active participation in community and professional associations activities and events -Attend all hotel-required meetings and -not limited to) generating reports, entering business, blocking space and building accounts. -Supervise, administer and ensure timely completion of all activities of the Sales -Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive -Use your property's computerized sales management system to manage the hotel's business, including (but -Maintain high standards of personal appearance and grooming, which include wearing -Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections. -Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOP's. -Coordinate preparation of the annual revenue -Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are -Conduct weekly sales meetings according to Highgate Hotel standards. -Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations. -Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General -Coordinate preparation of the annual Marketing -Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective -Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP’s. -Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP's, ensure that Sales Managers can explain the importance and components of the -Operate the Sales Department within established sales expense -Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented -Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sale -Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the -Maximize efforts towards productivity, identify problem areas and assist in implementing -Administer training in the Sales and Catering departments, according to Highgate Hotel standards.

Requirements

• windows
• opera
• delphi
• hotel sales
• supervisory
• driver's license

What You Bring

-Must be proficient in Windows, company-approved spreadsheets -Knowledge and experience with Opera GDS and Delphi FDC. -Must be effective at listening to, understanding, and clarifying concerns raised by employees and -Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as -At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience -Must be able to maintain confidentiality -Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing -Ability to travel for sales calls/missions and trade shows – domestic and possibly international. -Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move -Supervisory experience -Must have a driver's license in the applicable -Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service manner -Must be able to multitask and prioritize departmental functions to meet -Must be able to understand and evaluate complex information, data, from various sources to meet appropriate objectives.

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Benefits

-occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.

About Highgate

-Specializes in identifying and unlocking value across the hospitality and real estate sectors. -Has a strong presence in major markets worldwide, with a diverse portfolio spanning luxury, boutique, and extended-stay properties. -Expertise includes hotel operations, development, asset management, and investment strategies. -Approach focuses on strategic acquisitions, partnerships, and repositioning of underperforming assets. -Notable projects include the management of high-end hotels in prime locations, ranging from urban centers to resort destinations. -Known for innovative strategies and the ability to transform and enhance real estate properties. -Continuously leverages market insights and technology to stay at the forefront of the hospitality and real estate industries.

Sector Specialisms