This job has closed.

Highgate · 1 day ago

Director of Group Sales

Boston, MA

Full-time

Onsite

Lead/Staff, Director/Executive

4+ years exp

Highgate is a leading real estate investment and hospitality management company with a global portfolio of over 400 hotels. The Director of Group Sales is responsible for growing existing accounts and generating new business to ensure that room revenues meet or exceed budget, maximizing revenue and profits while improving the hotel's performance in the marketplace.

Hospitality

Responsibilities

Must be able to multitask and prioritize departmental functions to meet deadlines

Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner

Attend all hotel required meetings and trainings

Participate in M.O.D. and Lobby Ambassador coverage as required

Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel

Maintain high standards of personal appearance and grooming, which include wearing nametags

Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations

Maximize efforts towards productivity, identify problem areas and assist in implementing solutions

Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary

Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives

Must be able to maintain confidentiality of information

Perform other duties as requested by management

Supervise, administer and ensure timely completion of all activities of the Group Sales Team

Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations

Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team

Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies

Meet or exceed set goals

Coordinate group bookings to maximize profits

Initiate and follow up on leads

Maintain and participate in an active sales solicitation program

Monitor production of all top accounts and evaluate trends within your market

Coordinate all group sales solicitations to maximize overall profits

Administer training in the Sales department, according to Highgate Hotel standards

Assist in the preparation of required reports in a timely manner

Conduct weekly sales meetings according to Highgate Hotel standards

Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and food and beverage revenues

Motivate and coach all Group Sales department personnel according to Highgate Hotel SOP’s

Review meeting planner evaluations as received to ensure that any problems are rectified

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

Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met

Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts

Ensure that Group Sales Managers are planning and executing sales trips as outlined

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 report

Coordinate preparation of the annual revenue budget

Responsible in achieving revenue goals for a specific group market segment including the group sales team goals

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

Qualification

Hotel sales experienceSupervisory experienceSales management systemWindows proficiencySpreadsheet proficiencyWord processing proficiencyMultitaskingCustomer serviceProblem solving

Required

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

Supervisory experience required

Must have a driver's license in the applicable state

Must be proficient in Windows, Company approved spreadsheets and word processing

Must be able to multitask and prioritize departmental functions to meet deadlines

Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner

Attend all hotel required meetings and trainings

Participate in M.O.D. and Lobby Ambassador coverage as required

Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel

Maintain high standards of personal appearance and grooming, which include wearing nametags

Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations

Maximize efforts towards productivity, identify problem areas and assist in implementing solutions

Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary

Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives

Must be able to maintain confidentiality of information

Perform other duties as requested by management

Supervise, administer and ensure timely completion of all activities of the Group Sales Team

Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations

Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team

Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies

Meet or exceed set goals

Coordinate group bookings to maximize profits

Initiate and follow up on leads

Maintain and participate in an active sales solicitation program

Monitor production of all top accounts and evaluate trends within your market

Coordinate all group sales solicitations to maximize overall profits

Administer training in the Sales department, according to Highgate Hotel standards

Assist in the preparation of required reports in a timely manner

Conduct weekly sales meetings according to Highgate Hotel standards

Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and food and beverage revenues

Motivate and coach all Group Sales department personnel according to Highgate Hotel SOP's

Review meeting planner evaluations as received to ensure that any problems are rectified

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

Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met

Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts

Ensure that Group Sales Managers are planning and executing sales trips as outlined

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 report

Coordinate preparation of the annual revenue budget

Responsible in achieving revenue goals for a specific group market segment including the group sales team goals

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