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Highgate · 1 day ago

Sales Director

Fort Walton Beach, FL

Full-time

Onsite

Director/Executive

6+ years exp

Highgate is a leading real estate investment and hospitality management company with a global portfolio of over 400 hotels. The Director of Sales is responsible for directing and supervising the Sales Managers and all sales-related activities to maximize room and catering revenues, grow existing accounts, and generate new business.

Hospitality

Responsibilities

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

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

Operate the Sales Department within established sales expense budget

Participate in required M.O.D. and Saturday office coverage as schedule

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 placement

Coordinate group, transient and catering 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 and ensure that the Sales Team is held accountable for those accounts within their respective territories

Coordinate all non-group transient sales and catering solicitations to maximize overall profits

Administer training in the Sales and Catering departments, 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

Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met

Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager

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

Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP’s

Motivate, coach, counsel and discipline all Sales and Catering 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

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 plan

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 sales calls

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

Coordinate preparation of the annual Marketing Plan

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

Meet and greet onsite contacts

Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same

Understand all GDS systems

Understand ISIS

Understand loading rates into ISIS/GDS

Develop networking opportunities through active participation in community and professional associations activities and events

Entertain clients

React to negative trends in the market place by implementing blitzes or promotions

Handle inquiries as part of Inquiry Day Program

Qualification

Hotel sales experienceSupervisory experienceSales management systemMS Windows proficiencyMultitaskingCustomer service orientationEffective communicationProblem-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 MS Windows (Excel, Word, Powerpoint, Outlook)

Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner

Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests

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. 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