Director of Sales

The Aloft Philadelphia Downtown is looking for an experienced and creative Director of Sales to join their team! This award-winning and unique property is a phenomenal opportunity to join a collaborative and supportive team environment.

Title : Director of Sales

JOB SUMMARY

The Director of Sales is responsible for the leadership and management of the designated sales team(s) to include overseeing and coordinating Marketing, Sales Managers and Catering and Conference Services.

The Director of Sales will implement, monitor and control sales positions require service minded team players with personable, enthusiastic and outgoing personalities.

Experience with Marriott brand and programs is preferred.

JOB DUTIES

• Manage the sales team(s) to achieve budgeted revenues for current year, along with future year pre-booking goals.
• Directs hiring and training of all new employees in the Sales, Catering and Conference Services departments.
• Ensure that all sales and administrative processes are in place and functioning effectively.
• Establish sales team policies and procedures relating to Sales, Revenue management, and Reservations.
• Demonstrate the ability to attract and retain high performing salespeople.
• Knowledgeable about each hotel’s top accounts. Accompanies salespeople on outside sales appointments and shadows Salespeople during telephone prospecting and solicitation calls.
• Solicits and services major accounts.
• Support as necessary all direct sales efforts to include sales trips, off property functions and customer entertainment.
• Coach and counsel associates regarding sales, customer service implementations.
• Assist in development and implementation of annual goals and objectives for departments.
• Monitor quality and accuracy of final group sales and wholesale contracts to ensure proper application of hotel deposit, space allocation, yield and policies.
• Prepare and train Sales Managers in relation to performance benchmarks and budgets.
• Develop strategies for forecasting and analyzing hotel revenue needs.
• Collaborate with Revenue Management to ensure hotels have effective pricing and selling strategies in place to achieve the optimal mix of business.
• Collect and share with assigned hotels relevant national, state, country and or city economic intelligence as well as competitor updates.
• Work as needed on the evaluation of business opportunities.
• Research local competition.
• Ensure that the properties are reinforcing the importance of sales to all employees in the hotel and coaching them on ways they can assist in the sales effort.
• Participates in market and regional sales blitzes.
• Develop, implement and evaluate short and long-term tactics and programs focused on customer and market needs / conditions in order to ensure the achievement of group revenue goals.
• Produce rate strategies and guidelines with Revenue Director to be used by the team in the selling of hotel rooms, minimum 12 month period of time.
• Consistently explore new products and services, evaluating potential return on investment and enhancement to property versus potential costs.
• Actively participate with yield management.
• Weekly meeting involving rate strategies for the next 90 days, group backlog, competitive business analysis and financial room forecasts.
• Form partnership with assigned hotel General Managers to ensure collaborative effort as far as growing revenue and market share.
• Help in improving the results of underperforming hotels.
• Provide product quality feedback to the General Managers and VP of Sales and Marketing.
• Completes property visit reports and distributes accordingly.
• Plan, manage and evaluate all financial aspects of the sales efforts throughout the properties to ensure cost effectiveness and optimal utilization of resources.
• Manage incentive plans.
• Assist in preparation, development and execution of all incentive plans.
• Develop and implement an effective incentive plan that recognizes and rewards both individual and team performance.
• Create and manage Sales & Marketing revenue and expense budgets / forecasts for all properties.
• Assist assigned hotels with the annual budgeting process.
• Responsible for monthly forecasts and revisions.
• Responsible for month end reports and sales portion of month end reports.
• Ensure all corporate deadlines are satisfied relating to monthly, quarterly, and annual reporting needs.
• Maintain involvement in all property revenue centers to effectively plan and alter sales methods to ensure all sales levels are at budgeted and forecasted levels.
• Work with Director of Sales & Marketing, Communications teams, and social media in taking an active role in developing Marketing and PR strategies to support the revenue goals.
• Provide direction and specific plans of action.
• Ensure accurate and current Marketing data is readily available to support and document decision making process.
• Support Marketing to include off property meetings or entertainment.
• Maintain all departmental policies.
• Attend all meetings as deemed necessary by the VP of Sales and Marketing and / or General Manager.
• Participate in property specific leadership and cultural development programs.
• Act with organization in the direct selling efforts to achieve property and company objectives and operational goals.
• Maintains a positive image for the hotels in the marketplace and participates in community affairs.
• Maintain current job descriptions for all department positions.
• Complete and maintain accurate, objective and timely performance reviews for the department.
• Monitor all security and life safety policies and procedure making recommendations according to law or improved application.
• Implement proper internal controls to ensure compliance with corporate standards.
• Conduct department meetings with written minutes.
• Receive department related guest complaints and ensure necessary corrective action is administered.
• Maintain open door communication policy for all associates.
• Ensure proper supplies, tools, and equipment is available for associates in order for them to complete their individual job functions according to hotel and company policy.
• Facilitate Sales Missions
• Coordinate all aspects of sales missions.
• Use Hotelligence, Cvent, HIS and other competitor market intelligence to identify target accounts to visit.
• Create sales scripts, presentations, offers and giveaways to ensure hotels are represented to brand standards.
• Facilitate on-going sales training in Area.
• Provide in-field and action plan coaching.
• Create and implement development plans for all sales staff.
• Be a champion of sales excellence by creating initiatives to motivate and inspire sales teams.

MINIMUM REQUIREMENTS

• Experience with hotel PMS systems.
• Bachelor’s Degree or equivalent industry experience.
• Minimum of 5 years’ experience as a Director of Sales in hotels.
• Strong verbal communication and sales skills. Must be able to communicate and receive information clearly. Must be able to read and write in English.
• Strong computer skills.
• Strong customer service aptitude.
• Sales experience.
• Previous telephone sales skills and experience.
• Advanced knowledge of Excel, Word, and PowerPoint.
• Ability to provide strong leadership, guidance and coaching, counseling.
• Interpersonal skills.
• Ability to work within and as part of a larger team.
• Ability to work under stressful conditions and balance multiple commitments simultaneously.
• Strong desire to deliver high quality customer service.
• Detail oriented and organized as it pertains to accuracy and efficiency.
• Personnel management skills.
• Customer service.
• Excellent working knowledge of all sales department operations
• Understanding of budgetary and fiscal responsibility to the department.
• Knowledge of all operational areas of the properties.
• Desire to be progressive and within the hospitality industry

HRI is proud to be an Equal Opportunity Employer who values diversity and their commitment to reflect the communities in which we operate.

We are deeply driven by creating a collaborative and vibrant culture and welcome all regardless of age, race, gender, sexual orientation, religion, national origin, disability or Veteran status.

We offer many benefits for full time employees such as medical, dental, life insurance, 401K, paid time off, discounted hotel stays and more.

Pre-employment background screening is required as a condition of employment. EOE / M / F / Vet / Disabled