Director of Sales

Director of Sales

JOB DESCRIPTION

JOB TITLE : Director of Sales

POSITION : Can be either Exempt or Non-Exempt

RESPONSIBLE TO : General Manager and Ownership

Scope and General Purpose To promote the image and services of the company so that maximum growth occurs through gaining new clients and contracts within the Best Western Brooklyn Center hotel and Conference Center.

Main Duties

1. To follow up leads by visiting prospective clients regularly, often enough to maintain their interest but not too often to alienate them.

2. To submit timely and accurate sales reports to the company in terms of actual results of room bookings through cold calling, internet marketing, telephone solicitation, and actively involved within the community and its events.

3. To achieve or better budgeted sales targets.

4. To identify prospective clients' exact needs, by questioning, observation and the completion of a full sales survey. 5.

To identify and act upon opportunities to achieve maximum RevPar through yield management strategies and to communicate with the Property General Manager and the Revenue Manager, when needed, of these opportunities.

6. To entertain prospective clients, where possible combining this with visits to existing satisfied customers. 7. To liaise closely with operational staff on all details for a prospective new contract and gain their agreement on all details.

8. To maintain communication with the client once the contract is opened and show an ongoing interest in the operation.

9. To analyze statistics thereby identifying key sales areas, problems, and success rate.

10. To work with Team Members to ensure ongoing positive and proactive approaches towards all of the property’s guests of the property.

11. To research prospective client details, finding out as much as possible about the company to ensure a professional approach.

12. To constantly monitor and be aware of competitor activity in the assigned market.

13. To present a realistic proposal to a prospective client, having thoroughly researched cost factors, and ensure that the proposal is achievable.

14. To constantly and consistently be aware of new business opportunities and proactively react to these opportunities for the benefit of the property.

15. To carry out any reasonable request from a supervisor or company representative.

16. To forward a continued financial plan and progression of revenues and expenses to General Manager and Ownership for review.

17. To assist in the motivation of staff through a positive and supportive approach.

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Director of Sales

18. To maximize on marketing / informational tools available through the brand ensuring effective selling of rooms inventory through the effective use of the brands’ reservation system, Global Distribution Services, and the internet.

19. To be committed to and generate Team commitment in the fulfillment of 100% service to the property’s guests.

20. To carry out other duties as necessary to achieve the successful marketing of the assigned properties and assist other properties as directed by General Manager or Ownership

21. Referring business to our sister properties of a sales contact conducts business within our other geographical markets.

22. A minimum of 10 sales appointments and 45 outside prospecting contacts per week within the assigned market area is required.

23. Maintaining an active role within the local community organizations to build professional rapport is ideal.

24. Abides by all policies and guidelines for Best Western Brooklyn Center Hotel and Conference Center.

Qualification Requirements To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

The requirements listed below are representative of the knowledge, skills, and / or abilities required. Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.

Education and / or Experience

o Qualification in hotel sales or related hospitality industry desired.

o Management or senior supervisory experience in hotels or experience in the industry with transferrable skills.

o Proven ability to sell

• Communication Skills
• o Must be able to read, write and understand the English language, write concise reports with proper format, punctuation, spelling, and grammar;

speak with poise, voice control and confidence using correct English and pleasant voice tone.

o Must be able to conduct and manage meetings, as well as speak to large groups as needed. o Ability to communicate with staff members who speak / write limited English.

o Must have an outgoing, sales minded personality with the ability to close.

Accounting Skills

o Must be able to add, subtract, multiply, and divide.

Physical Demands The physical demands described here are representative of those that must be met by and employee to successfully perform the essential duties of the job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Requires bending, stooping, along with the mobility to climb stairs and frequently walk. Occasional lifting and / or moving light objects weighing up to 20 lbs.

may be possible. Occasionally lift and / or move medium objects weighing up to 50 lbs. Requires hand / eye coordination and manual dexterity.

Specific vision abilities required by the job close and distance vision, and the ability to adjust focus.

This position requires the employee to travel their locally assigned market. Travel to meetings / training as required and approved by the General Manager or Ownership

Computer Skills The employee must have the ability to learn and be proficient in Microsoft Office. Ability to learn and be familiar with the PMS systems of the assigned properties is also required.

Director of Sales

Financial Responsibility List monetary / accounting responsibilities applicable to this position.

Maximizing revenue through sales efforts of the assigned locations, working closely with the Hotel General Manager in ensuring correct rate plans are communicated for any given season for the use of the sales department, and recommending rates for the assigned locations through open communication with hotel staff members and the property General Manager / ownership.

Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Office environment
• Unaccompanied travel fluctuating temperatures
• Participation in seminars / training courses / conferences / local events & meetings

Job Type : Full-time

Schedule :

Monday to Friday and the occasional weekend

Experience :

Hotel Sales : 3 years (Required)

Ability to Commute :

Brooklyn Center, MN 55430 (Required)

Willingness to travel :

25% (Required)

Work Location : In person