Director of Sales

Job Description

Job Description

Description :

Arbor Lodging is a leading hotel investment and management company with a growing portfolio of hotels across the United States.

We have been entrusted by numerous partners and are approved managers for Marriott, Hilton, Hyatt, and IHG. Our culture is focused on connecting our guests with exceptional experiences.

We are people-focused, data-driven, and accountable to our guests and our clients.

Summary :

The Director of Sales is responsible for developing and fostering hotel business through direct sales, marketing, telemarketing, direct mail, and tours of the hotel.

This is an advanced level position designed to lead a sales effort in the solicitation of new business and the maintenance of existing transient, group, and meeting room businesses.

This role is also responsible for all sales / marketing and advertising tasks, public relations, and administrative reporting.

Duties & Responsibilities :

• Provides the highest quality of service to the customer at all times, setting an example for all hotel staff members.
• Develops a marketing plan by gathering historical and competitive data and determines the appropriate action plan(s) to meet those goals.
• Works with the General Manager to prepare the annual sales and marketing budget. Updates action plans and financial objectives quarterly.
• Develops new business by obtaining accounts from competition, through lateral development of existing accounts, and by contacting new customers in the market.

The solicitation of new business and saturation of existing business should be through a combination of in-house appointments, telephone, and personal calls as outlined by the marketing plan and budget.

• Entertains and maintains close relations with major accounts, tourism and business associations, and community leaders to develop positive rapport and ensure repeat business.
• Prepares and interprets month-end reports. Monitors and analyzes trends so we are always prepared and proactive to changes rather than reactive.
• Suggests and provides advertising or promotional support, holiday packages, corporate clubs, etc.
• Works closely with the corporate revenue manager and property leadership to ensure the selling strategies are understood and revenue is maximized.
• Ensures property follow-up and implementation of guidelines for operational procedures. Revises sales and marketing guidelines, marketing procedures, and promotions manually when appropriate.
• Qualifies and greets in-house guests at each hotel on a scheduled basis.
• Completes weekly reports and submits those required to the General Manager.
• Completes a minimum of 10-12 outside sales calls per week and 4-5 tours of the hotels per week.
• Completes a minimum of 30 prospecting calls per week.
• Attends, participates in, and leads weekly sales meetings.
• Informs General Manager of potential opportunities / concerns with clients and progress of special projects.
• Monitors room inventory and rate programs; must be knowledgeable of occupancy, average rate, and REVPAR goals.
• Complies with company policies and procedures.
• Ability to positively interact with multiple personality types.
• The duties and responsibilities described are not a comprehensive list; additional tasks may be assigned at any given time.

The scope of the job may change as necessitated by business demands.

Requirements : Qualifications :

Qualifications :

• 3+ years experience in hotel sales roles
• Experience in hotel industry required
• Ability to work in a fast-paced environment

Benefits :

• Competitive salary
• Annual review with increase potential
• 401k program with company match
• Additional benefits may be available

Arbor’s Guiding Principles :

Arbor Lodging focuses on Five Guiding Principles to foster a culture where growth, development, and progression thrive within the properties :

• Do the Right Thing - Operate and act with integrity in all you do even when it is not convenient.
• Lead with Heart - Be kind, passionate and hospitable.
• Be Accountable - Take ownership and deliver results.
• Aim Higher - Go above and beyond to exceed expectations and pursue thoughtful change.
• Celebrate Differences - Embrace diversity; respect individual opinions and ideas.

Arbor Lodging Management provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

In addition to federal law requirements, Arbor Lodging Management complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.