OVERALL RESPONSIBILITIES The Director of Sales is responsible for overseeing the Sales team in all sales-related activities as well as training-related items. You will be responsible for contacting new clients and maintaining relationships with existing client base, to grow the hotels market share while ensuring room revenues and meeting room revenues outperform budget. You will analyze the hotel's demand segments, sources of business for each segment and manage pricing and rooms inventory to maximize revenues and profits. You will be expected to know the principle competition for each segment and leverage the hotel's relative strengths against each. Every member of our sales team must maintain customer satisfaction as the driving philosophy of the business. This position requires strong negotiation skills and good judgment, as well as the ability to work well with other departments and maintain strong interpersonal relationships both inside and outside the hotel. We require prior hotel sales experience and prefer sales experience within the area market. Some travel is required. JOB REQUIREMENTS Director of Sales must have a minimum of 2 years Director of Sales, or 5 years Sales Manager, experience in a limited-service hotel with 100+ rooms, and can develop marketing plans and budgets. Detail oriented leader possessing strong interpersonal skills. Excellent verbal communication/presentation skills. Strong business writing skills. Ability to gain confidence and build rapport with customers. Excellent time-management skills and ability to delegate and handle multiple priorities. Exhibit creative problem solving and strategizing. Ability to effectively train, coach and direct the Sales team. Strong organizational skills for most effective results and efficiency. Strong negotiating skills and decision-making capabilities, resourcefulness to conduct independent research and gather information to fully understand market, accompanied by solid analytical skills. Ability to handle conflict and resolve situations in a logical win/win manner both for customer and hotel. Experience with Marriott Sales & Revenue systems including CI/TY, MARSHA, One Yield v2, and other sales tools, i.e. Hotelelligence Reports, OTA Insights. ESSENTIAL FUNCTIONS Practice the Residence Inn Shaping Service guest service model at all times. The Director of Sales is responsible for directing, coordinating, training and supervising all members of the Sales team in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. Also responsible for growing and handling existing accounts and generating new business to ensure that room revenues and meeting Room revenues meet or exceed performance in the marketplace and budget. Negotiates room blocks, room rates, function space, food and beverage prices, and hotel services within approved departmental booking guidelines. Confirms in writing to the client, and all affected hotel departments, all group requirements via Group Sales Contract, corporate rate agreement, or Banquet Event order. Participates in sales trips to key feeder markets and attends trade shows to maximize the generation of hotel sales and revenues. Participates in industry and civic organizations and all local community functions representing sales opportunities for the hotel. Conducts hotel tours and entertains qualified potential clients in accordance with the company and property policies. Calls on prospects to solicit business, analyzes requirements of function, outlines available hotel facilities and services offered and quotes prices. Sell group business. Communicate details of group bookings hotel departments. Works closely with Revenue Manager to properly maintain room inventory, set rates, and stay restrictions. Responsible for development, solicitation and maintenance of accounts to meet or exceed budgeted goals, and for the management of all aspects of the Sales department in accordance with hotel standards. Increases sales volume and profitability by assisting in developing and executing projects as stated in the hotel marketing plan. Meet budgeted sales goals by soliciting, selling and confirming business as required. Review daily status of business, schedules, priority assignments, booking and all information pertinent to the department operation; organize traces for follow-up. Coordinates with various departments the activities related to booked business. Monitor and handle all inquiry calls on a timely basis; actively solicit and book business following hotel standards. Meet with clients to work out the details of their requirement for rooms; suggestively sell hotel features and benefits. Prepare plans and actions in accordance with annual Sales & Marketing plan and complete weekly sales reports.

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