The Director of Sales leads the property’s sales department. This role provides daily leadership to the sales team, driving performance to meet booking and revenue goals. The Director develops and executes property-wide sales strategies aligned with brand standards and customer expectations, ensuring a strong return on investment for ownership.
Key Responsibilities:
Sales Strategy & Execution:
- Develops strategic account plans targeting key market demand generators.
- Lead both proactive and reactive sales efforts to maximize revenue.
- Collaborates with the Regional Director of Sales and Marketing to shape marketing initiatives.
- Analyzes market trends and customer intelligence to adjust sales strategies.
- Reviews STAR reports and competitive data to maintain market awareness.
- Research competitor strategies to grow occupancy, RevPAR, and market share.
- Participates in weekly sales strategy meetings and contributes innovative ideas.
- Oversees group sales deployment and account participation.
- Acts as the primary sales contact for the General Manager, property leadership, and regional sales teams.
- Coordinates with Revenue Management, Event Management, and Marketing communications to align efforts.
- Conducts sales calls to secure new business and close deals.
- Identifies public relations opportunities to enhance marketing efforts.
- Ensures compliance with brand standards and supports operational execution of booked business.
- Resolves guest issues related to the sales process through effective escalation mechanisms.
- Drives revenue growth, manages expenses, and ensures ROI for ownership.
- Implements brand service strategies and foster long-term customer relationships.
- Partners with regional marketing for promotional initiatives.
Building Successful Relationships:
- Cultivates partnerships with local organizations to boost brand visibility.
- Enhances community engagement through participation in trade shows and client events.
- Delivers exceptional customer service to build loyalty and satisfaction.
- Understands client needs and recommends tailored solutions to exceed expectations.
Leadership
- Sets and aligns sales goals with brand strategy.
- Leads the team to achieve individual and collective booking targets.
- Establishes effective processes and performance management systems.
- Uses the Leadership Performance Process (LPP) to set expectations and manage performance.
- Mentors and trains group sales associates using available tools and resources.
- Evaluates sales channel effectiveness and builds strong internal partnership.
- Manages the marketing budget to support property-specific campaigns and promotions.
