Area Director Of Group Sales

Full Time Job
Our client, a well-known theme park and resort company, is looking for a Director of Sales. Representing the Resort Hotels, this senior level position provides a unique opportunity for the right individual to coach and lead the group sales efforts for two resorts. The position is responsible for all revenue streams attributable to overnight group hospitality sales to include guest rooms, banquet, catering, and other revenues attributable to the group activity. Of primary importance in this role is the ability to lead a team of sales professionals to achieve their respective goals and fully contribute to the overall revenue metrics of each resort. This role will have a sales revenue goal and manage the goals of each individual on the group sales team.

Responsibilities

• Lead and direct the development and implementation of strategic sales and marketing plans and initiatives to include, but not limited to, interacting with clients and the media, directing solicitation efforts, securing business, preparing and presenting statistical and performance reports and managing all financial aspects of the operation.
• Partners with the Director of Revenue Management (DORM) and finance to develop the group room night and Food and Beverage (F&B) revenue budget.
• Partner with the DORM to include, but not limited to, determining sales pricing strategies, developing rates, establishing group thresholds, determining space utilization policy, deploying competitive data strategies, conducting demand analysis and managing market mix.
• Partners with the DORM to ensure all group contracts adhere to established Rev Max strategies, booking polices and reviewed for final contract approval.
• Daily management of group room nights in relation to meeting and event space utilization to ensure maximization of space.
• Meet with Sales Managers individually on a weekly basis to review revenue goals vs. actuals, prospecting review and 30/60/90 action plan to ensure all sales tactics and strategies are being implemented.
• Develops and oversees the sales administration expense budget and ensures the team adheres to budget and purchasing guidelines. Attends the monthly P&L review.
• Develop and conduct persuasive verbal sales presentations to prospective clients.
• Review sales contracts as well as other key details e.g. room blocks, rooming lists, cut-off dates, deposit and payment schedules, banquet guarantees, attrition clauses and special concessions and confirm with clients.
• Ensure timely response to all RFP's and other leads/inquiries.
• Create and distribute group resumes, lead pre-and post-convention meetings (as applicable) and communicate any changes to appropriate departments and people in a timely manner.
• Compiles and enters group forecast, creates group segmentation strategy, conducts weekly and monthly STR review and leads sales department initiatives as needed.
• Ability to access, understand and accurately input information using Delphi.fdc.

Qualifications

• Advanced knowledge of principles and practices of Sales & Marketing in the hospitality industry.
• 4-year college degree preferred
• Minimum of 10 years in the hospitality industry
• Minimum of 5 years as Director of Group Sales, preferably in a multi-property environment.
• Work background must reflect a successful track record of accomplishment and growth in hospitality sales.
• Must be proficient in Microsoft Word, Outlook, Excel and Power Point.
• Working, hands-on knowledge of PMS and POS Systems is preferred, particularly Opera (PMS), Delphi, Salesforce or other group sales management systems.
• Must successfully pass background and drug tests.