Director of Sales - Courtyard by Marriott
Paramount Hospitality Management, LLC
180 Barnes Avenue
Hospitality - Hotel, Sales, Customer Service
- Minimum 2 years' experience in sales or marketing; preferred experience in hospitality or travel and tourism
- Background, credit, and job reference check; drug screening
- Proven track record of success and/or improvement
- Flexibility; willingness to travel to workshops, conventions, meetings, and the like
- Ability to listen effectively and lead a team of professionals
- Ability to work effectively both independently and as a team, delegate/manage/organize projects and priorities consistent with company objectives
- Brand and interface knowledge preferred
Benefits include competitive salary, bonus structure, insurance (medical, dental, vision), paid vacation and sick leave, structured retirement plan, opportunity to travel, and a chance to work with a great team of motivated people.
Due to the nature of the hospitality industry, team members may be required to work varying schedules to reflect the business needs of the hotel.
As a Director of Sales or Sales Manager, you are responsible for revenue production for the hotel meeting or exceeding planned revenue objectives for RevPAR, occupancy and average daily rate (ADR). In addition you are expected to handle managing all areas of sales in accordance with brand standards to achieve a professional rapport within the local business community.
The Director of Sales is a “hands-on" manager actively involved in securing, qualifying and following up on leads to book specific business .
Marketing and Sales Management:
- Develop/assist with development of the hotel's marketing and sales plan based on the hotel's position and strengths within each market segment.
- Implement hotel's marketing and sales plan.
- Analyze and understand the competition's strengths and weaknesses for each market segment and successfully directs marketing activities against each.
- Identify and maintain constant communications with the hotel's key accounts.
- Establish lists of top accounts and top target accounts. Maintain communication with these accounts monthly.
- Actively sell room nights through outside sales calls, telemarketing, tours, etc.
- Actively market the hotel through advertising, blitzes, direct mail campaigns, etc.
- Actively sell to in-house guests (greeting tours, talking with guests at continental breakfast to solicit additional leads, etc.).
- Know the competition well. In addition, familiarize yourself with all “business" in the market, where that “business" stays and why.
- Use the resources in the Inn Step Sales and Marketing Manual to surface, call on and track potential business.
- Know key accounts and actively “sell" through sales calls, property tours, etc.
- Perform sales calls both individually and with the GM and other managers
- Maintain an active and visible position in the local community and industry (including representing the hotel at Visitor's Bureau and Chamber of Commerce meetings)
- Perform all marketing-related activities, including advertising, internet advertising, and the creating and promotion of sales packages
- Support guest service as the hotel's driving philosophy.
- Personally demonstrate a commitment to guest service by responding to guests' needs
- Is committed to making every guest completely satisfied
- Meet or exceed budgeted RevPAR for the hotel.
- Prepare departmental budget that correctly reflects the hotel's business plan.
- Forecast occupancy fluctuations and direct selling activities to maximize revenues.
- Know the hotel's demand segments and sources of business for each and balance market segments consistent with supply and demand.
- Know the principal competition for each market segment and takes advantage of hotel's strengths against each competitor.
- Accurately forecast occupancy changes based on changing market conditions (additions to supply and demand, etc.)
- Accurately forecast revenues/expenses.
- Produce accurate, timely financial reports.
- Identify major revenue and expense opportunities and possible problems.
- Translate business plans into action and manage those actions toward the achievement of revenue and cost objectives.
- Ensure that hotel employees (especially front desk staff) are familiar with key accounts and their specific needs and arrangements (rates, room types, key contacts, etc.).
Additional Operations Responsibilities will include but are not limited to the following:
- “Work" breakfast bar; visit with guests (to solicit guest comments and obtain sales leads and referrals). Make sure that the breakfast presentation is attractive, well stocked and adheres to property standards.
- Tour the property, both interior and exterior, including pool, parking lot, corridors, meeting rooms and inspection of several guestrooms. Follow up on action items with department heads or staff members.
- Check reservations review and analyze room inventory and forecast.
- Review Revenue Maximization Reports and any restrictions and policies in effect.
- Implement revenue maximization strategies.
- Review and approve audit pack.
- Review activities designed to develop and maintain guest loyalty.
- Weekly sales meeting with all sales staff (if any) and assistant general manager to discuss sales call volume and reports, forecast, performance against budget and to determine strategies.
- Weekly revenue meeting with sales manager, assistant general manager and front desk manager to review Revenue Management Reports, discuss revenue maximization strategies and determine action steps.
- Showcase the hotel and area amenities with detailed knowledge and enthusiasm
- Ensure every guest has a memorable, positive guest experience.
- Maintain guest service as the driving philosophy of the hotel.
- Develop and implement marketing and sales plans based on demand segments to maximize revenue per available room.
- Use SMART Sales Tool.
- Know why competitors are successful in each demand segment and directly markets/sells against them.
- Ensure that marketing and sales plans are appropriate for each sale period, including special plans to maximize room revenue during forecasted low occupancy.
To maintain a competitive advantage in the marketplace, our hotel must provide a totally satisfying stay to every guest, every time. Each point of contact with the guest is a “moment of truth"Ñan opportunity that will make or break the guest's experience. The following characteristics drive the target guest's lodging selection process and decision to return. Consistent delivery is essential to the success of your hotel.
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