Responsible for orchestrating the efforts of the Sales Department in order to capture a higher percentage of the current market share, resulting in high occupancy levels and average rate throughout the year, with the goal of increasing both average rate and occupancy each year.

AREAS OF RESPONSIBILITY                                                                                                                                   

Departments:

Sales, Reservations, Catering & Conference Services

Direct Reports:

Sales Manager, Reservations Supervisor, Sales Coordinators, Catering & Conference Services Manager

Other:

Works closely with the Area Director of Revenue Management.

JOB DUTIES:                                                                                                                                                           

Job Specific Duties

• Develop the hotels Sales & Marketing Plan.

   

• Direct the solicitation efforts of the sales staff through effective oral and written communication while overseeing rate, date and space commitments for group room sales within the hotel

   

• Develop the property’s Annual Sales & Marketing Plan and continuously monitoring its effectiveness, making adjustments in response to changes in the market, as needed.

   

• Assist in the development of the hotel’s Business Plan

   

• Monitors market trends and related information for development of new marketing strategies. Make reasonable recommendations to improve potential from various markets

   

• Create and monitor budgetary guidelines for the Sales Department.

   

• Review and approves Sales Trips and Expense reports

   

• Liaison between the property and Corporate Sales & Central Reservations.

   

• Reviews Contracts ensuring that terms are in the best interest of the hotel.

   

• Develop rates, group sales and catering deployment strategies through review of competitive data, demand analysis and mix management

   

• Handle press inquiries and coordinate various PR related events.

   

• Attend key industry Sales Events, such as Trade Shows and Blitzes, in order to solicit new, highly profitable business for the hotel.  

   

• Research and identify the more lucrative sales-related events that would be of the hotel’s best interest to have representation; and ensures proper representation of the hotel.

   

• Responsible for the Hiring, Training, Coaching, and Counseling of both management & non-management personnel in the Sales, Catering/Conference Management & Reservations departments.

   

• Interview, hire, train, recommend performance evaluations, resolve problems, provide open communication and recommend discipline and/or termination when appropriate

   

• Ensure training programs are conducted regularly according to Crestline Hotels & Resorts guidelines resulting in steady improvement of the department’s production levels.

   

• Prepare weekly, monthly, and annual reports required by Corporate Sales and the General Manager.

   

• Maintain active membership in various local and national associations where membership creates potential business for the hotel.

   

• Develop and conduct persuasive verbal sales presentations to prospective clients. Internally promote HEI programs.

   

• Motivate the Sales, Reservations, and Catering team to increase hotel sales,

   

• Fosters a friendly competitive atmosphere within the department in which all team members are focusing on  

   

• Conducts effective presentations during client site inspections, outside sales calls, and client entertaining opportunities

   

• Communicate both verbally and in writing to provide clear direction to the staff.

   

• Organize and/or attend scheduled sales department, executive committee, and related meetings

   

• Comply with attendance rules and be available to work on a regular basis

   

• Extensive knowledge of the Travel Industry, especially the DC market.

   

Management Skills

• Be knowledgeable of the service standards for positions in the Food & Beverage department.  Ability to perform all tasks to standard.

   

• Enthusiastically greet all guests, both internal & external, in a friendly, warm hospitable manner.

   

• Attend client events and association meetings/events as needed.

   

• Attend required conference calls & meetings both on and/or off property.

   

• Monitor the operations of the outlets to determine any areas concern,  where change is needed.

   

• Actively Participate in Employee-related Committees & Events.

   

• Assist coworkers & other departments as needed.

   

• Continuously promote the amenities of the hotel & other CHRI managed properties.

   

• Be knowledgeable of the hours of operations and services provided by all departments & outlets on property.

   

• Maintain Open Communications at all times between all levels of management and non-management staff.

   

• Attend Industry Trade shows, become knowledgeable of new products/concepts, n the market, making recommendations when appropriate.

   

• Member of the Emergency Response Team (ERT), assisting with employee safety education and the coordination of Emergency procedures such as fires, theft and natural disasters.

   

• Maintain a clean, neat, safe work area throughout the department and hotel

   

• Conduct Performance Appraisals.

   

Technical Skills

Working Proficiency in Microsoft Office for Windows applications: Word, Excel, & Outlook. 

Knowledge of Delphi a definite plus.

Knowledge of Opera PMS a plus

Knowledge of GDS systems a must

JOB REQUIREMENTS                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              

• Ability to manage change effectively.

   

• Ability to create and maintain a customer service oriented atmosphere within the department.

   

• Foster an atmosphere of teamwork between hotel departments.

   

• Excellent organizational and multi-tasking skills.

   

• Ability to prioritize daily tasks and manage time effectively.

   

• Ability to work with little or no supervision

   

• Ability to Train either one-on-one or groups

   

• Ability to effectively coach and counsel associates as needed

   

• Ability to maintain a clear channel of communication throughout the hotel.

   

• Clear, concise written and verbal communication skills.

   

• Ability to make presentations in front of groups.

   

• Ability to sell concepts and ideas to management, peers, and employees.

   

• Ability to remain calm, making reasonable/appropriate decisions, at all times.

   

• Ability to lead a team in achieving established goals.

   

• Maintain a good working relationship with other departments and vendors.

   

• Create & maintain a courteous, friendly, professional work environment.

   

• Must be Customer Service Oriented at all times when dealing with both internal & external customers.

   

• Ability to read, interpret, and enforce, all rules and regulations established by CHRI & The Melrose Hotel.

   

• Ability to gather & analyze information from various sources, and choose a reasonable/responsible course of action.

   

• Excellent Problem Resolution skills.

   

• Ability to think outside the box/be creative when developing new concepts or when handling customer complaints.

   

• Ability to read, interpret, and analyze financial and statistical data, identifying trends and creating a reasonable course of action based on information given.

   

• Ability to read, interpret, follow, implement and enforce all company guidelines procedures, including Safety Guidelines, Standard Operating Procedures and Local Standard Operating Procedures.

   

• Ability to maintain a professional appearance (as listed in established guidelines) and behavior at all times.

   

• Ability to take projects from inception through to completion.

   

• Ability to effectively manage a multi-cultural staff.

   

• Offer assistance to other departments, as needed.

   

• Ability to operate communication devices such as two-way radios

   

• All other duties as assigned by Corporate Sales Department or General Manager.

   

EXPERIENCE                                                                                                                                                         

• Minimum of 1 year as a Director of Sales experience in an upscale property required.

   

• Catering & Conference Service experience required

   

• Marketing experience a plus.

   

• Public Relations experience a plus.

   

• Revenue Management experience a plus.

   

PHYSICAL DEMANDS:                                                                                                                                         

Standing/Walking	40% of the time	Push/Pull	Up to 30lbs occasionally
Sitting	60% of the time	Travel	25% of the time

EDUCATION & CERTIFICATION                                                                                                                          

Bachelors of Science degree or higher: Preferably in Hospitality/Business Management, Sales & Marketing, or related field of study.