Job Description

JOB TITLE: DIRECTOR OF SALES

REPORTS TO: General Manager

STATUS: Exempt

JOB SUMMARY:

The Director of Sales is responsible for generating top line revenue. He/she manages sales and marketing goals. The DOS is responsible for the direct management and supervision of hotel sales activities, the sales department and its employees, as well as a member of the Hotel Management Team.
He/she is expected to develop and promote superior skills in dealing with clients, guest and co-workers.

QUALIFICATION STANDARDS:

Education & Experience:

• Two (2) year or four (4) year college degree preferred.
• Three (3) to five (5) years outside sales and sales management experience.
• High school diploma or equivalent required.
• Must have valid driver’s license for the applicable state.
• Must be fluent in English.

Physical requirements:

• Long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull, or otherwise move objects.

Mental requirements:

• Must work well in stressful, high pressure situations.
• Must be effective at listening to, understanding, clarifying and resolving the concerns and issues raised by clients, guests, co-workers and reports.
• Must be effective in handling problems in the workplace, including anticipating, preventing, identifying and solving problems as necessary.
• Must maintain composure and objectivity under pressure.
• Must be able to convey information and ideas clearly.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must have the ability to assimilate complex information and data from disparate sources and consider, adjust, or modify to meet the constraints of the particular need.
• Must be able to work with and understand financial information and data, and basic arithmetic functions.

DUTIES AND RESPONSIBILITIES

SERVICE ATTITUDE AND COMMUNICATION

• Maintain high standards of personal appearance and grooming, which include compliance with

LodgeWorks dress code and wearing a name tag when working.

• Must be always friendly, attentive, courteous and efficient in the dealings with clients, guests, managers and all other employees.
• Comply at all times with LodgeWorks compliance standards and regulations to encourage safe and efficient hotel operations.
• Develop a team player attitude and lead by example for the good of the hotel.
• Attend guest functions regularly and encourage Sales Department to attend willingly.

MANAGERIAL RESPONSIBILITY

• Manage through professional example, while motivating and challenging the Sales Staff.
• Become accountable for developing, monitoring and achieving the revenue budget.
• Delegate tasks to Sales Coordinator which take away from prime sales time.
• In conjunction with the General Manager, lead weekly scheduled sales meetings which focus on top line revenue production through direct sales the number of prospecting and existing calls to be made by all sales personnel and the potential business results of these calls.
• Provide clear direction and feedback on a regular basis to all sales staff employees.
• Monitor call reports and expense reports for the Sales Managers.
• Develop Sales Staff by providing direction, training and mentoring for future advancement through corporate programs and on-the-job training.
• Prepare and conduct all interviews for Sales Staff and follow hiring procedures according to

LodgeWorks/Brand standards.

• Perform all Sales Staff performance appraisals according to LodgeWorks/Brand standards.
• Motivate, coach, counsel and discipline Sales Staff according to LodgeWorks/Brand standards.
• Develop a full understanding of operations of the hotel, including front desk, reservations and food & beverage.
• Serve as member of the Hotel Management Team and participate as required in Manager on Duty coverage.

SALES & REVENUE RESPONSIBILITY

• Conduct direct sales activities and solicit assigned accounts to achieve or exceed budgeted rooms revenue and to improve performance of the brand in the marketplace.
• Develop superior knowledge of the marketplace and competitors, as well as market conditions which might affect revenues.
• Develop realistic quarterly marketing plans and accept accountability for them.
• Meet or exceed all established sales goals.
• Establish sales goals and quotas for Account Managers.
• Maintain and monitor production of all top accounts.
• Evaluate trends within the marketplace and react appropriately.
• Have superior understanding of rate mix management, and actively participates in RevMax meetings.
• Monitor inventory and rate availability.
• Make sales appointments and cold calls to consistently prospect accounts for all direct sales segments (long-term business, short-term business and leisure). These calls should be individual as well as joint calls with Sales Managers. 65% of time should be spent on outside sales calls.
• Maintain a good working relationship with existing client base and explore ways to increase revenue from this base.

• Invite clients to the hotel for site tours, lunches, barbecue, etc.
• Meet and greet on-site contacts.
• Actively develop an in-house sales program for current guests to obtain new referrals.
• Assist in developing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.
• React to negative trends in the marketplace by implementing blitzes or special promotions.
• Abide by prime time selling activities.

ADMINISTRATIVE RESPONSIBILITY

• Monitor the ACT or similar sales tracking system to be used by self and Account Managers.

GENERAL RESPONSIBILITY

• Be familiar with company sales policies, hotel rules, and hotel terminology.
• Maintain all compliance standards and regulations to encourage safe and efficient hotel operations.
• Participate in all-employee meetings, events and other functions required by management.
• Perform any other duties as requested by the General Manager.

Job Type: Full-time

Pay: $70,000.00 - $80,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Cell phone reimbursement
• Dental insurance
• Employee assistance program
• Employee discount
• Flexible schedule
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift

Ability to commute/relocate:

• King of Prussia, PA 19406: Reliably commute or planning to relocate before starting work (Required)

Work Location: One location

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