Area Director of Sales

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POST DATE 9/16/2016
END DATE 10/16/2016

Embassy Suites San Luis Obispo San Luis Obispo, CA

San Luis Obispo, CA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Entry Level (0 - 2 years)


Purpose for the Position: The primary purpose of this position is to assist Hotels within region to effectively plan, organize and execute the direct Sales and Marketing efforts to exceed stated Revenue Budgets. They will work with each assigned hotels to create an annual plan and will periodically check progress against the plan. The plan requires the creation of a strategy based on identification of the competition and the revenue potential for each market segment available in the competitive marketplace. This position will identify appropriate measurement criteria and will, in concert with each General Manager, monitor the achievement of hotel directives outlined in their marketing plan in areas such as customers calls, familiarization trips and other programmed activities in Direct Sales, Promotions, Advertising & Public Relations as well as revenue budgets and STAR reports. This position will understand the brand strategy and initiatives and will communicate with the Sales Force attached to each hotel brand operated by Windsor to maximize all potential revenue opportunities. They will have primary responsibility to sell and service multi-location customers such as consortia and other large accounts. This position is a property base position in San Luis Obispo Specific Job Knowledge, Skill and Ability The individual must possess the following knowledge, skills, and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job. * Strong Communication skills emphasizing clarity, purpose and Teamwork including verbal, written, listening and ability to deliver an effective presentation. * Goal oriented with emphasis on monitoring progress and follow up. * Client/Customer orientation toward service and repeat business. * Certified or knowledge in the use of Brand Systems such as National Sales Requests for Proposals, Sales Training, etc * Sales strategy expert offering experience and systematic approach. * Marketing abilities to include Advertising, Promotion and Public Relations. * Direct sales ability to support/mentor Hotel Sales Team members and solicit multi-property accounts. * Excellent organization and time management skills. * Multi-task oriented * Ability to work well under pressure * Proficient in Microsoft Word and Excel. * Appropriate professional appearance and demeanor. * Proficient at statistical and competitive analysis using STAR Report etc. * Accuracy to detail, recognize errors in recorded information * Develop and Implement programs that produce sales results * Strong business sense and negotiation skills * Excellent decision making/problem solving skills. * Develop, mentor and coach a sales team. Essential Functions: General Responsibilities * Assist hotels in attracting, training and retaining Hotel level Sales Team Members including regular visits to each Hotel in region. * Ability to travel by air is a requirement of the position. * Assist in development and the quarterly update of Marketing Plan activities. * Monitor and critique the success of each hotels goals, plans, actions and Key Result Areas * Collect monthly scorecard data for each property to monitor success and challenges * Provide a resource for property level questions regarding Brand initiatives and programs or any other Sales/Marketing questions. * Participation in local Sales calls when at property * Assist in crisis management situations when hotel is without DOS coverage. Solicitation Management * Establish and maintain relationship with each Brand National Sales Representations. Leverage WCG, Inc. as a group at all times. Work as a liaison between the property and these representatives. * Establish and maintain relationship with Local Backyard Contact that you believe has multi property potential work in concert with properties and these agents in leading business in to our hotels. Additional Functions * Training of hotel stuff on effective use of specific management systems such as: * STAR Reports * Business Online Reports * Hoteligence & other competitive market share analysis * HHonors Corporate enrollment & Meeting Planner Opportunities * Rewards * Look to Book, etc * Perform projects and tasks assigned by Vice President of Sales/Revenue Management * Assist in approval process for Sales Collateral to meet WCG & Brand standards. * Assist in development of Best Practices for company Physical Demands: Sedentary work: Exerting up to 10 pounds of force occasionally (occasionally: activity or condition exists up to 1/3 of the time), and/or a negligible amount of force frequently (Frequently: activity or condition exists from 1/3 to 2/3 of the time), to lift, carry, push, or pull, or otherwise move objects, including the human body. Sedentary work involves sitting most of the time, but may involve walking or standing for brief periods of time. Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met. Involves up to 75' travel. Environmental Conditions: Inside: Protection from weather conditions but not necessarily from temperature changes. A job is considered inside if the worker spends approximately 75 percent or more of the time inside. Reasoning, Mathematical and Language Development are indicative of the general level of development required to do this job. Some, but not necessarily all, areas mentioned in this section will be included in this job. Reasoning Development: Apply principles of logical or scientific thinking to define problems, collect data, establish facts, and draw valid conclusions. Interpret an extensive variety of technical instructions in mathematical or diagrammatic form. Deal with several abstract and concrete variables. Mathematical Development: Algebra: Deal with system of real numbers; linear, quadratic, rational, exponential, logarithmic, angle and circular functions, and inverse functions; related algebraic solution of equations and inequalities; limits and continuity, and probability and statistical inference. Geometry: Deductive axiomatic geometry, plane and solid; and rectangular coordinates. General Math: Practical application of fractions, percentages, ratio, and proportion, mensuration, logarithms, practical algebra, geometric construction, and essentials of trigonometry. Language Development: Reading: Read newspapers, periodicals, journals, and manuals. Writing: Write business letters, summaries, and reports, using prescribed format and conforming to all rules of punctuation, grammar, diction, and style. Speaking: Speak extemporaneously on a variety of subjects. Relationships to Data, People and Things: Data: Coordinating: Determining time, place, and sequence of operations or action to be taken on the basis of analysis of data; executing determination of and/or reporting on events. People: Negotiating: Exchanging ideas, information, and opinions with others to formulate policies and programs and/or arrive jointly at decisions, conclusions, or solutions. Things: Handling: Using body members, hand tools, and/or special devices to work, move, or carry objects or materials. Involves little or no latitude for judgment with regard to attainment of standards or in selecting appropriate tool, object or material. Specific Vocational Preparation: Specific Vocational Preparation includes an occupationally significant combination of: vocational education, apprentice training, in-plant training, on-the-job training, or essential experience in less responsible jobs which lead to the higher job or serving in other jobs. To do this job, you must have the following amount of total education and/or experience: (If hiring someone into this position, this would be the minimum amount of experience and education that would be required in order for the incumbent to have a reasonable expectation for success.) 4