Director Sales & Marketing

The Director of Sales is responsible for directing,
br coordinating, training and supervising the Sales
br Managers, Catering Manager(s) and SalesCatering
br AdministratorsCoordinatorsAdministrative Assistants in
br all sales-related activities, including direct sales
br efforts, follow-up and proper sales administration.
br Heshe is also responsible for growing existing accounts
br and generating new business to ensure that Room revenues
br and Catering revenues meet or exceed budget in order to
br maximize revenue and profits, and to improve the hotel?s
br performance in the marketplace.
br
br
br Job Responsibilities
br
br * Supervise, administer and ensure timely completion of
br all activities of the Sales Department.
br
br * Develop a full working knowledge of the operations of
br the hotel, including Food and Beverage, Guest Services
br and Reservations.
br
br * Develop a complete knowledge of company sales policies
br and SOP?s, and ensure knowledge of and adherence to
br those policies by the sales team.
br
br * Develop and maintain market awareness to ensure
br ability to predict revenue opportunities and set
br proactive strategies.
br
br * Meet or exceed set goals.
br
br * Operate the Sales Department within established sales
br expense budget.
br
br * Participate in required M.O.D. and Saturday office
br coverage as schedule.
br
br * Be responsible for developing a Manager in Development
br (MID or DOSID) as assigned by the Corporate including
br sign-off on all competencies, and assist in hisher
br placement.
br
br * Coordinate group, transient and catering bookings to
br maximize profits.
br
br * Initiate and follow up on leads.
br
br * Maintain and participate in an active sales
br solicitation program.
br
br * Monitor production of all top accounts and evaluate
br trends within your market and ensure that the Sales Team
br is held accountable for those accounts within their
br respective territories.
br
br * Coordinate all non-group transient sales and catering
br solicitations to maximize overall profits.
br
br * Administer training in the Sales and Catering
br departments, according to Highgate Hotel standards.
br
br * Assist in the preparation of required reports in a
br timely manner.
br
br * Conduct weekly sales meetings according to Highgate
br Hotel standards.
br
br * Develop quarterly KRA?s, and review the KRA process
br with the Sales and Catering Team to ensure that
br deadlines are met.
br
br * Conduct daily Highgate Hotel Business Review (HHBR)
br meeting with Sales and Catering, operations staff and
br General Manager.
br
br * Be familiar with all Highgate Hotel sales policies and
br selling techniques with an emphasis on maximizing
br occupancy, Average Daily Rate (ADR) and Banquet and
br Catering revenues.
br
br * Conduct all Sales and Catering Team Performance
br Appraisals according to Highgate Hotel SOP?s.
br
br * Motivate, coach, counsel and discipline all Sales and
br Catering department personnel according to Highgate
br Hotel SOP?s.
br
br * Review meeting planner evaluations as received to
br ensure that any problems are rectified.
br
br * Conduct a professional, thorough site inspection of
br the hotel with clients, exhibiting key features and
br benefits of the property, and ensure that all Sales
br Managers conduct thorough site inspections.
br
br * Develop strategies to increase share from competitors
br when the hotel revenue penetration goals are not being
br met.
br
br * Use your property?s computerized sales management
br system to manage the hotel?s business, including (but
br not limited to) generating reports, entering business,
br blocking space and building accounts.
br
br * Monitor the Sales incentive plans and ensure that
br Sales staff can explain their potential earnings and
br benefits, and assist in ensuring that incentives are
br proces