Director of Sales

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POST DATE 9/18/2016
END DATE 10/18/2016

Holiday Inn Burbank Burbank, CA

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


Position Title: Director of Sales Department: Sales FLSA: Exempt Reports To: Director of Operations JOB OVERVIEW: Develop and implement the total sales and marketing strategy of the hotel to ensure that revenue and room night sales goals are achieved; revenue, sales and marketing strategies are set; tactical plans are created and implemented; and that results are monitored and achieved. DUTIES AND RESPONSIBILITIES: Direct the day-to-day activities of the sales team, plan, organize, and assign work, develop and communicate strategies and goals. Advise staff of formal policies and procedures. Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication. Responsible for 10-20 personal sales calls monthly and conducts 5 phone calls daily. Completes and provides weekly/monthly sales activity reports. Meets quarterly sales goals as outlined. Manage Hotels RFP process/rate negotiations according to hotels rate structure and guidelines Create and present annual marketing and business strategy plan by market segment. Analyze historical, current and future hotel/market trends and create selling strategies to capture the maximum amount of revenue and meet /exceed sales goals Develop and execute a comprehensive personal sales plan for each sales manager to deliver predetermined goals for group and corporate accounts with corresponding room night targets. Directly responsible for establishing and maintaining the corporate rated accounts in the hotel. Develop and continually enhance relationships with key corporate, business and travel industry accounts to maintain and increase our market share. Directly responsible for hotels revenue management program and coordination with brand revenue management programs. Prepare annual group, contract and corporate room night s, average rate and annual sales budgets. Prepare weekly and monthly forecasts for group, contract and corporate room nights and revenues. Recommend and/or initiate salary, disciplinary, or other staffing/human resources-related actions in accordance with Company rules and policies. Alert management of potentially serious issues. Create, train, and motivate a sales team that is responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotel, while maintaining guest satisfaction. Develop and maintain relationships with key clients in order to produce group and/or convention business, to include room sales, food & beverage sales, and catering/banquet services. Achieve budgeted revenues and maximize profitability within all areas of responsibility. Drive the preparation of the annual departmental operating budget, the hotel marketing plan and business plan, and financial plans which support the overall objectives of the hotel. Produce monthly reports and sales forecasts. Develop hotel-level tactical sales plans and special programs that drive measurable, incremental occupancy, increase average rates, increase business volume during off-peak periods, increase local food and beverage and banquet sales, and enhance the image of the hotel in the local community. Monitor sales activities/performance to ensure actual sales meet or exceed established revenue plan. Conduct Daily/Weekly/Monthly competitive rate shops, and shopping site visits Identify operational problems that impact the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department heads on solutions. Analyze current/potential market and sales trends and coordinate all activities to maintain and increase revenue and market share through added business volume and increased rate. Create and develop special events and sales blitzes to showcase the hotel to potential clients. Direct the scheduling of conventions and/or business group activities at the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients. Work closely with key contacts within the city to ensure constant, high-profile exposure of the hotel. Develop and maintain good relationships with officials and representatives of local community groups and companies, and attend out-of-town conventions to generate convention and group business. In coordination with General Manager, serve as hotel representative for media related inquiries and refer sensitive matters to the corporate Public Relations Department if necessary. Review advertising, print and other media for the hotel. Work with advertising agencies, consulting firms and vendors to maximize advertising investments and ensure ads represent brand identity and are appropriate for target audience. Attend trade shows and major market events locally and nationally to promote new business and increase sales for the hotel. Promote teamwork and quality service through daily communication and coordination with other departments. Key departmental contacts include all hotel departments, hotel Executive Committee, and corporate/regional sales group. Interact with outside contacts: Guests to ensure their total satisfaction Airlines, wholesalers, corporate accounts, travel agencies, ad agencies within local, domestic and international markets to ensure repeat business, follow up on events and generate new business Other contacts as needed (Professional organizations, private clubs, community groups, local media) Perform other reasonable duties as assigned by Director of Operations and Ownership Ensure compliance of Brand Standards in all media and hotel services. May serve as manager on duty as required.