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Director of Sales

Company Sheraton Suites Wilmington Downtown
Location Wilmington, DE 19801
Update 7 Day ago
300
POSITION SUMMARY The Company operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting and ending times, and hours worked in a week. The Director of Sales & Marketing directs all aspects of sales including analyzing and achieving strategic objectives and business growth potential. Direct staff, sales, accounting/budgeting, asset protection, inventory control and human resources. The Director of Sales directs all operations in alignment with the direction of the General Manager, Company, brand standards, and local, state and national regulations.

Responsible for quality service, meeting/exceeding financial goals, short and long term planning and day-to-day operations. Recommends the Sales budget, marketing/business plans, capital expenditures and manages within approved plans and objectives. This position directly manages assigned staff and indirectly manages all subordinates. Articulates Company goals to the staff.

Demonstrates commitment to these goals through work ethic, integrity and respect for the Company and associates. Unites associates in a common commitment to achieve and exceed these goals. Works closely with management throughout the hotel and the Company. Impresses customers and guests with quality and timely service in a pleasant and friendly manner.

ESSENTIAL FUNCTIONS Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Customer and Guest Satisfaction – As the representative of the Company and hotel, professionally approach and communicate with current and prospective customers. Convey a strong belief in the hotel and confidently discuss hotel features, services and advantages. Exercise creativity, discretion and independent judgment in determining how to assemble an event to suit each customer's taste.

Conduct site visits and prepare original, creative proposals tailored to address the needs of and to impress the customer. Develop solutions to any cost concerns and resolve any challenges or problems. Direct and ensure Sales standards and procedures are followed. Direct the Sales staff schedules to ensure adequate coverage while managing the department budget.

Ensure timely response to customer and guest needs. Resolve customer and guest complaints as appropriate to maintain customer and guest satisfaction. Regularly review service scores to identify areas needing improvement and implement appropriate changes. Ensure the Sales staff regularly adheres to all guest service basics such as uniforms, name tags and proper greeting.

Be knowledgeable on hotel facilities, services and the city to assist customers and guests as appropriate. Human Resources – In conjunction with the Human Resources department, direct recruiting, hiring, training, development and retention of a motivated and efficient Sales staff. Clearly communicate to associates the standards of performance and their role in contributing to individual and team success. Ensure all required training occurs including orientation, safety and fire.

Coach, counsel, resolve conflicts, discipline and terminate as appropriate through fair treatment and in compliance with Company policies and procedures. Conduct associate performance and salary reviews in a timely manner and in accordance with Company guidelines. Ensure all policies and procedures are followed. Insist on a work environment that is free from harassment.

Promote the hotel as an employer of choice in the community. Sales/Profitability – Knowledgeable on market, positioning of hotel, amenities and brand. Understand booking patterns, trends, high demand times, and events in the market. Research and understand demand generators, new business sources, the internet as a prospecting tool, community involvement and networking.

Achieve / exceed personal booking goals and motivate sales staff to do same. Research competing hotels and identify sales strategies. Understand and use industry reports like Star Reports, etc. Develop effective sales strategies to counter the competition.

Influence and convince customers to select the hotel for their hospitality needs. Negotiate terms and reconcile differences. Develop contingency plans and act promptly and effectively when closing problems arise. Develop valuable business relationships that result in additional sales and new customers to capture a larger share of the local market.

Aggressively pursue all appropriate opportunities for customer solicitation and relationship building. Aggressively engage in creative networking, uncovering and cold calling prospective clients to generate activity for future business. Develop, recommend, implement and manage the Sales annual budget, business/marketing plan, and objectives to meet/exceed expectations. Market the hotel and services to meet/exceed sales and financial objectives.

Ensure sales costs are within budgeted guidelines. Review vendors and products to ensure procurement of top quality products at minimum prices. If necessary, develop action steps to correct any expense problems. Submit recommendations for changes and improvements to the General Manager.

Life Safety/Risk Management – Assist the General Manager with hotel life safety. Direct and promote an accident prevention program to minimize liabilities and related expenses. Ensure appropriate sanitary, safety, security and emergency procedures are in place, followed and comply with policies, standards and regulations. Ensure the staff is proficient in sanitary, safety security and emergency procedures.

Notify the General Manager of any potential liability and propose proper course of action to prevent the hotel from incurring any such liability. Make recommendations to the General Manager on additional safeguards as appropriate. Practice safe work habits. Asset Management - Walk the operations daily to identify issues and to speak with and listen to associates.

Ensure associates are properly trained in sales techniques and procedures. Ensure adequate controls are installed and maintained for the protection of the hotel’s financial assets against loss or misappropriation. Ensure preventative maintenance programs are in place to protect assets and maintenance related problems are reported to Engineering through proper channels. Inspect and evaluate the condition of the Sales area and equipment.

Submit recommendations for changes and improvements to the General Manager. Work collaboratively with the Corporate Office to ensure Company assets are accurately tracked. Ensure associates are properly trained in the use and maintenance of Company assets. Leadership – Direct all facets of sales.

Keep abreast of brand standards and the competition's products and strengths to continually improve revenues and profit margins while maintaining quality. Use business/management knowledge, applications in the industry, and experiences to provide leadership, both internally and externally, to assist the General Manager in positioning the hotel as a market leader. Be a coach with a positive attitude on a daily basis. Implement, manage and comply with Company policies, practices and programs.

Ensure compliance with brand standards and local, state and national regulations. Ensure optimal levels of quality service and hospitality are provided to guests. Regular and timely attendance with high standards of personal behavior, appearance and grooming including wearing the proper nametag when working. Communication – Ensure all communication containing Company, hotel, brand, customer and guest information is consistent with privacy policies, practices and regulations.

Maintain a consistent professional and positive attitude when communicating with customers, guests and associates. Maintain effective two-way communications that crosses departmental lines. Approach all encounters and actions with customers, guests and associates in a friendly, service oriented manner. Conduct regularly scheduled meetings with Sales staff to provide organizational information and educate associates on changes and activities.

Communicate Sales activities and plans with peers and superiors to obtain appropriate consultation, guidance and approval. Administration – Direct the compilation and analyze various corporate reports and property reports to provide management with accurate information and to comply with corporate policies and procedures as well as government laws and regulations. Complete all required and requested reporting in a timely and accurate manner. Perform special projects and other responsibilities as assigned.

Participate in task forces and committees as requested. As requested, assist the General Manager with the preparation of the annual hotel budget and forecasts. QUALIFICATIONS The Company may consider equivalent combination of acceptable education and experience providing the knowledge, skills and abilities cited below. Education and Experience: A four-year college degree in hospitality management, marketing, business or related degree and equivalent experience with a strong sales background.

Five or more years of related experience. Familiarity with hospitality industry practices preferred. Skills and Abilities: This position requires a substantial and successful track record in profitable sales management while maintaining integrity and professional bearing. Possess knowledge of accounting and budgeting along with the ability to compile facts/figures and analyze information that involves data manipulation or interpretation to arrive at logical conclusions.

Ability to anticipate and identify issues and exercise initiative to investigate, interpret and weigh alternatives to reach logical conclusions and make sound business decisions. Possess knowledge of hospitality, business and basic accounting principles and practices. Effective listening, verbal, written, negotiation and closing skills. Ability to assess customer needs, understand market dynamics and prepare presentations/proposals tailored for individual customers.

Ability to meet/exceed expectations for prospecting calls, appointments, presentations, proposals and closes. Ability to achieve customer satisfaction. Display consistent professional leadership while simultaneously handling competing and changing priorities and projects. Remain positive, resourceful and possess the ability to improvise while working in a fast-paced environment, sometimes under pressure.

The ability to effectively and efficiently schedule, manage and delegate work. Appropriately and effectively interview, hire, motivate, develop, monitor and address staff performance matters. Possess professionalism, diplomacy and confidentiality. Computer proficiency in Microsoft office along with the ability to travel when needed.

Must satisfy and comply with the legal requirements for employment within the jurisdiction. Working Conditions & Physical Effort: Work is normally performed in an interior environment with some travel. While performing job duties, the associate speaks, listens, completes documents, processes requests and operates office equipment such as a telephone, calculator, computer, copier and fax. Physical requirements include extended periods of standing and/or walking, bending, reaching, pulling, pushing, kneeling, and lifting up to 50 pounds.

The work involves some exposure to extreme temperatures, chemicals, dirt, fumes, smoke, unpleasant odors, and/or loud noises. The exposure to hazards or physical risks requires following basic safety precautions and use of applicable protective equipment. The job requires close vision with or without corrective lenses. This position is required to operate a motor vehicle.

Periodic travel is required. The Sheraton Suites Wilmington Downtown is a Drug Free Workplace and an EqualOpportunity Employer/M/F/Vet/Disabled.