Director of Sales

Location Asheville, NC
Property The Foundry Hotel
Date Posted November 21, 2017
Job Type Customer Service, Sales and Marketing

Description

Asheville, NC – The Director of Sales, reporting to the General Manager, is responsible for the Sales functions of the hotel including soliciting of accounts, nurturing and growing client relationships/business, consistently up-selling the hotel’s rooms and banquet space to meet or exceed set sales goals, budgeting, forecasting and the creation of the marketing/business plan.

This position is responsible for actively soliciting and booking group rooms, catering and special events as well as coordinating details for group accommodations contracts, résumés, BEOs, menus and logistics for events with clients and the operations team. He/She will oversee all aspects of fulfillment of what was sold to the clients.

ESSENTIAL JOB FUNCTIONS

  • An effective member of the Executive Committee
  • Is a leader in Revenue Management to ensure that maximum hotel profit is achieved in the development, maintenance, and education of rate pricing, selling and will play a role in the development of all members of the team
  • Provides guidance and direction in the development of segment action plans
  • Provides the appropriate training programs to sales office staff
  • Coordinates the activities of outside agencies and internal staff along with the Corporate Marketing team on local and in-house advertising campaigns; supervises the production and distribution of literature and collateral
  • Ensures the integrity of key account/key prospect database and monitors staff input for accuracy, thoroughness, and coverage of local area
  • Prepares weekly, monthly, quarterly and annual reports as required
  • Participates in select sales activities both on and off property
  • Liaise with Public Relations to stimulate additional profile within all markets, which complement the sales effort
  • Coordinates and conducts periodic pricing reviews
  • Maintains open communication with Corporate Office personnel
  • Takes an active role in Regional and State Tourism Partnerships
  • Focuses attention on prospecting new accounts, which may be users of other regional, national and international destinations
  • Regularly entertains existing and potential clients
  • Has ongoing personal involvement in community events
  • Participate in business review meetings with owners, managers and the management company
  • Organize and conduct pre-function meetings with clients and the operations team as required to ensure accurate execution of client events
  • Prepare weekly and monthly reports detailing sales activity and results
  • Monitor room inventory and rate programs and is knowledgeable of occupancy
  • Initiate and follow up on all leads
  • Conduct site inspections with potential clients
  • Attend and participate in property and industry sales meetings
  • Attend and participate in CVB events, AAA events, bridal shows, trade shows, etc.
  • Maintain close relationships and develop a positive rapport with tourism accounts, business associations, and community leaders to ensure repeat business
  • Monitor competitive set to maintain proper positioning
  • Establish relationships with competitors to ensure referral opportunities
  • Periodically act as manager-on-duty and support the work of the other hotel and restaurant managers
  • Take responsibility for other duties as assigned

EDUCATION/EXPERIENCE

  • College Degree preferred
  • A minimum of five (5) years sales experience in an independent, upscale hotel environment is preferred – soft brand experience a plus

REQUIREMENTS

  • Minimum of 4 years’ experience as a Director of Sales in the hotel industry
  • Must be highly motivated, self-directed, with strong initiative and desire for achievement
  • Exceptional customer service skills required
  • Must possess strong computer skills
  • Excellent communication and presentations skills required
  • Must be a leader, a driver, and bottom line oriented
  • Strong Computer skills
  • Outstanding communication skills
  • Proficient in computer software including Microsoft Excel and Word
  • Working knowledge of PMS systems
  • Strong leadership and people skills, plus the ability to build and foster a positive team environment

PHYSICAL DEMANDS

  • Most work tasks are performed indoors – temperature generally is moderate and controlled by hotel environmental systems; however, must be able to work in extreme temperatures like freezers (-10°F) and kitchens (+110°F), possibly for one hour or more
  • Must be able to sit at a desk for up to 5 hours per day and walking/standing are required the rest of the working day (length of time of these tasks may vary from day to day and task to task)
  • Ability to distinguish product quality, taste, texture, and presentation and observe preparation
  • Must be able to exert well-paced ability to maneuver between functions occurring simultaneously
  • Must be able to exert well-paced ability in limited space and to reach other departments of the hotel on a timely basis
  • Must be able to lift up to 15 lbs. occasionally
  • May be required to lift trays of food or food items weighing up to 30 lbs. occasionally
  • Must be able to push and pull carts and equipment weighing up to 250 lbs. occasionally
  • Requires grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening and hearing ability and visual acuity
  • Hearing, smelling, tasting, and visual ability to observe and distinguish product quality and detect signs of emergency situations
  • Talking and hearing occur continuously in the process of communicating with guests, supervisors, and subordinates
  • Vision occurs continuously with the most common visual functions being those of near and color vision and depth perception
  • Must be able to bend, stoop, squat and stretch to fulfill cleaning tasks occasionally
  • Requires manual dexterity to use and operate all necessary equipment
  • Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed

WORK ENVIRONMENT

  • Must be able to work effectively in a stressful environment, communicate with others, effectively deal with customers and accept constructive criticism from supervisors
  • Must be able to change activity frequently and cope with interruptions

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