Hotel Director of Sales

*KEY RESPONSIBILITIES - Director of Sales* *Job Summary* Lead the Sales and Event team at an ultra-luxury boutique property in Menlo Park, CA.
The Director of Sales is responsible for managing a high-value group segment while, targeting, solicit and cultivate business within the group and business travel market segments, with efforts directed towards room night revenue generation, securing meeting and food & beverage revenues, as well as catering event food & beverage revenues.
The primary responsibilities of this position are to support the Sales team on property and participate in business strategies that are creative, dynamic, and impactful towards achieving our properties annual budget target.
You will individually own and manage a key vertical market for the property as well as contribute leadership support to the commercial strategies for the Sales team.
Business processes should be executed to impact revenue streams, including Rooms, Catering, and Events.
This role requires strong sales, communication, and networking skills.
The ability to demonstrate a deep understanding of customer needs and then apply a disciplined approach to qualify, negotiate and secure new revenue for the property.
Essential Duties and Responsibilities – (Key Activities) * Customer and Account Management – Apply strong sales skills to create customer value and bring clear value to customers and the organizations they represent.
* Prospecting – Demonstrate a mastery of the prospecting process.
Identify potential customers.
Prepare and implement your call strategy.
* Negotiations – Understand the customer and business leader’s expectations.
Adapt to a changing market.
* Solicit new and develop existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and onsite entertainment and written communication.
* Prepare correspondence to customers, internal booking reports and file maintenance.
* Participate in scheduled sales meetings, pre-event meetings, training and other sales strategy related meetings as required.
* Develop & maintain knowledge of market trends, competition, and customers.
* Responsible for conducting site inspections, and coordinating, orchestrating, and hosting property and area familiarization trips and activities for key client events.
* Conduct sales calls on key accounts.
Organize sales blitzes in assigned territory with sister properties.
* Professionally represent the hotel in community and industry organizations and events.
* Proactively manage, qualify, and solicit all existing and new group accounts in assigned territory.
* Manage the preparation of proposals and contracts for the group market segment.
Responsible for ensuring the closing of the sale, the collection of deposits, and prepayment of assigned accounts.
* Maintain and further develop group database.
* Create “Need Period” database for traditional low occupancy dates.
Develop promotions and sales campaigns for implementation in the group market segment.
* Develop new marketing tools/collateral for the group market segment.
Coordinate and monitor scheduled direct mail efforts.
* Create action plans to be reviewed weekly with Vice President of Commercial Strategy and GM.
* Responsible for the group room control to manage room availability, room allotments, and rate guidelines.
Maximize yield in the group segment to compliment the transient market segment.
* Contribute to the annual marketing plans and budget process.
Review goals and action plan on a scheduled basis.
* Maintain expenses within the budgeted guidelines.
* Maintain a respectful working relationship with on-property colleagues and facilitate flow of communication.
* Represent hotels at appropriate travel industry trade shows and conferences.
Identify and participate in appropriate networking channels and action plans to maximize exposure/opportunity for Park James Hotel.
* Maintain knowledge of all Storey Hotels to facilitate cross selling.
Build relationship with sales counterparts from sister hotels to relay leads and requests.
Communicate need period dates and respond promptly to all leads.
* Prepare and submit timely monthly reports to GM.
Recognize and include communication of market trends and competitive intelligence.
* Attend sales meetings and leadership training sessions as required.
* All other duties as required.
*Others* * While this job description is intended to be an accurate reflection of the duties involved in this position, the company reserves the right to add, remove or alter duties when business need dictates.
*Required Skills* * Requires strong communication skills, both verbal and written.
* Knowledge of all departments of the property.
* Ability to communicate customer needs and resolve complaints independently.
* Ability to establish, monitor and achieve goals.
* Track record of successfully attaining goals.
* Ability to identify and develop accounts.
* Ability to act independently with minimal or no supervision.
* Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel, Power Point, StayNTouch, and Salesforce.
* Math skills, as well as budgetary analysis capabilities required.
* Perform job functions with attention to detail, speed, and accuracy.
* Prioritize, organize and follow-up on all actions.
* Be a clear thinker, remaining calm and resolving problems using good judgment.
* Follow directions thoroughly.
* Understand guest service needs.
* Work cohesively with co-workers as part of a team! * Maintain confidentiality of guest and client information and pertinent hotel data.
* Exceptional interpersonal skills - able to represent the property in the community.
* Ability to prioritize and organize work assignments.
* Affinity for detail.
* Ability to meet deadlines.
* Revenue/Yield management skills * Business acumen *Qualifications* * Bachelor’s Degree preferred or an equivalent combination of an international degree in Hotel Management or Marketing and/or relevant progressive work-related experience.
* Language: Required to speak, read, and write English, with fluency in other languages preferred.
*Experience* * Minimum of 3 years hotel sales experience – luxury brand preferred * Hospitality industry experience helpful Job Type: Full-time Pay: $90,000.
00 - $115,000.
00 per year Benefits: * 401(k) * Dental insurance * Health insurance * Paid time off * Vision insurance Schedule: * 8 hour shift * Day shift * Evening shift * Holidays * Weekends as needed Travel requirement: * Up to 25% travel Ability to Relocate: * Menlo Park, CA 94025: Relocate before starting work (Required) Work Location: In person