Director of Sales

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Careers at Commonwealth Lodging

Top Notch Talent + World Class Hospitality

We take a proactive, hands-on approach to hotel management. Our team boasts extensive experience in all areas of hospitality management.

Core Values: Team First, Own It, Relationship Oriented, Professionalism, Integrity/Honesty

POSITION OVERVIEW: Oversee Accounts Receivable, Accounts Payable, Income Journal, General Cashiering, Taxes, and Internal Controls. In some instances, is responsible for the daily operation of a specific area.

POSITION OVERVIEW: The Director of Sales primary responsibility is to ensure the property carries out the organization's action plans within the sales and marketing department and that they are meeting budgeted revenue requirements and maximizing their potential for generating revenues.

QUALIFICATIONS, EDUCATION & EXPERIENCE:

• Two-year college degree preferred.
• Computer skills required. Familiarity with Microsoft Office preferred. Experience with hotel systems is preferred
• Minimum of 5 years of experience in hotel management Able to solve problems and make sound business decisions.
• Effective business writing skills.
• Ability to suggestively sell.
• Knowledge of general sales techniques.
• Yield management experience.
• Effective business writing skills.
• Good understanding of the English language.
• Good communication skills both written and verbal.
• Endure various physical movements throughout the work areas.
• Satisfactorily communicate with guests, management and co-workers to their understanding.
• Must be able to stand and exert well-paced mobility for up to 8-hours in length. Must be willing and have the ability to work a varied schedule that includes nights, weekends and holidays.
• Must have own reliable transportation and possess a valid state driver's license in order to make sales calls
• Knowledge of the local area.
• Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.

Responsibilities:

• Provides professional and courteous service at all times.
• Supervises assigned sales staff: hiring, terminations, disciplinary actions, performance evaluations and development.
• Qualifies all prospective leads.
• Participates and leads the rate and inventory initiatives, including but not limited to participating in franchise revenue management service.
• Oversees all hotel and franchise field marketing initiatives.
• Meets with and maintains rapport with individuals and contacts in order to produce groups and/or convention business, to include Guest room, meeting space, services and
• Catering/Banquet sales for both the group and transient markets.
• Buys and places all hotel advertising within the guidelines and budgetary requirements as stated in the annual marketing plan and budget.
• Attends all high profile events hosted in the hotel.
• Schedules group rooms, conventions and business group activities at the hotel.
• Maintains liaison with other departments to facilitate services agreed upon by the sales office and prospective clients.
• Assists the General Manager in the creation and update of the hotel's marketing plan and budget.
• Formulates and executes projects for all market areas as stated in the marketing plan.
• Develops and maintains departmental budgets.
• Enforces sales related policies and procedures.
• Ensures sales activities meet or surpass profit plan.
• Develops and maintains client files.
• Develops and implements sales and marketing strategies.
• Works with the Convention and Visitors Bureau to control dates, availability and rates.
• Approves function space allocation for group catering and meeting bookings.
• Develops and maintains relationships with media contacts in order to maintain public relations effort.
• Stays abreast of competition and industry developments.
• Increase market share based on disruptive innovation and strategizing.
• Prepares reports as outlined including, but not limited to Productivity Report, Weekly Plan, Sales Call Reports, Market Share Analysis and Forecasts.
• Work closely with Food and Beverage and Rooms Divisions to ensure above average service levels.
• Conducts weekly sales meetings.
• Attends weekly staff meetings.
• Attends and present data, as requested at all meetings with management company and ownership groups for the hotel.
• Interviews, hires, trains and evaluates all sales personnel as required.
• Completes projects as determined by the General Manager.
• Be knowledgeable of and follow all Commonwealth Lodging Management, hotel, and brand standards, policies and procedures.

This job description is not intended to provide a complete and comprehensive list of all job duties, requirements and responsibilities. Instead, it is provided as a general overview of the expectations for the position.

Work environment: Work environment -- Sales office, banquet rooms, and all areas of the hotel. Job involves working under variable temperature conditions and noise levels, in indoor and outdoor settings.