Compensation Type: Yearly Highgate Hotels:
Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.
With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.
With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com
Overview:
The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/ Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.
Responsibilities:
- Supervise, administer and ensure timely completion of all activities of the Sales
- Ability to travel for sales calls/missions and trade shows – domestic and possibly international.
- Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and
- Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to
- those policies by the sales team.
- Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive
- Meet or exceed set
- Meet or exceed goals and budget for group/transient, banquet & catering revenues.
- Operate the Sales Department within established sales expense
- Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies and assist in his/her
- Coordinate group, transient and catering bookings to maximize
- Initiate and follow up on
- Maintain and participate in an active sales solicitation
- Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective
- Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
- Administer training in the Sales and Catering departments, according to Highgate Hotel standards.
- Assist in the preparation of required reports in a timely
- Conduct weekly sales meetings according to Highgate Hotel standards.
- Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are
- Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General
- Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing
- occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
- Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP’s.
- Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOP's.
- Review meeting planner evaluations as received to ensure that any problems are
- Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
- Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being
- Use your property's computerized sales management system to manage the hotel's business, including (but
- not limited to) generating reports, entering business, blocking space and building accounts.
- Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and assist in ensuring that incentives are processed and paid according to the specified time period for each
- Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sale
- Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP's, ensure that Sales Managers can explain the importance and components of the
- Coordinate preparation of the annual revenue
- Coordinate preparation of the annual Marketing
- Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
- Meet and greet onsite
- Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
- Knowledge and experience with Opera GDS and Delphi FDC.
- Develop networking opportunities through active participation in community and professional associations activities and events
- Entertain clients
- React to negative trends in the market place by implementing blitzes or promotions.
- Performs other duties as requested or assigned by management.
Qualifications:
- At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience
- Supervisory experience
- Must have a driver's license in the applicable
- Must be proficient in Windows, company-approved spreadsheets
- Long hours sometimes
- Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move
- Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service manner
- Must be effective at listening to, understanding, and clarifying concerns raised by employees and
- Must be able to multitask and prioritize departmental functions to meet
- Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented
- Attend all hotel-required meetings and
- Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the
- Maintain high standards of personal appearance and grooming, which include wearing
- Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
- Maximize efforts towards productivity, identify problem areas and assist in implementing
- Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as
- Must be able to understand and evaluate complex information, data, from various sources to meet appropriate objectives.
- Must be able to maintain confidentiality
