Director of Sales

JOB DESCRIPTION

Director of Sales

Oak Island Resort & Conference Centre

POSITION: Director of Sales

LOCATION: Western Shore

REPORTS TO: General Manager

EMPLOYMENT TYPE: Executive

DEPARTMENT: Sales

COMMENCING: Immediately

Summary:

Reporting to the General Manager and indirectly to the National Director of Sales, the Director of Sales manages reactive and proactive sales efforts for the hotel. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Manages the sales and marketing budget, planning and implementing sales and marketing strategies to accomplish organizational goals.

RESPONSIBILITIES:

The Director of Sales duties will include, but not be limited to the following:

• Provide inspiring leadership and oversee overall sales activities for the Sales team.
• Champion the sales culture within the hotels among associates and managers.
• Work closely with revenue management teams to maintain a balance between occupancy, mix, and rate to achieve budgeted RevPar. Establish and adjust rates by monitoring costs, competition, as well as supply and demand.
• Develop and manage sales and catering budget, expenses, flow through and recovery to generate maximum returns.
• Evaluate business/sales goals, market opportunities, past results, and available resources to generate profitable strategies.
• Direct sales activities, measures progress and adjusts plans to retain existing business and drive new business.
• Manage performance to achieve the right mix and ultimately achieve sales goals, conducting performance appraisals for sales team and implement actions as required.
• Review data benchmarking (STR) report, competitive shopping reports and other resources to maintain an awareness of the hotel's market position.
• Implement and maintain a strategic sales & marketing plan and activity calendar to generate top line revenues to meet or exceed annual budget expectations.
• Develop and execute strategic and tactical marketing and initiatives, to capture demand and shift share from competitors.
• Champions Social Media efforts to ensure messaging is dynamic, engaging and effective.
• Ensure cost control and budgeted expenses are met; approves master bills, VIP gifts, complimentary rooms, etc.
• Work closely with Atlific to maximize hotel revenue and exceed budgets.
• Engage with Atlific contacts for sales and marketing initiatives, training, feedback and coaching to help others developing their skills and careers.
• Conduct account and market research to develop and implement effective sales strategies for each market segment, to grow market share.
• Oversees property CRM -Delphi/Salesforce and ensures all pertinent client communication including proposals and contracts are documented within the system.
• Effectively oversees reporting within Delphi to ensure sales activities and all information relevant to groups is optimized.
• Conduct outside sales calls, telephone solicitation and site inspections to build relationships, diligently target new business, and grow existing accounts.
• Cultivate and maintain strong relationships with key clients, partners, and industry stakeholders.
• Represent the hotel at industry and Atlific events, and sales related activities.
• Attend tourism events, educational workshops, organizations, committees, trade shows, and company sponsored conferences after hours.
• Entertain clients on/off-site; representing the hotel in a professional manner.
• Prepare and evaluate monthly reports and set appropriate actions.
• Promote the mission and values of the organization both internally and externally, as well as oversee the adherence to values and mission.
• Assist with various assignments and/or projects as assigned by Management Company.
• Other duties as may be required.

QUALIFICATIONS:

• Minimum of 5 years' sales experience in the hospitality industry, with proven track record.
• Post-secondary education (Hospitality Degree) in Sales or equivalent.
• Excellent communication skills both verbal and written.
• Highly energetic, dynamic, self-starter and well-developed sales skills.
• Strong sales leadership with ability to direct and motivate the team to achieve goals.
• Strong organization skills and detail oriented, commitment to superior customer service.
• Ability to work both independently and in a team environment.
• Strong negotiation, prospecting and presentation skills.
• Established industry contacts and knowledge of marketplace.
• Computer literacy (Excel, Word, group booking systems, internet, email, Salesforce/Delphi).
• Proven leader who can motivate and lead by example.
• Works well under pressure.
• Commitment to superior customer service.