Director of Sales

Full-Time

SUMMARY

Implements and directs the property’s sales activities in accordance with the marketing plan and assigned market segment; coordinates with other departments the service activities related to the sales function to maximize customer satisfaction and overall profitability.

ESSENTIAL JOB DUTIES

Implements the sales activities within all market segments to achieve budgeted goals

• Assists with the development of annual sales goals.
• Recommends and takes appropriate action to maximize sales during high and low seasons.
• Assists with the preparation of the budget and ensures assigned area operates within cost constraints.
• Maintains effective communication with current and potential clients.
• Prepares reports, as requested, to develop a more informative database for improved management decision-making and critical evaluation of work activities.
• Immediately informs management of any challenges; executes corrective action.

Solicits, evaluates, sells, and confirms business to meet budgeted sales and profit margin of assigned market segment

• Qualifies prospective leads as to profitability.
• Negotiates with client to achieve maximum profit while satisfying client needs.
• Contacts in-house guests to improve guest relations and determine additional sales opportunities.
• Monitors group booking pace, alerting client of deadlines (deposits, cut-off date); promptly notifies affected departments of significant inventory changes.
• Creates effective business cases to demonstrate the need for additional amenities & services to facilitate additional revenue.

Coordinates with all departments regarding activities related to booked business

• Reviews client files of assigned accounts to maintain a proper flow of information within the hotel.
• Conducts and/or attends meetings to maintain favorable working relationships among company employees and to promote maximum morale, productivity, and efficiency.

Assists with the development and execution of projects

• Analyzes sales statistics to recommend policy.
• Conducts market analysis to determine client needs, occupancy potential, rates desired, etc.
• Develops and executes package plans, special sales activities, promotions, public relations activities and materials, advertising, etc.
• Enhances the property’s community image and stays abreast of competition, new developments, and sales methods and techniques.
• Meets established deadlines without compromising quality of work.

Participates in solving problems with other departments as required related to business booked on the property

• Resolves guest room and function space conflicts.
• Salvages accounts which threaten cancellation.
• Effectively compromises between customer needs and property.

Additional Duties

• Ensures a clean & professional work environment by continuously monitoring both staff appearance & behavior, and cleanliness of the work stations/area.
• Performs Manager on Duty functions as needed.
• Participates in BEAR and other Baywood sponsored community service events.
• Additional duties may be added at any time at the discretion of management.

Consistently models the behavior of a ‘Baywood Ambassador’ who:

• Maintains a professional image, including physical appearance, verbiage, and body language, at all times.
• Warmly greets both guests and coworkers (using the 10/5, first & last rule) every time they come in contact.
• Actively listens to guests & associates, responding appropriately to their questions and/or concerns. Seeks guidance and/or assistance from others to ensure satisfaction.
• Fosters teamwork by offering assistance to others.
• Continuously monitors the surroundings at work, in order to identify any cleanliness, safety, security, or building upkeep issues. Reports discrepancies to the proper department.
• Contributes to a safe work environment by following proper safety guidelines in matters of attire, utilizing protective gear, and following safety procedures.
• Recommends other Baywood properties to our guests, when appropriate.
• Consistently demonstrates our It’s My Pleasure service philosophy by identifying and seizing each golden opportunity to exceed guest expectations.

ADDITIONAL ESSENTIAL JOB DUTIES (FOR THOSE WITH DIRECT REPORTS)

Ensures direct reports are provided with the necessary structure, motivation, and training to satisfy their needs and achieve organizational goals.

• Interviews, selects, trains, and counsels associates.
• Ensures that all new hires are given the proper onboarding experience.
• Ensures that staff is properly trained.
• Ensures adequate staffing levels are maintained, adhering to budgetary and staffing guidelines.
• Ensures compliance to job description and reviews goals with each individual.
• Maintains associate files, ensuring all documents are current (including job descriptions and version of handbook).
• Ensures that performance evaluations are being issued as required by Corporate.
• Encourages promotion from within, associate engagement, and development through goal setting, employee training, and participating in all corporate mandated associate-focused initiatives.

SKILLS/QUALIFICATIONS

Education

• Bachelor’s degree in Hospitality or related field preferred; however, skills/knowledge gained through on-the-job training and previous experience may substitute for degree.
• High School diploma minimum.

Certifications / Licenses

• Brand Sales Manager certification preferred.
• Must possess and maintain a Motor Vehicle Operator's License in good standing.

Experience

• Minimum of 2 years Sales Manager or equivalent position in similar type property.
• Experience in local market preferred.
• Strong reputation in the business community of the local market.
• Proven record of successful proactive sales efforts.

Additional Skills

• Ability to multi-task.
• Ability to communicate effectively, both written and oral.
• Bilingual (Spanish & English) preferred, depending on market.
• Ability to work the shifts required for the position.
• Ability to learn and adhere to Brand & Baywood Hotels’ standards.
• Ability to take information from various sources and determine a responsible course of action.
• Ability to understand interdepartmental relationships.
• Ability to operate office equipment and industry-specific software (PMS, Sales Pro).
• Ability to motivate and lead a team.
• Ability to read, interpret, and analyze business reports.
• Proficient in Microsoft Office.
• Proficient in Google Apps for Work preferred.

PHYSICAL DEMANDS

• Walking and Standing: Frequently (60%).
• Sitting: 30% of time.
• Bending, Stooping, Reaching: Infrequently.
• Lifting, Push/Pull: Up to 25 lbs Infrequently.
• Driving: Frequently.
• Traveling: Frequently within the local area; infrequently outside of the local area.

Environmental Conditions

• Inside: Protection from weather conditions, and temperature changes.
• Outside: Frequently transitioning from inside to outside of building and vehicle, assisting guests in varying weather conditions.