Hotel Madison
Director of Group Sales
Hotel Madison, Harrisonburg, Virginia, United States, 22802
Position OverviewLead, Develop, and Manage the Group Sales and Reservations team to ensure maximum revenue is achieved while also upholding the Hotel's service standards and client's expectations. The Director of Sales is responsible for the Hotel's sales process and will closely collaborate with other department leaders and staff in the execution of the company's defined performance budgets and goals. This leader must have experience in employee development and effective coaching and should expect to be actively engaged with their sales team in frequent one-on-one coaching.
Hotel Madison & The Shenandoah Valley Conference Center offers services to all Hotel market segments. The DOS will be equipped with a team of hospitality sales professionals who are actively working Group Government/Association, Social, Military, Educational, Religious, and Fraternal markets as well as with Corporate/Business Transient and Catering-only clients. Nestled on campus of James Madison University, our featured 21,000sqft of meeting space and 230 well-appointed guestrooms makes Hotel Madison the ideal meeting place in the Shenandoah Valley.
This role requires close collaboration with the Marketing and Revenue Management team to participate in generative conversations surrounding rate strategy, optimization, and maximum yield in both Transient and Group segments. Additionally, the Director of Sales serves as part of the Hotel's Executive Leadership Team and partners with the Executive Committee and Asset Owner Representatives on strategic planning.
Essential Functions
Maintain and promote a team work environment with effective and clear communication among sales professionals.
Ensure best client service is made available through staff communications, cross training, and appropriate office coverage.
Works with sales managers to ensure understanding of sales strategy and effective market segment focus.
Works with management team to create and implement a sales and marketing plan addressing revenue, customers, and market segments.
Set an example through professional, friendly attitude towards clients and co-workers, timely response to clients and co-workers needs and observance of sales office standard.
Manage sales budget and financial resources.
Cultivate and Extend strong relationships with key clients and stakeholders.
Ensure hotel meets or exceed budgeted goals.
Organize and understand all booking channels.
Assists with the development and implementation of internal and external promotions.
Leading and inspiring participation in all sales strategy meetings.
Leads on-property sales functions to build long-term, value based customer relationships that enable achievement of hotel sales objectives.
Monitors and coaches to monthly goals and quarterly incentive plans for sales team members.
Participates in/observes sales calls with sales managers to acquire new business and/or close on business.
Attend any designated industry trade shows and sporadic feeder market trips as required.
Follow and promote hotel standards with guests and co-workers.
Executes and supports the operational aspects of business booked (ex: generating proposals, writing contracts, and customer correspondence).
Be sure to perform, execute, as well as adjust to other duties as assigned.
Preferred Qualifications and Education:
4 year degree in Business Administration, Marketing, Hotel and Restaurant Management, and/or MBA.
5-6 years of experience in the Sales and Marketing or related professional area, and a minimum of 3 years’ experience in senior sales role.
High degree of awareness and understanding of sales and profit with excellent sales and negotiation skills
Good business sense and the ability to motivate and lead a team.
Experience with Delphi/Amadeus Hospitality Suite, Lanyon, Knowland, Sertifi, Cvent, Infor HMS.
Physical Requirements:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Talking and hearing occur continuously in the process of communicating with guests, supervisors and other employees.
Required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms
Occasionally lift office products and supplies up to 20 pounds.
Other Requirements:
Ability to communicate effectively in written form and verbally both over the phone and in person.
Ability to read, write and comprehend verbal and written instructions in English.
Ability to access, read and accurately input data in all Reservation Systems.
Ability to handle and diffuse problem situations with courtesy, empathy and a resolution oriented approach.
Ability to use analytical & decision-making skills to offer options and resolve problems.
Ability to go between multiple systems & software programs to complete all work processes.
Ability to overcome customer objections through persuasion and providing a variety of options.
Possess a positive, professional attitude and friendly, service oriented demeanor.
Proficient in time management; the ability to organize and manage multiple priorities.
Ability to take initiative and effectively adapt to changes.
Able to perform a variety of duties, often changing from one task to another of a different nature, with impending deadlines and/or established time frames.
Performs well with frequent interruptions and/or distractions.
Grooming: All employees must maintain a neat, clean, and well-groomed appearance per Hotel Madison standards.
Additional NotesEqual Employment Opportunity. Hotel Madison is committed to providing equal employment opportunities in all employment practices, without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, veteran’s status, disability, sexual orientation, gender identity, or gender expression. Hotel Madison complies with the law regarding reasonable accommodation for disabled employees and applicants.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
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Hotel Madison & The Shenandoah Valley Conference Center offers services to all Hotel market segments. The DOS will be equipped with a team of hospitality sales professionals who are actively working Group Government/Association, Social, Military, Educational, Religious, and Fraternal markets as well as with Corporate/Business Transient and Catering-only clients. Nestled on campus of James Madison University, our featured 21,000sqft of meeting space and 230 well-appointed guestrooms makes Hotel Madison the ideal meeting place in the Shenandoah Valley.
This role requires close collaboration with the Marketing and Revenue Management team to participate in generative conversations surrounding rate strategy, optimization, and maximum yield in both Transient and Group segments. Additionally, the Director of Sales serves as part of the Hotel's Executive Leadership Team and partners with the Executive Committee and Asset Owner Representatives on strategic planning.
Essential Functions
Maintain and promote a team work environment with effective and clear communication among sales professionals.
Ensure best client service is made available through staff communications, cross training, and appropriate office coverage.
Works with sales managers to ensure understanding of sales strategy and effective market segment focus.
Works with management team to create and implement a sales and marketing plan addressing revenue, customers, and market segments.
Set an example through professional, friendly attitude towards clients and co-workers, timely response to clients and co-workers needs and observance of sales office standard.
Manage sales budget and financial resources.
Cultivate and Extend strong relationships with key clients and stakeholders.
Ensure hotel meets or exceed budgeted goals.
Organize and understand all booking channels.
Assists with the development and implementation of internal and external promotions.
Leading and inspiring participation in all sales strategy meetings.
Leads on-property sales functions to build long-term, value based customer relationships that enable achievement of hotel sales objectives.
Monitors and coaches to monthly goals and quarterly incentive plans for sales team members.
Participates in/observes sales calls with sales managers to acquire new business and/or close on business.
Attend any designated industry trade shows and sporadic feeder market trips as required.
Follow and promote hotel standards with guests and co-workers.
Executes and supports the operational aspects of business booked (ex: generating proposals, writing contracts, and customer correspondence).
Be sure to perform, execute, as well as adjust to other duties as assigned.
Preferred Qualifications and Education:
4 year degree in Business Administration, Marketing, Hotel and Restaurant Management, and/or MBA.
5-6 years of experience in the Sales and Marketing or related professional area, and a minimum of 3 years’ experience in senior sales role.
High degree of awareness and understanding of sales and profit with excellent sales and negotiation skills
Good business sense and the ability to motivate and lead a team.
Experience with Delphi/Amadeus Hospitality Suite, Lanyon, Knowland, Sertifi, Cvent, Infor HMS.
Physical Requirements:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Talking and hearing occur continuously in the process of communicating with guests, supervisors and other employees.
Required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms
Occasionally lift office products and supplies up to 20 pounds.
Other Requirements:
Ability to communicate effectively in written form and verbally both over the phone and in person.
Ability to read, write and comprehend verbal and written instructions in English.
Ability to access, read and accurately input data in all Reservation Systems.
Ability to handle and diffuse problem situations with courtesy, empathy and a resolution oriented approach.
Ability to use analytical & decision-making skills to offer options and resolve problems.
Ability to go between multiple systems & software programs to complete all work processes.
Ability to overcome customer objections through persuasion and providing a variety of options.
Possess a positive, professional attitude and friendly, service oriented demeanor.
Proficient in time management; the ability to organize and manage multiple priorities.
Ability to take initiative and effectively adapt to changes.
Able to perform a variety of duties, often changing from one task to another of a different nature, with impending deadlines and/or established time frames.
Performs well with frequent interruptions and/or distractions.
Grooming: All employees must maintain a neat, clean, and well-groomed appearance per Hotel Madison standards.
Additional NotesEqual Employment Opportunity. Hotel Madison is committed to providing equal employment opportunities in all employment practices, without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, veteran’s status, disability, sexual orientation, gender identity, or gender expression. Hotel Madison complies with the law regarding reasonable accommodation for disabled employees and applicants.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
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