Azul Hospitality Group Corporate Office
Corporate Director of Sales
Azul Hospitality Group Corporate Office, San Diego, California, United States, 92189
POSITION PURPOSE
The Corporate Director of Sales provides strategic sales support and direction for all aspects of sales operations for a portion of the Azul Hospitality, LLC's portfolio of managed hotels. Responsibilities for this position include both proactive and reactive direct sales efforts, business plan development, strategic planning, creation and implementation of sales and marketing plans, SMART Plans, account development and maintenance, and leading the team to success. ESSENTIAL RESPONSIBILITIES Proactively and reactively sell the hotel to various customers to meet and exceed monthly budgets, production goals, and future year crossover goals. Direct and supervise the efforts of all sales and administrative staff at all assigned hotels, ensuring that sales booking and revenue goals are achieved or exceeded. Lead the effort in identifying and soliciting new business for all assigned hotels. Assist hotels with the tools to become knowledgeable of all current accounts, significant accounts and targeted accounts for all hotels. Oversee the annual RFP process to ensure the properties are presenting compelling business cases and completing RFP submissions on a timely basis. Train team members on how to identify, solicit and secure new business in assigned segments, such as key accounts, crew, business travel, group, and citywide convention, etc. Review monthly sales call reports and provide constructive feedback to each Sales Manager. Ensure all existing accounts are actively maintained and that all existing and new accounts are fully qualified by each Sales Manager. Conduct monthly reviews of all sales results, updating objectives and action plans for each Sales Manager. Accompany Sales Managers on sales calls when on scheduled property visits. Be actively involved in community activities and networking opportunities. Develop productive working relationships with all team members. Act as a role model and provide guidance on AZUL company culture, including company vision, mission and values. Continually evaluate the marketplace, competition, and where each hotel stands in relation to our customers needs. Assist in the development of an annual Budget and Sales & Marketing plan for each hotel. Remain aware of all competitive efforts and changes in the marketplace. Assist with developing marketing and advertising programs to enhance all revenue sources for the hotel(s). Evaluate ROI for all advertising efforts and recommend changes, as needed. Identify feeder city data and develop ways to generate additional business from feeder markets. Be knowledgeable about all franchise marketing efforts and co-op opportunities available to each hotel. Set attainable goals and sales action plans and review results monthly, providing feedback to Sales Managers and Corporate Leaders. Conduct annual file audits to ensure that all files are maintained and complete with trace dates and qualification forms. Schedule and conduct Quarterly on-site sales meetings and record notes and follow up items within shared documents medium. Recruit, staff, and train all new hire and existing Sales & Catering positions; Ensure all members of the sales team have detailed job descriptions and work with the General Manager to complete performance reviews annually. Manage disciplinary matters pertaining to sales personnel with appropriate involvement from the General Manager and Human Resources. WORK REMOTE OPTIONS This is a hybrid work remote position. Successful candidates must be located in Southern California, preferably San Diego, Orange County, or LA and have the ability to travel (50-75%). PHYSICAL DEMANDS Environmental conditions are inside, a job is considered inside if staff spends approximately 90 percent or more of the time inside. Temperature is moderate and controlled by hotel environmental systems. Must be able to sit at a desk for up to eight (8) hours per day. Walking and standing are required the rest of the working day. Length of time of these tasks may vary from day to day and task to task. Must be able to exert well-paced ability to maneuver between functions occurring simultaneously. Must be able to exert well-paced ability in limited space and to reach other departments of the hotel on a timely basis. Must be able to lift up to 15 lbs. occasionally. May be required to lift trays of food or food items weighing up to 30 lbs. occasionally. Requires grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening and hearing ability and visual acuity. Hearing, smelling, tasting, and visual ability to observe and distinguish product quality and detect signs of emergency situations. Talking and hearing occur continuously in the process of communicating with guests, supervisors and subordinates. Vision occurs continuously with the most common visual functions being those of near and color vision and depth perception. Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed. SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES Must be able to speak, read, write and understand the primary language used in the workplace. Must be able to read and write to facilitate the communication process. Requires good communication skills, both verbal and written. Considerable knowledge of complex mathematical calculations and computer accounting programs. Budgetary analysis capabilities required. Extensive knowledge of the hotel, its services and facilities. Must have excellent leadership capability and customer relations skills. Most tasks are performed in a team environment with the staff member acting as a team leader. There is minimal direct supervision. Must be detail oriented with outstanding organizational and communication skills. Must possess basic computational ability. Must possess basic computer skills. Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required. Ability to analyze, forecast data, and make judgments to ensure proper payroll and production control. Ability to effectively deal with internal and external customers some of whom will require high levels of patience, tact and diplomacy and collect accurate information to resolve conflicts. Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including, but not limited to the following statutes and their state and local analogues (where applicable): Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA. EDUCATION
High school or equivalent education required. Bachelors Degree and/or equivalent level of education preferred. EXPERIENCE
Minimum of 5 years experience as a Director of Sales in hospitality, preferably for a variety of select and full-service properties or multi-property. Marriott and Hilton experience preferred. LICENSES OR CERTIFICATIONS
Ability to provide and maintain a valid drivers license as the position may require the operation of motorized and electric vehicles. GROOMING
All Staff Members must maintain a neat, clean and well-groomed appearance per Azul Hospitality, LLC's standards. Refer to the property specific required grooming and uniform standards policy. ATTENDANCE
Regular attendance in conformance with the standards, which may be established by Azul Hospitality, LLC's from time to time, is essential to the successful performance of this position. Staff with irregular attendance / tardiness will be subject to disciplinary action, up to and including termination of employment. Upon employment, all staff is required to fully comply with Azul Hospitality, LLC's rules and regulations for the safe and effective operation of the hotels facilities. Staff members who violate hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment. Due to the cyclical nature of the hospitality industry, staff members may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required. ACKNOWLEDGEMENT
I have carefully read and understand the contents of this job description. I understand the responsibilities, requirements and duties expected of me. I understand that this is not necessarily an exhaustive list of responsibilities, skills, duties, requirements, efforts or working conditions associated with the job. While this list is intended to be an accurate reflection of the current job, Azul Hospitality, LLC reserves the right to revise the functions and duties of the job or to require that additional or different tasks be performed as directed by Azul Hospitality, LLC. I understand that I may be required to work overtime, different shifts or hours outside the normally defined workday or workweek. I also understand that this job description does not constitute a contract of employment nor alter my status as an at-will staff member. I have the right to terminate my employment at any time, with or without cause and with or without advance notice, and Azul Hospitality, LLC has a similar right. Nothing in this job description will limit the right to terminate at-will employment.
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The Corporate Director of Sales provides strategic sales support and direction for all aspects of sales operations for a portion of the Azul Hospitality, LLC's portfolio of managed hotels. Responsibilities for this position include both proactive and reactive direct sales efforts, business plan development, strategic planning, creation and implementation of sales and marketing plans, SMART Plans, account development and maintenance, and leading the team to success. ESSENTIAL RESPONSIBILITIES Proactively and reactively sell the hotel to various customers to meet and exceed monthly budgets, production goals, and future year crossover goals. Direct and supervise the efforts of all sales and administrative staff at all assigned hotels, ensuring that sales booking and revenue goals are achieved or exceeded. Lead the effort in identifying and soliciting new business for all assigned hotels. Assist hotels with the tools to become knowledgeable of all current accounts, significant accounts and targeted accounts for all hotels. Oversee the annual RFP process to ensure the properties are presenting compelling business cases and completing RFP submissions on a timely basis. Train team members on how to identify, solicit and secure new business in assigned segments, such as key accounts, crew, business travel, group, and citywide convention, etc. Review monthly sales call reports and provide constructive feedback to each Sales Manager. Ensure all existing accounts are actively maintained and that all existing and new accounts are fully qualified by each Sales Manager. Conduct monthly reviews of all sales results, updating objectives and action plans for each Sales Manager. Accompany Sales Managers on sales calls when on scheduled property visits. Be actively involved in community activities and networking opportunities. Develop productive working relationships with all team members. Act as a role model and provide guidance on AZUL company culture, including company vision, mission and values. Continually evaluate the marketplace, competition, and where each hotel stands in relation to our customers needs. Assist in the development of an annual Budget and Sales & Marketing plan for each hotel. Remain aware of all competitive efforts and changes in the marketplace. Assist with developing marketing and advertising programs to enhance all revenue sources for the hotel(s). Evaluate ROI for all advertising efforts and recommend changes, as needed. Identify feeder city data and develop ways to generate additional business from feeder markets. Be knowledgeable about all franchise marketing efforts and co-op opportunities available to each hotel. Set attainable goals and sales action plans and review results monthly, providing feedback to Sales Managers and Corporate Leaders. Conduct annual file audits to ensure that all files are maintained and complete with trace dates and qualification forms. Schedule and conduct Quarterly on-site sales meetings and record notes and follow up items within shared documents medium. Recruit, staff, and train all new hire and existing Sales & Catering positions; Ensure all members of the sales team have detailed job descriptions and work with the General Manager to complete performance reviews annually. Manage disciplinary matters pertaining to sales personnel with appropriate involvement from the General Manager and Human Resources. WORK REMOTE OPTIONS This is a hybrid work remote position. Successful candidates must be located in Southern California, preferably San Diego, Orange County, or LA and have the ability to travel (50-75%). PHYSICAL DEMANDS Environmental conditions are inside, a job is considered inside if staff spends approximately 90 percent or more of the time inside. Temperature is moderate and controlled by hotel environmental systems. Must be able to sit at a desk for up to eight (8) hours per day. Walking and standing are required the rest of the working day. Length of time of these tasks may vary from day to day and task to task. Must be able to exert well-paced ability to maneuver between functions occurring simultaneously. Must be able to exert well-paced ability in limited space and to reach other departments of the hotel on a timely basis. Must be able to lift up to 15 lbs. occasionally. May be required to lift trays of food or food items weighing up to 30 lbs. occasionally. Requires grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening and hearing ability and visual acuity. Hearing, smelling, tasting, and visual ability to observe and distinguish product quality and detect signs of emergency situations. Talking and hearing occur continuously in the process of communicating with guests, supervisors and subordinates. Vision occurs continuously with the most common visual functions being those of near and color vision and depth perception. Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed. SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES Must be able to speak, read, write and understand the primary language used in the workplace. Must be able to read and write to facilitate the communication process. Requires good communication skills, both verbal and written. Considerable knowledge of complex mathematical calculations and computer accounting programs. Budgetary analysis capabilities required. Extensive knowledge of the hotel, its services and facilities. Must have excellent leadership capability and customer relations skills. Most tasks are performed in a team environment with the staff member acting as a team leader. There is minimal direct supervision. Must be detail oriented with outstanding organizational and communication skills. Must possess basic computational ability. Must possess basic computer skills. Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required. Ability to analyze, forecast data, and make judgments to ensure proper payroll and production control. Ability to effectively deal with internal and external customers some of whom will require high levels of patience, tact and diplomacy and collect accurate information to resolve conflicts. Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including, but not limited to the following statutes and their state and local analogues (where applicable): Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA. EDUCATION
High school or equivalent education required. Bachelors Degree and/or equivalent level of education preferred. EXPERIENCE
Minimum of 5 years experience as a Director of Sales in hospitality, preferably for a variety of select and full-service properties or multi-property. Marriott and Hilton experience preferred. LICENSES OR CERTIFICATIONS
Ability to provide and maintain a valid drivers license as the position may require the operation of motorized and electric vehicles. GROOMING
All Staff Members must maintain a neat, clean and well-groomed appearance per Azul Hospitality, LLC's standards. Refer to the property specific required grooming and uniform standards policy. ATTENDANCE
Regular attendance in conformance with the standards, which may be established by Azul Hospitality, LLC's from time to time, is essential to the successful performance of this position. Staff with irregular attendance / tardiness will be subject to disciplinary action, up to and including termination of employment. Upon employment, all staff is required to fully comply with Azul Hospitality, LLC's rules and regulations for the safe and effective operation of the hotels facilities. Staff members who violate hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment. Due to the cyclical nature of the hospitality industry, staff members may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required. ACKNOWLEDGEMENT
I have carefully read and understand the contents of this job description. I understand the responsibilities, requirements and duties expected of me. I understand that this is not necessarily an exhaustive list of responsibilities, skills, duties, requirements, efforts or working conditions associated with the job. While this list is intended to be an accurate reflection of the current job, Azul Hospitality, LLC reserves the right to revise the functions and duties of the job or to require that additional or different tasks be performed as directed by Azul Hospitality, LLC. I understand that I may be required to work overtime, different shifts or hours outside the normally defined workday or workweek. I also understand that this job description does not constitute a contract of employment nor alter my status as an at-will staff member. I have the right to terminate my employment at any time, with or without cause and with or without advance notice, and Azul Hospitality, LLC has a similar right. Nothing in this job description will limit the right to terminate at-will employment.
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