Holiday Inn Houma
DIRECTOR SALES
Holiday Inn Houma, Houma, Louisiana, us, 70361
JOB SUMMARY
The Director of Sales is responsible for directing, coordinating, training, and supervising the Sales Managers, Catering Manager(s) and the Sales Administrators 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 the Rooms 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.
QUALIFICATION STANDARDS
Education & Experience:
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 required.
Must have a driver’s license in the applicable state.
Physical Requirements:
Long hours sometimes required.
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 objects.
Mental Requirements:
Must be able to convey information and ideas clearly.
Must be able to evaluate and select among alternative courses of action quickly and accurately.
Must work well in stressful, high-pressure situations.
Must be effective in handling problems in the workplace, including, preventing, identifying and solving problems as necessary.
Must have the ability to assimilate complex information, data, etc., from disparate sources and consider, adjust or modify to meet the constraints of the particular need.
Must be effective at listening to, understanding, and clarifying the concerns and issues raised by coworkers and guests.
Must be able to work and understand financial information and data, and basic arithmetic functions.
DUTIES & FUNCTIONS
Essential:
Approach all encounters with guests and employees in an attentive, friendly, and service-oriented manner.
Maintain regular attendance in compliance with Expotel Hospitality Service standards, as required by scheduling, which will vary according to the needs of the hotel but will include a mandatory daily Expotel Hospitality Service Business Review (EBR) meeting.
Maintain high standards of personal appearance and grooming, which include compliance with Expotel Hospitality Service dress code and wearing a nametag when working.
Comply at all times with Expotel Hospitality Service standards and regulations to encourage safe and efficient hotel operations.
Maintain a warm and friendly demeanor at all times.
Ensure that employees are, at all times, attentive, helpful and courteous to all guests, managers and fellow employees.
Supervise, administer, and ensure timely completion of all activities of the Sales Department.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
Develop a complete knowledge of company sales policies and S.O.P.’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 strategies.
Meet or exceed set goals.
Operate the Sales Department within established sales expense budget.
Participate in required M.O.D. and Saturday office coverage as scheduled.
Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate Office, including sign-off on all competencies, and assist in his/her placement.
Coordinate group, transient and catering bookings to maximize profits.
Initiate and follow up on leads.
Maintain and participate in an active sales solicitation program.
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 territories.
Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
Administer training in the Sales and Catering departments, according to Expotel Hospitality Service standards.
Assist in the preparation of required reports in a timely manner.
Conduct weekly sales meetings according to Expotel Hospitality Service standards.
Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.
Conduct daily Expotel Hospitality Service Business Review (EBR), meeting with Sales and Catering, operations staff and General Manager.
Be familiar with all Expotel 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 Expotel Hospitality Service S.O.P.’s.
Review meeting planner evaluations as required to ensure that any problems are rectified.
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 met.
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 account.
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 plan.
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 sales calls.
Coordinate the preparation of complete and accurate end-of-month reports, according to Expotel Hospitality Service S.O.P. Ensure that Sales Managers can explain the importance and components of the report.
Coordinate preparation of the annual revenue budget.
Coordinate preparation of the Annual Marketing Plan.
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 contacts.
Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
Attend all-employee meetings and any other functions required by management.
Attend weekly staff meeting and provide training on a rotational basis, using steps to effective training according to Expotel Hospitality Service standards.
Understand all GDS systems.
Understand ISIS.
Understand loading rates into ISIS/GDS.
Marginal:
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.
Handle inquiries as part of Inquiry Day Program.
Perform any other duties as requested by the General Manager or Regional Vice President of Sales.
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The Director of Sales is responsible for directing, coordinating, training, and supervising the Sales Managers, Catering Manager(s) and the Sales Administrators 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 the Rooms 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.
QUALIFICATION STANDARDS
Education & Experience:
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 required.
Must have a driver’s license in the applicable state.
Physical Requirements:
Long hours sometimes required.
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 objects.
Mental Requirements:
Must be able to convey information and ideas clearly.
Must be able to evaluate and select among alternative courses of action quickly and accurately.
Must work well in stressful, high-pressure situations.
Must be effective in handling problems in the workplace, including, preventing, identifying and solving problems as necessary.
Must have the ability to assimilate complex information, data, etc., from disparate sources and consider, adjust or modify to meet the constraints of the particular need.
Must be effective at listening to, understanding, and clarifying the concerns and issues raised by coworkers and guests.
Must be able to work and understand financial information and data, and basic arithmetic functions.
DUTIES & FUNCTIONS
Essential:
Approach all encounters with guests and employees in an attentive, friendly, and service-oriented manner.
Maintain regular attendance in compliance with Expotel Hospitality Service standards, as required by scheduling, which will vary according to the needs of the hotel but will include a mandatory daily Expotel Hospitality Service Business Review (EBR) meeting.
Maintain high standards of personal appearance and grooming, which include compliance with Expotel Hospitality Service dress code and wearing a nametag when working.
Comply at all times with Expotel Hospitality Service standards and regulations to encourage safe and efficient hotel operations.
Maintain a warm and friendly demeanor at all times.
Ensure that employees are, at all times, attentive, helpful and courteous to all guests, managers and fellow employees.
Supervise, administer, and ensure timely completion of all activities of the Sales Department.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
Develop a complete knowledge of company sales policies and S.O.P.’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 strategies.
Meet or exceed set goals.
Operate the Sales Department within established sales expense budget.
Participate in required M.O.D. and Saturday office coverage as scheduled.
Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate Office, including sign-off on all competencies, and assist in his/her placement.
Coordinate group, transient and catering bookings to maximize profits.
Initiate and follow up on leads.
Maintain and participate in an active sales solicitation program.
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 territories.
Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
Administer training in the Sales and Catering departments, according to Expotel Hospitality Service standards.
Assist in the preparation of required reports in a timely manner.
Conduct weekly sales meetings according to Expotel Hospitality Service standards.
Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.
Conduct daily Expotel Hospitality Service Business Review (EBR), meeting with Sales and Catering, operations staff and General Manager.
Be familiar with all Expotel 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 Expotel Hospitality Service S.O.P.’s.
Review meeting planner evaluations as required to ensure that any problems are rectified.
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 met.
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 account.
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 plan.
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 sales calls.
Coordinate the preparation of complete and accurate end-of-month reports, according to Expotel Hospitality Service S.O.P. Ensure that Sales Managers can explain the importance and components of the report.
Coordinate preparation of the annual revenue budget.
Coordinate preparation of the Annual Marketing Plan.
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 contacts.
Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
Attend all-employee meetings and any other functions required by management.
Attend weekly staff meeting and provide training on a rotational basis, using steps to effective training according to Expotel Hospitality Service standards.
Understand all GDS systems.
Understand ISIS.
Understand loading rates into ISIS/GDS.
Marginal:
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.
Handle inquiries as part of Inquiry Day Program.
Perform any other duties as requested by the General Manager or Regional Vice President of Sales.
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