Director of Sales

The fabulous team at the Holiday Inn and Suites Green Bay Stadium located minutes from Lambeau Field, Resch Center and countless local bars and malls is seeking a talented and driven Director of Sales.

StepStone Hospitality, a leading hospitality management company is now hiring a dynamic Director of Sales to join our incredible team at the Holiday Inn and Suites Green Bay Stadium. The sales leader will enjoy selling the high-quality, world class branded hotel which includes meeting space, a new full-service bar and restaurant in a prime convention, business and leisure market.

Working with the General Manager, Regional Director of Revenue Management and Vice President of Sales & Marketing to optimally merchandize revenue potential for assigned property and ensure customers have a memorable hotel experience. Develop and execute sales action plans, maintain positive interdepartmental relations and complete special projects as assigned by the General Manager and Vice President of Sales & Marketing. This position also oversees the catering and banquet operations affiliated with the meeting space. Success is rewarded with a lucrative sales bonus plan.

To be successful in this role, one must have:

• Previous direct selling experience in a hotel.
• Demonstrated success in developing a market.
• Experience selling Marriott branded hotel(s) and experience selling corporate, convention and weekend market segments is a plus.
• Professionalism displayed at all times.

Specific Responsibilities:

• Based on the hotels selling strategy, books appropriate business that allows hotel to achieve/exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to the hotel.
• Proactive direct sales.
• Approaches the position with a relationship building/proactive selling mindset. Ensures that weekly telephone prospecting/qualification/solicitation call goals as well as outside call goals are met or exceeded. Include General Manager on appropriate sales appointments as well as calls on Corporate-based Sales personnel for assistance as needed to win business.
• Develops, presents business case to General Manager, VP of Sales and Regional Revenue Manager and deploys seasonal and segmented promotions and packages.
• Utilizes available business tools to prospect for new business (i.e., Brand database reports, Hoovers, STAR reports, local newspaper, and business journals).
• Performs the necessary pre-call planning and post-call follow-up for client outside sales calls.
• Evaluates potential business opportunities for assigned hotel and presents findings/defends positions, as necessary, to the General Manager and/or Regional Revenue Manager and VP of Sales.
• Thoroughly knowledgeable regarding client base. Has a strong business relationship with top producing clients.
• Utilizes internal lead source generators (i.e., Brand GSO, StepStone sister hotels) to maximize revenue production for the hotel.
• Grows revenue for StepStone Hospitality by cross-selling other StepStone hotels.
• Gains contacts and business intelligence/shows community spirit through involvement in an industry and/or charitable organizations.
• Takes the initiative to develop new strategies and tactics to drive revenue in assigned markets. Presents these plans to the Hotel General Manager and VP of Sales for review and approval.
• Monitors economic/business news in general, and news specific to the local market segments. Recommends adjustments to SMART Plan as changes occur in the business world.
• Understands the business rationale behind and contributes, as appropriate, to the hotel's rooms forecast.
• Maintains awareness of the sales practices of the hotels competitive set, and as warranted, takes proactive steps to neutralize their efforts.
• Is an expert when it comes to selling against the hotels competitive set.
• Adds to the camaraderie of the hotel by helping to celebrate the successes of coworkers.
• Ensures that he/she adheres to all sales administrative processes that are in place from the StepStone Corporate Office.
• Ensures that all reports, internal requests for information and special projects are submitted on or before their due dates.
• Provides suggestions to the VP of Sales, Senior Vice President of Sales and Marketing and other Corporate-based staff regarding growing the company's revenue.
• Understands the business rationale behind the annual budgeting process (revenue generation and Advertising and Promotion costs).
• Collects and analyzes information on use history, plans, decision structure and strategies of key customers in assigned market segments. Forwards this information to the Hotel General Manager and VP of Sales.
• Strives to continually improve his/her general business and industry/job specific skills by attending Brand and StepStone Corporate-sponsored sales training, and, if appropriate, outside continuing education.

Requirements:

• Previous IHG brand selling, and systems experience preferred.
• Computer skills required: Microsoft Outlook, Microsoft Word, Microsoft Excel, Microsoft PowerPoint, experience working with customer relationship management software is preferred.
• Sees a vision and is not deterred from achieving it.
• Committed to the company and the achievement of its goals.
• Effective communication skills, written and verbal, including group presentations.
• Has the ability to effectively influence others and engage clients and coworkers on difficult issues.
• Financial analysis skills. The ability to assess potential business opportunities and whether they contribute to the success of the business.
• The ability to inspire confidence in and gain respect from superiors, peers, subordinates, industry partners and competitors.
• Combines a confident, self-starting, high performance orientation with track record that reflects a can-do attitude.
• Enjoys interacting with customers and networking within the industry.

EOE - We are an Equal Opportunity Employer