Area Director of Sales - Crescent Hotels and Resorts
Santa Monica, CA
About the Job
Description
Responsibilities:
+ Oversee Sales performance against assigned annual goals for both the individual and team(s).
+ Leads direct reports in a manner that achieves the properties sales goals and holds them accountable to their essential duties and responsibilities.
+ Achieve annual targets as it pertains to STR performance for the hotel(s).
+ Develop strategies to increase revenue share from competitors and meet hotel revenue goals.
+ Manage sales incentive plan and goal setting processes, account production reports, group pace reports and tentative group meetings.
+ Prospecting for new business using a full spectrum of resources for identifying and contacting prospective customers.
+ Build and maintain strong client relationships.
+ Responds in a timely manner to incoming group/catering business opportunities.
+ Ensures that all business is booked within property parameters.
+ Conducts hotel site inspections and client presentations both in person and virtually.
+ Creates contracts and other related booking documentation as required including but not limited to activity tracking. Manage and maintain client account files.
+ Detail events to include all food & beverage, set up and audio-visual needs. Asks appropriate questions of the clients and makes suggestions to ensure details meet the group and the hotel’s needs.
+ Create group resumes and communicate client needs to all departments of the hotel. Ensure hotel staff follows through on all requests.
+ Use negotiating skills and creative selling abilities to close on business and negotiate contracts.
+ Accurately forecasts group rooms & banquets/catering revenues (30-60-90).
+ Participate in weekly revenue strategy meetings.
+ Report on sales KPIs for weekly and monthly communication to owners.
AUTHORITY LEVEL
+ Budgets: Develops and manages all department budgets; revenue, profitability, expenses, payroll.
+ Employment Makes hiring decision, sets salary, sets job description, applies disciplinary actions, and makes termination decisions.
+ Expenses: Approves department expense up to approved amount set by Finance Department, vendor contracts, and equipment.
PERSONNEL MANAGEMENT
+ Supervise, coach, counsel, and manage performance of staff; work with Human Resource department to hire, discipline, and discharge employees; conduct regular performance evaluations as per Club standards.
+ Prepare work schedules, assign work, and oversee the work product (while minimizing overtime and call-in hours).
+ Review all payroll timesheets for areas supervised and submit them in a timely manner for final approval.
+ Enforce sound safety and housekeeping practices.
+ Manage facilities staff to deliver expected service levels within the prescribed budget.
+ Respond to problems in a tactful and expedient manner; resolve employee issues through problem resolution.
+ Responsible for identifying training needs and motivating staff to perform at a high level.
+ Manage departmental performance against agreed targets and budgets, and within policies and standards.
+ Responsible for monthly safety inspections and training the staff on safety and emergency procedures.
Ensure A Safe Work Environment:
+ Comply with the Company Health and Safety (H&S) processes while working on projects, initiatives, and other work-related duties; perform job duties in a way that will not cause danger to self or others, or violate local, state, federal, environmental regulations.
+ Promptly correct or report any hazard, potential hazard, or unsafe work condition to the Director of Facilities, and/or People & Culture; wear protective equipment when required; ensure work location is kept safe, clean, and organized.
Initiate Professional Growth:
+ Consistently evaluate work for efficiency, quality, alignment with the Company’s service standards, and compliance with Company policies and procedures.
+ Seek out opportunities to enhance personal skills set relevant to job tasks.
+ Maintain current product knowledge, best practices, and skills needed to meet the demands of your position.
Education, licenses, & certifications:
+ Required: Minimum of 5 years of experience in same or similar positions
+ Required: High School Diploma or GED Equivalent
+ Ideal: Bachelor’s or Master’s College Degree in Hospitality Management or Marketing or similar field
+ Required: Current California Driver License with satisfactory Department of Motor Vehicle driving record.
Essential qualifications:
+ Required: At least 18 years of age.
+ Required: Reliable and punctual attendance.
+ Required: Excellent time-management skills; prioritizing and completing assigned job tasks effectively.
+ Required: Travel (by vehicle and plane) for business, training, and/or development, including overnight trips.
+ Required: Excellent interpersonal and customer service skills
+ Required: Travel for business purposes, including overnight travel
+ Required: Computer Experience: proficient Microsoft Office programs, Outlook, and Revenue Management Systems
+ Required: Excellent verbal and written communication skills; ability to convey messages clearly and compose correspondence with correct and proper grammar.
+ Required: Strong presentation skills; convey messages clearly and confidently; persuade and effect change positively.
+ Required: Capable of working effectively independently with minimal supervision
+ Required: Strong analytical skills.
+ Required: High attention to detail and accuracy
+ Required: Strong organizational skills
+ Required: Ability to prioritize effectively and efficiently meet deadlines and produce work in a timely manner.
+ Required: Ability to elicit and accept constructive feedback.
+ Required: Knowledge of hospitality sales, marketing, and other revenue management functions to include research, planning, market positioning, market segments, internal marketing, distribution channels, sales management, reservations, and yield management
+ Required: Proficient at statistical and competitive analysis
+ Required: Strong interpersonal skills and possession of a full understanding of professional business ethics, decorum, and social skills
+ Required: Professional appearance and adherence to dress code standards
+ Required: Ability to work well under deadline pressure
Physical requirements, Demands, and working conditions:
Physical Exertion
Sedentary work: Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Work involves sitting most of the time; walking and standing are required only occasionally.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
Responsibilities:
+ Oversee Sales performance against assigned annual goals for both the individual and team(s).
+ Leads direct reports in a manner that achieves the properties sales goals and holds them accountable to their essential duties and responsibilities.
+ Achieve annual targets as it pertains to STR performance for the hotel(s).
+ Develop strategies to increase revenue share from competitors and meet hotel revenue goals.
+ Manage sales incentive plan and goal setting processes, account production reports, group pace reports and tentative group meetings.
+ Prospecting for new business using a full spectrum of resources for identifying and contacting prospective customers.
+ Build and maintain strong client relationships.
+ Responds in a timely manner to incoming group/catering business opportunities.
+ Ensures that all business is booked within property parameters.
+ Conducts hotel site inspections and client presentations both in person and virtually.
+ Creates contracts and other related booking documentation as required including but not limited to activity tracking. Manage and maintain client account files.
+ Detail events to include all food & beverage, set up and audio-visual needs. Asks appropriate questions of the clients and makes suggestions to ensure details meet the group and the hotel’s needs.
+ Create group resumes and communicate client needs to all departments of the hotel. Ensure hotel staff follows through on all requests.
+ Use negotiating skills and creative selling abilities to close on business and negotiate contracts.
+ Accurately forecasts group rooms & banquets/catering revenues (30-60-90).
+ Participate in weekly revenue strategy meetings.
+ Report on sales KPIs for weekly and monthly communication to owners.
AUTHORITY LEVEL
+ Budgets: Develops and manages all department budgets; revenue, profitability, expenses, payroll.
+ Employment Makes hiring decision, sets salary, sets job description, applies disciplinary actions, and makes termination decisions.
+ Expenses: Approves department expense up to approved amount set by Finance Department, vendor contracts, and equipment.
PERSONNEL MANAGEMENT
+ Supervise, coach, counsel, and manage performance of staff; work with Human Resource department to hire, discipline, and discharge employees; conduct regular performance evaluations as per Club standards.
+ Prepare work schedules, assign work, and oversee the work product (while minimizing overtime and call-in hours).
+ Review all payroll timesheets for areas supervised and submit them in a timely manner for final approval.
+ Enforce sound safety and housekeeping practices.
+ Manage facilities staff to deliver expected service levels within the prescribed budget.
+ Respond to problems in a tactful and expedient manner; resolve employee issues through problem resolution.
+ Responsible for identifying training needs and motivating staff to perform at a high level.
+ Manage departmental performance against agreed targets and budgets, and within policies and standards.
+ Responsible for monthly safety inspections and training the staff on safety and emergency procedures.
Ensure A Safe Work Environment:
+ Comply with the Company Health and Safety (H&S) processes while working on projects, initiatives, and other work-related duties; perform job duties in a way that will not cause danger to self or others, or violate local, state, federal, environmental regulations.
+ Promptly correct or report any hazard, potential hazard, or unsafe work condition to the Director of Facilities, and/or People & Culture; wear protective equipment when required; ensure work location is kept safe, clean, and organized.
Initiate Professional Growth:
+ Consistently evaluate work for efficiency, quality, alignment with the Company’s service standards, and compliance with Company policies and procedures.
+ Seek out opportunities to enhance personal skills set relevant to job tasks.
+ Maintain current product knowledge, best practices, and skills needed to meet the demands of your position.
Education, licenses, & certifications:
+ Required: Minimum of 5 years of experience in same or similar positions
+ Required: High School Diploma or GED Equivalent
+ Ideal: Bachelor’s or Master’s College Degree in Hospitality Management or Marketing or similar field
+ Required: Current California Driver License with satisfactory Department of Motor Vehicle driving record.
Essential qualifications:
+ Required: At least 18 years of age.
+ Required: Reliable and punctual attendance.
+ Required: Excellent time-management skills; prioritizing and completing assigned job tasks effectively.
+ Required: Travel (by vehicle and plane) for business, training, and/or development, including overnight trips.
+ Required: Excellent interpersonal and customer service skills
+ Required: Travel for business purposes, including overnight travel
+ Required: Computer Experience: proficient Microsoft Office programs, Outlook, and Revenue Management Systems
+ Required: Excellent verbal and written communication skills; ability to convey messages clearly and compose correspondence with correct and proper grammar.
+ Required: Strong presentation skills; convey messages clearly and confidently; persuade and effect change positively.
+ Required: Capable of working effectively independently with minimal supervision
+ Required: Strong analytical skills.
+ Required: High attention to detail and accuracy
+ Required: Strong organizational skills
+ Required: Ability to prioritize effectively and efficiently meet deadlines and produce work in a timely manner.
+ Required: Ability to elicit and accept constructive feedback.
+ Required: Knowledge of hospitality sales, marketing, and other revenue management functions to include research, planning, market positioning, market segments, internal marketing, distribution channels, sales management, reservations, and yield management
+ Required: Proficient at statistical and competitive analysis
+ Required: Strong interpersonal skills and possession of a full understanding of professional business ethics, decorum, and social skills
+ Required: Professional appearance and adherence to dress code standards
+ Required: Ability to work well under deadline pressure
Physical requirements, Demands, and working conditions:
Physical Exertion
Sedentary work: Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Work involves sitting most of the time; walking and standing are required only occasionally.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
Source : Crescent Hotels and Resorts
