DIRECTOR OF SALES
Company: Hyatt Regency Washington on Capitol Hill
Location: Denver
Posted on: October 19, 2024
Job Description:
JOB SUMMARY
In order to make an application, simply read through the following
job description and make sure to attach relevant documents.
Lead the strategic planning and execution of the Sales Department's
goals and objectives. Utilize prospecting skills and strong
business sense to consistently exceed room night and revenue goals.
Recruit, deploy, motivate, support and grow a team of Sales
Managers to do the same. Develop and work within the stated
budgets. Report and critique all Group Sales activities to the
General Manager. Enliven the Westmont Standards within the
Department and the hotel. Support all Corporate and hotel
initiatives as needed.ESSENTIAL JOB FUNCTIONSThis description is a
summary of primary responsibilities and qualifications. The job
description is not intended to include all duties or qualifications
that may be required now or in the future. The Hotel operates 24
hours a day and 7 days a week, so operational demands require
variations in shift days, starting times, and hours worked in a
week.BUSINESS RESULTS
- Completes Group Sales components of Marketing Plans (updated
quarterly) including strategic action plans for all relevant market
segments, booking channels and revenue streams.
- Sets Group Sales & Marketing goals and objectives, utilizing
goal setting models and market knowledge to ensure the Sales
Managers are effectively deployed to maximize productivity and
revenue opportunities for the hotels.
- Establishes group booking guidelines based on historical data
and forecasts to maximize revenue per group room night.
- Prepares and presents Group information for property reviews
with owner representatives and corporate executives.
- Reviews production and pace reports and reforecasts
30/60/90-Day Budget with Director of Revenue Management.
- Administers Group Sales Department expenses.
- Leads Tentative Meetings and develops action plans to improve
booking pace and productivity.
- Evaluates new and incremental business opportunities/promotions
to maximize revenue for the hotels.
- Completes Group Sales Activity Critiques
(weekly/monthly/quarterly) with information that explains the Group
Sales productivity, provides insights into opportunities and
threats, and updates the stakeholders with market news.
- Conducts disciplinary action as required.
- Completes Catering Sales Activity Critiques
(weekly/monthly/quarterly) with information that explains the
productivity, provides insights into opportunities and threats, and
updates the stakeholders with market news.GUEST SATISFACTION
- Ensures a high level of customer satisfaction and builds
long-term mutually beneficial customer relationships to support
future revenue growth.
- Coordinates and communicates verbally and in writing with
customer (internal and external) regarding event details. Follows
up with customer post-event.
- Makes presence known to customer at all times during this
process, regardless of which hotel they sit at. Greets customer
during the event phase and hands-off to the Convention Services
department for the execution of details. Is available to solve
problems and/or suggest alternatives to previous arrangements.
- Displays leadership in guest hospitality and ensures
consistent, high-level service throughout all phases of hotel
events. Ensures products and services sold to the Event Planners
meet or exceed their expectations, create loyalty and lead to
increased market share.
- Sets a positive example for guest relations.
- Interacts with guests to obtain feedback on product quality and
service levels. Effectively responds to and handles guest problems
and complaints.
- Reviews Guest Service Results with leaders. Participates in the
development and implementation of corrective action plans.
- Emphasizes guest satisfaction during all departmental meetings
and focuses on continuous improvement.
- Utilizes Delphi or other hotel system to capture and manage
customer information on a daily basis.LEADERSHIP
- ---applies broad business knowledge and balances both a short-
and long-term perspective to generate strategies while leading the
organization to achieve them.
- Demonstrates commitment to Westmont Hospitality operating
principles and philosophies.
- Holds self and others accountable for achieving results.
- Addresses conflict in a timely manner.
- Contributes to team results.
- Deals with change effectively.
- Makes decisions, including employees/team and commits to a
course of action with available information.BUILDING
RELATIONSHIPS
- ---eliminates insular thinking by fostering a positive climate
for work relationships and teams committed to achieving
organizational goals and initiatives.
- Conducts one-on-one meetings with Group Sales Managers to
ensure their ongoing development.
- Manages relationships and leads processes for the NSOs, and
CVB; communicates hotel information, staffing changes, and ensures
prompt and thorough response to inquiries.
- Promotes and tracks lead referrals from NSOs, and Scout
leads.
- Administers Group Sales incentive programs and sales
contests.
- Administers Group Sales Smart Goals.
- Uses opportunities to promote individual and team
successes.
- Always applies the principles of trust, honesty, respect,
integrity, and commitment.
- Conducts morning stand-up meetings.
- Ensures weekly Group Sales meetings occur.MANAGING WORK
EXECUTION
- ---proactively ensures that others have the accountability,
authority, and resources necessary to both manage work execution
and drive for results.
- Consistently meets/exceeds personal room night and revenue
production goals.
- Approves Group bookings to ensure Sales Managers are maximizing
revenue opportunities without displacing transient business.
- Administers Delphi Rate guidelines and "Need Dates".
- Approves Catering space releases in accordance with the stated
policies.
- Administers Lost Business Reports and Reader board
Surveys.
- Develops strategic action plans and establishes "Measuring
Sticks" with each Group Sales Manager.
- Reviews Group Sales attrition, cancellation charges, and
adjustments.
- Submits Group Sales incentive program results.
- Completes ROIs on new projects/expenditures not
forecasted.
- Manages completion of new projects as they arise.
- Audits Delphi and creates follow-up action plans as
needed.KNOWLEDGE, SKILLS & ABILITIESExperience
- 5+ years of sales experience in the hospitality industry
- Proven track record of a consistent ability to exceed sales
goals
- Previous sales leadership experience preferredKnowledge and
Skills
- Excellent verbal and written English communication skills
- Ability to travel on sales trips out of town for multiple
nights as event schedule and business opportunities dictate
- Computer literate in MS Word, Excel and PowerPoint
- Computer literate with Delphi preferred
- Aggressive negotiating skills and creative selling abilities to
close on business with a high conversion ratio
- Must be able to "knock on doors" to get the business
- Uncovering new customers (local and social)
- Effective sales skills to up-sell products and services
- Ability to manage guest room and meeting space inventories
- Broad understanding of facility management (sanitation,
maintenance, operations)
- Strong customer development and relationship management
skills
- Knowledge of overall hotel operations as they affect the
department.
- Knowledge of contract management and legalities
- Financial management skills, e.g., ability to understand
P&L statements, manage operating budgets, forecasting and
scheduling
- Strong customer and associate relations skills
- Strong presentation and platform skills
- Strong "closing skills."PHYSICAL DEMANDSFrequent walking,
standing, sitting, hearing, talking, smiling. Lifting, pushing and
pulling of objects weighing up to ten (10) pounds.
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Keywords: Hyatt Regency Washington on Capitol Hill, Arvada , DIRECTOR OF SALES, Executive , Denver, Colorado
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