Job title: Director of Sales – Phoenix, Arizona

Reports to: General Manager

Department: Sales

Location: Property – Phoenix, Arizona

Salary $80-90,000/yr

Job Summary

Responsible for leading the sales department for revenue production for the hotel and meeting or exceeding planned revenue objectives for occupancy and average daily rate (ADR). Manages all areas of sales according to brand standards to achieve a professional rapport within the local Phoenix, Arizona business community. The Director of Sales is actively involved daily in securing, qualifying, and following up on leads to book specific business. The central focus is in sales and the development of his/her sales team. This role should not be required to assume operational responsibilities but should spend most of his/her time selling the “product”-the hotel.

Duties and responsibilities

The role of the Director of Sales is to be involved with all aspects of the hotel sales department. The Director of Sales is responsible for directing, coordinating, training, and supervising the Sales and Catering Managers and the Sales Coordinator in all sales-related activities including direct sales efforts, follow-up, and proper sales administration within the Phoenix, Arizona market. Responsible not only for strategizing but also preparing reports and being a key person of reference for guests, clients, and potential new accounts.

Guest Relations Management

• Be readily available and approachable for all guests.

• Ensure that departments achieve or exceed guest’s service expectations.

• Take proactive approaches when dealing with guest’s concerns.

• Always extend professionalism and courtesy to guests.

Profit Management

• Meets or exceeds budgeted REVPAR for the hotel.

• Prepares hotel’s annual marketing plan.

• Prepares departmental budget that correctly reflects the hotel’s business plan.

• Forecasts occupancy fluctuations and directs selling activities to maximize revenue.

• Knows the hotel’s demand segments, sources of business for each, and balances market segments according to supply and demand in the Phoenix,

Arizona region.

• Knowledge of the principle competition for each market segment and takes advantage of the hotel’s strengths against each competitor.

• Identifies major revenue and expense opportunities and possible problems.

• Accurately forecasts occupancy changes based on changing market conditions (e.g. increased competition and additions to supply and demand, etc.).

Team Member Management

• Maintain guest service as the driving philosophy of the hotel.

• Personally demonstrates a commitment to guest service by responding to guest needs.

• Ensures all hotel staff, including new hires, knows all components/features of our guest service guarantee and are trained to meet service standards;

develops added value customer service programs.

• Ensures that team members (specifically front desk staff) are familiar with key accounts and “specifics” (special rates, special requirements, etc.) relating to

business booked in the hotel.

• Empowers hotel staff to deliver guest service by encouraging and rewarding responsive guest assistance.

Marketing and Sales Management

• Develops hotel’s marketing and sales plan based on the hotel’s position and strengths within each market segment.

• Implements hotel’s marketing and sales plan.

• Solicit, negotiate, and book both new and repeat business.

• Execute various marketing strategies to capture the maximum amount of revenue to meet or exceed sales goals.

• Ensures that marketing and sales plans are appropriate for each sales period, including special plans to maximize room revenue during forecasted low

occupancy.

• Analyzes and understands the competition’s strengths and weaknesses for each market segment and successfully directs marketing activities against each.

• Identifies and maintains constant communications with the hotel’s key accounts.

• Actively sells room nights through outside sales calls, telemarketing, site tours etc.

• Actively sells to in-house guests (greeting tours, talking with guests at mealtimes to surface additional leads, etc.).

• Uses the available brand resources to surface, call on, and track potential business.

• Coordinate group and transient bookings to maximize profits.

• Operate within established sales expense budget.

• Prepare required reports in a timely manner.

• Maintain strong visibility in local Phoenix, Arizona community organizations.

Human Resources Management

• Maintains a positive cooperative work environment between staff and management.

• Ensures training objective and development plans are completed.

• Communicate and carry out all disciplinary action and terminations.

• Guide team members with planning, developing, growing, and managing their careers by sharing the Pathways of Leadership Program.

Qualifications, Knowledge, Skills and Abilities

Qualifications include:

• Prior hotel sales or related field experience.

• Ability to continuously utilize sales force automation programs for entering potential client data, maintain accounts and planning and executive sales

activities.

• Must possess communication skills in terms of the ability to negotiate, convince, sell and influence professionals and or hotel guests in Phoenix, Arizona.

• Requires knowledge of the hotel’s and IHM’s policies and procedures and the ability to determine course of action based on these guidelines.

• Highly motivated team player with strong initiative and desire for achievement.

• Excellent communication, computer and presentation skills.

• Ability to work both with a team and alone.

• Ability to recruit and maintain team members with a passion to serve.

• Must be able to convey information and ideas clearly.

• Must work well in stressful high-pressure situations.

• Must maintain composure and objectivity under pressure.

• Must be effective in handling problems in the workplace including anticipating, preventing, identifying, and solving problems as necessary.

Working Conditions/Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Working Conditions

Hotel managers are generally exposed to long shifts that include late hours, weekends, and holidays due to the 24-hour operation of a hotel. The common workplace environment in hotels involves high levels of interaction with guests, employees, investors, and other managers.

Additional Responsibilities

Any other duties assigned by Supervisor.

Interested and Qualified applicants please send resume to Danielle Salerno at danielle@geckohospitality.com

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