Director of Sales

Company: Sheraton Virginia Beach Oceanfront
Location: Virginia Beach
Posted on: January 19, 2023

Job Description:

The Director of Sales is 100% responsible for top line revenues. This position is responsible for directing, coordinating, training and supervising theSales Managers, Catering Manager(s) and the Sales Administrators in all sales-related activities, including direct sales efforts, follow up and propersales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that room revenues and cateringrevenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.
Essential Job Functions:--- Must be able to work with and understand financial information and data, and basic mathematical functions.--- Must be able to work with a myriad of personalities and levels within the hotel and outside sources--- Approaches all encounters with guests and team members in a friendly, service-oriented manner.--- Maintains regular attendance in compliance with Shamin standards, as required by scheduling, which will vary according to the needs of the hotel.--- Maintains high standards of personal appearance and grooming which includes a nametag and proper attire when working.--- Complies at all times with Shamin standards and regulations to encourage safe and efficient hotel operations.--- Maintains a friendly and warm demeanor at all times--- Ensures that employees are, at all times, attentive, friendly, helpful and courteous to all guests, managers and other employees.--- Supervises, administers and ensures timely completion of all activities of the Sales Department; Meets or exceeds set goals.--- Develops a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.--- Develops and maintains market awareness to ensure ability to predict revenue opportunities and set proactive strategies.--- Operates the Sales Department within the established sales expense budget.--- Coordinates group, transient and catering bookings to maximize profits.--- Coordinates all non-group transient sales and catering solicitations to maximize overall profits.--- Initiates and follows up on leads.--- Monitor production of all top accounts, evaluate trends within the market and ensure that the Sales Team is held accountable for those accountswithin their respective territories.--- Assists in the preparation of required reports in a timely manner.--- Conducts all Sales and Catering Sales Performance Appraisals according to Shamin S.O.P.'s.--- Conducts weekly sales meetings according to Shamin standards.--- Is familiar with all Shamin Sales policies and selling techniques with an emphasis on maximizing, Average Daily Rate (ADR) and/or occupancy inaddition to Banquet and Catering revenues.--- Motivate, coaches, counsels and disciplines all Sales and Catering department personnel according to Shamin Standards.--- Conducts a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensures that allSales team members conduct thorough site inspections.--- Develops strategies to increase share from competitors when the hotel revenue penetration goals are not being met.--- Develops strategies and action plans to improve revenues and RevPAR through ADR, occupancy or a combination thereof--- Ensures that Action Plans are completed and discussed using the SMART methodology--- Uses property's sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business,blocking space, building and managing accounts.--- Sets individual sales goals based on the overall budget of the hotel--- Monitors the Sales incentive plans and ensures that Sales staff can explain their potential earnings and benefits, and assists in ensuring thatincentives are processed and paid according to the specified time period for each plan.--- Coordinates the preparation of complete and accurate weekly and monthly reports, according to Shamin standards.--- Coordinates preparation of the annual revenue budget and annual marketing plan.
--- Coordinates and directs preparation of the monthly rooms revenue forecast in concert with revenue management for the current and upcomingmonths and assists in ensuring accuracy within 5% margin of error.--- Responsible for meeting/exceeding top line room revenues at the hotel as outlined in the annual Strategic Sales Plan--- Improve RevPAR over the comp set as measured through Smith Travel STAR Reports.--- Write and communicate objectives and strategies clearly and concisely using the Sales Strategic plans and SMART action plans that outlineannual, monthly and weekly sales strategies.--- If responsible for a multiple sales person office, the DOS will provide strong leadership, guidance and training to support the other team members.It is expected that the sales team will consistently meet/exceed activity and productivity sales call goals established by the company.--- The sales leader is responsible for ensuring the growth of existing business and generating new business while ensuring that sales revenuesmeet or exceed the established budget with a focus on and understanding of how to maximize revenue and profits.--- The sales leader is responsible for the function space, meeting room rental, A/V and F&B and will work with the operations staff to coordinatewhere applicable.--- The sales leader and the team must be skilled in all aspects of the sales process (building rapport, qualifying, presenting, negotiating and closing)Additional and ongoing training may be required.--- The sales leader is responsible for understanding and managing the sales system while ensuring accuracy. Other systems may be required tolearn and operate (PMS, Microsoft Office).--- Manage the sales and marketing efforts of the property in a manner consistent with Shamin's policies and procedures--- Proven ability to attract, retain and motivate the employees; hire train, develop, empower, coach and counsel, conduct performance reviews,resolve problems, provide open communication vehicles, discipline and terminate, as appropriate.--- Must be a leader and partner with the hotel General Manager, Regional Support, and other corporate support staff to support and drive the cultureof Shamin Hotels.
Education & Experience:--- High school diploma or GED certification required.--- Bachelor's Degree and/or extensive experience in a hotel or related field required.--- 1-2 years of hotel and sales experience preferred.--- Strong financial knowledge required.--- Valid driver's license from the appropriate state.--- Driving record approved by insurance carrier guidelines.--- Must be able to work with and understand financial information and data, and possess basic mathematical skills--- Reading, Writing, Basic Math--- Computer skills--- Brand systems
Physical Requirements:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions ofthe job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing theduties of the job, the employee will be required to:--- Frequently stand, walk or sit for extended periods. Long and varied hours are often required (8 hours).--- Ability to use hands to fingers, handle, feel, talk and hear.--- Bending, reaching, stooping or crouching on occasion.--- Light Work - Exerting up to 25 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull orotherwise move objects.--- Specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus.--- Ability to drive a vehicle and travel during the day frequently, overnight travel on occasion.
This job description is a general representation of the duties and responsibilities commonly found for this type of position.
Salary: From $90,000.00 per yearJB.0.00.LN

Keywords: Sheraton Virginia Beach Oceanfront, Virginia Beach , Director of Sales, Executive , Virginia Beach, Virginia