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