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Director of Group Sales

posted December 30, 2018

Pacific Palms Resort
City of Industry, CA
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1919 l

About This Job

Purpose:

To lead in implementing all group sales strategies and activities to generate and maximize overall revenue. Assist with group segment related promotion, advertising, and public relations that will impact positively on all operating departments of the hotel, thereby resulting in a profitable return on the ownership’s investment.

To assist the Director of Sales and Marketing in support of the Sales operation and work closely with the Catering & Conference Services Department, Revenue and Reservation Sales Department to maximize revenues; maintain positive interdepartmental communications; contribute to the overall direction and operation of the hotel and to effectively control and minimize expenses while exceeding overall budgeted revenues and occupancy.

Essential Job Functions:

  • Support, direct, measure, and report on selling/prospecting of the group sales team
  • Initiative toward meeting/exceeding goals (approximately 65% of daily time) and contributing to other revenue centers
  • Sales team training (i.e. prospecting/qualifying/negotiating/closing/servicing conference business)
  • Group sales lead distribution, handling and monitoring
  • Orchestrate and participate with FAMs, client events, off-site client functions, site tours, sales blitz programs, other client or employee events at the direction of the Director of Sales and Marketing.
  • Have a working knowledge of key accounts.  Develop strategies with sales team on key accounts, participating in the sales process where appropriate.  Ensure that productive accounts are developed; “dead” leads dropped, outside calls are pre-qualified, and have potential for the Resort.
  • Sales team coaching and counseling as appropriate and conducting performance reviews
  • Ensure group servicing is at high standards to create client satisfaction
  • Develop and maintain appropriate administrative standards in conjunction with Sales Administrative Assistants to include Delphi, file and trace system, local space release policy, contract and cancellation standards and deposit policies. 
  • Travel plan management (trade shows and sales trips)
  • Support the hiring, development and retention of a diverse hourly and management group sales workforce to generate revenue and provide sales expertise to the property.  Create and sustain a work environment that focuses on fair and equitable treatment and employee satisfaction to enable business success.
  • Responsible for the calculation & administrative processes of the quarterly and annual incentive plans – with presentation and approval of the Director of Sales and Marketing.
  • Forecast (monthly development/reporting)
  • Budget (annual development/monitoring and reporting)
  • Revenue Manager cooperation on yield/pricing/procedures/strategies/reservations department - what does cooperation mean in this? 
  • Dir. Of Catering/Conference Service cooperation on yield/pricing/procedures/strategies/space management
  • Inter-departmental coordination/communication (i.e. accounting/front office/ outlets)
  • Manage and drive solutions to various group sales team needs, obstacles
  • Backup for the DOSM as needed

Resort Specific Essential Functions:

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.

  • Serves as the Director of Sales and Marketing backup in his/her absence
  • Participates in one-on-one meetings with the Director of Sales and Marketing to review and inform on departmental, client and staff issues or concerns.  Maintains a consistent information exchange with the Director of Sales and Marketing to maximize productivity within the department.
  • Participates in weekly strategy meeting with the Director of Sales and Marketing.
  • Helps to direct the interdepartmental activities and productivity of the administrative staff, to include monthly meetings, employee counseling and training.
  • Develop and maintain relationships with key accounts in order to produce business.
  • Monitor the performance of the group sales team to ensure actual sales meet or exceed established revenue plan.
  • Directs the interaction of group sales managers with conference service managers during on-site group functions to maximize accuracy in client requests, BEO’s, resume’s, and all billing to ensure complete client satisfaction and financial profitability.
  • Recommends and arranges for effective training programs or seminars for members of the group sales management staff.  Maintains a training matrix detailing who, what, when and what class were taken. 
  • Forecasts in advance costs of training seminars and programs and gains approval of Director of Sales and Marketing.
  • Develop and maintain good relationships with officials and representatives of local community groups and companies.
  • Attend out-of-town conferences, client visitations and trade shows to promote new business and increase sales for the hotel.

Requirements: 

  • The ideal candidate will have 3 to 10 years experience as a Director of Group Sales, Assistant Director of Sales or Director of Sales at a mid to large property. 
  • Ability to communicate orally and in written form in English required
  • Extensive negotiating skills
  • Excellent management skills
  • Contract knowledge
  • Delphi knowledge
  • Proficiency in MS Office Software (Outlook, Word, Excel)
  • Ability to use normal transportation to include air travel, car travel in connection with long-distance trips in or out of the state of California


 

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About This Employer

Pacific Palms Resort

1Industry Hills Parkway
City of Industry, CA 91744

Telephone (626) 854-2342
Reservations (800) 524-4557

292 Room Resort

www.pacificpalmsresort.com

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Los Angeles Area Resort Getaway and Conference Center

Pacific Palms Resort is the only full-service luxury golf and conference resort of its kind in Los Angeles County. Our glorious hilltop location set against the majestic San Gabriel Valley Mountains and many guest activities and on-site entertainment makes Pacific Palms Resort unique even in the Los Angeles resort and spa hotel circle.

At 650 acres, Pacific Palms Resort is one of the largest hotels within Southern California. Here you can find fabulous fireside dining overlooking Celebration Lake, a new spa and fitness center, and our famous 4-star, 36-hole Industry Hills Golf Club. Our resort is also no stranger to exceeding event planners’ expectations with conferences, meetings, and weddings.

We also take pride in our 292 rooms and public areas. All rooms are beautifully appointed with fine furnishings and include stunning views from the balconies. Also enjoy complimentary self-parking and Wi-Fi in guestrooms and public areas.