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Director of Sales

posted January 12, 2019

Hilton Garden Inn Indianapolis Northwest
Indianapolis, IN
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719204 l

About This Job

Position Purpose: To optimize hotel revenues for two or more assigned hotels through the monitoring of pricing and creative sales and marketing strategies to ensure that hotels meets or exceeds budgeted goals.

Job Duties and Responsibilities:

  • Maintain and promote a team work environment with effective and clear communication amongst co-workers through positive leadership
  • Sets example through professional, friendly attitude towards clients and co-workers, timely response to clients and co-workers and observance of sales office standards
  • Provide pricing and guidance recommendations to sales staff, review and approve any special corporate negotiated rates
  • Responsible for learning the hotel brand(s) and strategies
  • Develop a working knowledge of the operations of the hotels, including food and beverage, guest services, reservations
  • Develop a complete knowledge and ensure adherence to company sales policies and SOPs
  • Drive customer loyalty in order to grow share of the account by delivering service excellence throughout each customer experience
  • Manage group or business travel accounts in assigned market segments to maximize business potential
  • Negotiate group business, guest room rates, meeting room rental, and hotel services within assigned markets that meets or exceeds hotel revenue goals
  • Negotiate contracts according to company standards
  • Manage and execute RFP Season Annually by facilitating the process in conjunction with the GM and/or Sales Manager
  • Ensure all pertinent aspects of solicitation, closing, and customer communications are complete and documented
  • Identify and pursue new and repeat business through prospecting calls, visits, site tours, lunches, and networking events
  • Conducts tours of the hotels and banquet facilities; entertains qualified potential clients in accordance with company and property policies and procedures
  • Executes and supports the operational aspects of business booked (generating proposals, contracts, and customer correspondence)
  • Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies
  • Analyze sales and revenue management reports to identify trends and future demand opportunities Monitor pricing, MAR and other minimums to ensure pricing is within an acceptable range based on available inventory, current sales/revenue strategies and market demand
  • Work with sales managers to ensure understanding of sales strategy and effective implementation of the strategies for each segment
  • Facilitate frequent Sales and Revenue communication that provides recommendation and guidance to the hotels on a regular basis
  • Facilitates training with Front Desk Agents and/or FOM on sales initiatives and best practices and encourages an "everyone sales" mentality
  • Conducts daily/weekly sales meetings
  • Is present and accessible at each assigned hotel throughout the week based upon hotel needs and at the direction of the GM/RDOS
  • Attend and contribute to all revenue and sales strategy meetings and calls for all assigned hotels
  • Participates in forecasting for revenue and expenses
  • Understand, leverage, and implement corporate and brand tools to exceed budgets
  • Conduct ongoing competitor price and product analysis to ensure proper rate positioning and product offering relative to competition
  • Conducts weekly and monthly share analysis for measurement of hotels market performance versus competition and implements strategies accordingly in conjunction with the Regional Director of Sales, Regional Director of Revenue Management, GM
  • Recommend and implement new sales programs at the hotel and accurately track ROI
  • Initiates collateral and online marketing efforts to include all printed sales collateral, direct mail, discount promotions, e-mail marketing, website presence and tracks ROI on all advertising and marketing spend
  • Prepares annual marketing/business and budget plans
  • Set and monitor team member goals including weekly sales activities, room night and revenue goals monthly, quarterly, yearly
  • Provides ongoing feedback, training and development of team members and addresses areas of opportunity
  • Monitors all day to day activities of direct reports
  • Provide continual analysis of lost business reasons and notify property and corporate of on-going trends
  • Operate the sales department within established sales expense budget
  • Coordinate, prepare, and submit any required reports as requested by the Regional team or GM
  • Work with the Regional Vice President of Operations, Regional Director of Sales, and Director of Revenue Management
  • Perform in the capacity of any position supervised
  • Abides by Prime Time Selling hours
  • Participates in MOD program as required
  • Perform any other job related duties as assigned

EDUCATION AND EXPERIENCE:

  • Minimum of Bachelor's Degree in Hotel Administration, Business, or Marketing
  • Minimum of 5 years in progressive hotel sales with leadership responsibilities

KNOWLEDGE, SKILLS AND ABILITIES:

  • Strong analytical skills relative to impact on hotel revenues
  • Ability to communicate effectively verbally and in writing
  • Strong interpersonal skills
  • Strong understanding of revenue management principles
  • Ability to use reservation and revenue management systems to develop pricing and sales recommendations
  • Proficient in Microsoft Office Products, focus on Excel, Word and Outlook Ability to travel as needed
  • Must have flexible work hours that may include evenings, weekends, and holidays
  • Sales Focus
  • Drive for Results
  • Business Acumen
  • Decision Making
  • Customer Focus
  • Integrity/Trust
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About This Employer

Hilton Garden Inn Indianapolis Northwest

6930 Intech Boulevard
Indianapolis, IN 46278

(317) 288-6060

At A Glance

Welcome to the Hilton Garden Inn Indianapolis Northwest hotel, just 13 miles from downtown Indianapolis and near many restaurants, entertainment and shops. Situated less than 15 miles from Indianapolis Motor Speedway and Indianapolis Airport, our Northwest Indianapolis hotel is a short drive to Lucas Oil Stadium and the Convention Center. Attend events at Indiana or Purdue universities and tee off at Bridge Air Crossing Golf Course.

Relax in a comfortable guest room and view a movie or a premium channel program on a 32-inch TV. Stay in touch with business and family using WiFi. Wake up to a cooked-to-order breakfast in the Great American Grill. Dine on classic American fare and unwind with a drink in the inviting Pavilion Lounge. This hotel provides a 24-hour fitness center and an indoor pool.

Make business easy at the Hilton Garden Inn Indianapolis Northwest hotel, with companies such as Park 100, Eli Lilly, DOW Agro Sciences and ConAgra and the office development of Intech Park nearby. Stay connected in the 24-hour complimentary business center. Host meetings, social gatherings or elegant weddings in 4,000 sq. ft. of versatile meeting space and let our professional, Northwest Indianapolis hotel staff ensure your event is a success.

  • 13 miles from downtown Indianapolis
  • Located near the brand new Grand Park sports village
  • Great American Grill restaurant and Pavilion Lounge
  • Meeting rooms, complimentary WiFi and business center
  • Meetings Simplified program for easy event planning
  • 24-hour fitness center and indoor pool