Senior Director of Sales

The Opportunity 

Delaware North is seeking a Senior Director of Sales to join our Parks and Resorts team located in Buffalo, New York. As Senior Director of Sales, your primary responsibility will be to provide direct support to department leaders, drive sales training and development initiatives, and promote a consultative and value-driven sales approach for Delaware North’s East Coast Lodging assets. Additionally, this individual will create sales plans, identify strategies for revenue growth and profit goals, and lead efforts to enhance customer retention and satisfaction.

This role will also mentor and coach both group lodging and catering sales managers to drive/book substantial, profitable business within the group markets.  The individual will manage the teams reactive and proactive group sales efforts, as well as, taking responsibility for achieving group revenue goals, guest and associate satisfaction. Provides day-to-day leadership oversight to the on-property and remote sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the units top and bottom line sales objectives.

We are open to qualified candidates on a remote + travel basis. Candidates in the Buffalo, NY area will be required to work a hybrid schedule.

Pay

Minimum – Anticipated Maximum Base Salary: $104100 - $140500 / year

In addition to base salary, we offer an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. The advertised pay range represents what we believe at the time of this job posting, that we would be willing to pay for this position. Only in special circumstances, where a candidate has education, training, or experience that far exceeds the requirements for the position, would we consider paying higher than the stated range. Information on our comprehensive benefits package can be found at https://careers.delawarenorth.com/whatweoffer.

Benefits 

At Delaware North, we care about our team members' personal and professional journeys. These are just some of the benefits we offer: 

• Medical, dental, and vision insurance
• 401(k) with up to 4% company match 
• Annual performance bonus based on level, as well as individual, company, and location performance
• Paid vacation days and holidays
• Paid parental bonding leave
• Tuition and/or professional certification reimbursement
• Generous friends-and-family discounts at many of our hotels and resorts

Responsibilities 

• Create and maintain an effective organizational structure and sales standards for group and negotiated contract sales
• Build out productive strategies targeting key accounts
• Create and maintain the group sales reporting strategy
• Assists VP of Sales in creation and achievement of subsidiary and unit specific goals/strategies in assigned territory to positively impact revenues
• Direct the planning and implementation of the sales program with all designated sales personnel throughout all regions. Manage performance-to-plan and market opportunity at all levels
• Monitors production of all top accounts and evaluates trends within assigned markets
• Takes ownership of sales systems and making sure records and payments are up to date
• Responsible for assisting in the establishment if the overall East Coast sales targets and the implementation and management of the incentive program
• Ensures accurate group sales forecasting
• Understands both top and bottom-line revenue
• Ensure the sales team captures group business from assigned market segments and/or geographic territory to surpass revenue expectations of hotel and individual revenue goals
• Creating teams that adhere to governance rules of group sales process and support revenue management operating procedures
• Ensuring all SOPs are kept up to date and relevant
• Through mentorship and leadership skills, developing highly effective field sales teams.
• Similarly responsible for the developing sales skills in operational and leisure sales roles, such as Front Desk staff and Call Center staff
• Manage vendor relationships such as, Cvent, Helms Briscoe, Maritz, etc.
• Understanding market trends/pricing Provides guidance to sales managers with contract clauses
• Anticipates (or reacts to) group and sales team issues and provides a solution

Qualifications 

• Bachelor's Degree in relatable discipline highly desired. Willing to supplement education for relevant work experience
• 7-10 years of sales experience
• 5+ years of sales management at a senior level
• Strong financial accumen and reporting skills are required for this role
• Hands on management with a passion for training and development is essential for this role

#LI-Remote

#LI-Hybrid

Shift Details 

Day shiftEvenings as neededWeekendsHolidaysOn call

Who We Are 

At Delaware North, you’ll love where you work, who you work with, and how your day unfolds. Whether it’s in sporting venues, casinos, airports, national parks, iconic hotels, or premier restaurants, there’s no telling where your career can ultimately take you. We empower you to do great work in a company with 100 years of success, stability and growth. If you have drive and enjoy the thrill of making things happen - share our vision and grow with us.

Delaware North Companies, Incorporated and its subsidiaries consider applicants for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status. Delaware North is an equal opportunity employer.