Director of Sales and Catering

As the Director of Sales, you are the leader of the property’s group, corporate negotiated, tour & travel sales efforts in addition to convention services. Manages proactively to successfully achieve the hotel’s budget and service goals utilizing the hotels marketing plan and brand initiatives and strategy. Provides day to day leadership oversight of the group sales, convention services, corporate negotiated and tour & travel team members with a focus on building long term, value-based client relationships that meet the properties objectives. Maintains accountability by managing the selling efforts of each direct report to maximizerevenue opportunities.  

Sales Leadership and strategy

• Lead all group, corporate negotiated, tour & travel, and convention services sales efforts.
• Proactively manage sales performance to achieve hotel budget, revenue, and service goals.
• Utilize the hotel’s marketing plan and brand initiatives to guide sales strategy.
• Develop corrective action plans using SMART guidelines when performance shortfalls are identified.
• Maintain comprehensive knowledge of:
• Market positioning and competitive landscape
• Sales strategies and booking trends
• Yield management principles
• Food and beverage revenues
• Pricing and rate structures
• Sales and Marketing support tools
• Maintain in-depth knowledge of the competitive set and implement strategies to sustain a number one market position.
• Implement and enforce policies and procedures that support sales effectiveness and service excellence.
• Strategize and structure workflows to ensure weekly quality sales calls are completed and documented

Revenue Management, Forecasting & Financial Accountability

• Accurately forecast group room and group banquet revenues.
• Accountable for achieving revenue goals for:
• Group rooms
• Group banquets
• Corporate negotiated business
• Tour & travel segments
• Conduct daily business reviews and revenue analysis
• Manage the travel and entertainment expense budget, including reporting on return on investment (ROI).
• Provide complete, accurate, and timely reports to support sales incentive plan administration.
• Maintain accountability for financial commitments outlined in hotel event contracts.

Client Relationship Management & Business Development

• Build, maintain, and grow long-term value-based client relationships aligned with property objectives.
• Ensure effective management of all client relationships through innovative sales strategies designed to increase market share.
• Actively participate in all client site visits to deliver a distinctive, high-impact experience demonstrating the hotel’s commitment to   event success
• Fully understand and manage hotel event contracts, including financial terms and service obligations.
• Recommend, develop and support marketing promotions and sales collateral to drive business.

Team leadership, Coaching and Talent Development

• Provide daily leadership, direction, coaching, and support to:
• Group Sales Team
• Convention Services Team
• Corporate Negotiated Sales
• Tour & Travel Sales
• Catering Department
• Conduct regular team meetings and one-on-one sessions with direct reports.
• Maintain accountability by managing and evaluating the selling efforts of each team member.
• Responsible for hiring, training, promoting, and holding team members accountable.
• Ensure all team members:
• Complete all required training
• Maintain full product knowledge
• Understand brand standards
• Comply with health and safety requirements
• Oversee the development of Sales and Catering team members.
• Ensure the department has the appropriate tools, systems, and resources to successfully perform all job functions.
• Responsible for meeting individual and departmental goals on a quarterly basis.

Cross-Functional Collaboration & Operations Alignment

• Maintain strong working relationships with hotel operational teams to ensure seamless execution of contracts and events.
• Actively participate in cross-departmental meetings to communicate operational needs and expectations.
• Ensure alignment between sales commitment and operational delivery.

Brand Compliance, Industry Presence & Partnerships

• Fully Implement all brand initiatives and ensure consistent use of brand resources.
• Maintain and develop relationships with brand sales representatives to support global exposure of the hotel.
• Actively participate in brand, local regional, and national industry events.
• Maintain strategic partnerships with third-party organizations, including:
• Convention & Visitors Bureaus (CVB)
• Local Chambers of Commerce
• Must be available for domestic and international travel as business needs require.

Systems, Tools, Reporting & Compliance

• Maintain a accurate and up-to-date lead log in compliance with brand standards.
• Ensure proper recording and tracking of all group-related sales activities.
• Required proficiency and ongoing use of the following systems:
• Microsoft Outlook & Suite
• Delphi
• Cvent
• StarCite
• Meeting Broker

Ensure all systems are used consistently, accurately, and in compliance with brand and company standards.