Position Overview:
The Task Force Director of Sales is responsible for traveling to Evolution hotels and filling in for open Director of Sales and Account Manager positions, proactively guiding teams and prospecting, facilitating and closing group business opportunities. Eligible for quarterly incentive bonus program
Driving Sales (65%)
• Achieves or exceeds hotel assigned sales goals and budgets
• Preparing hotel sales reports, owner reports, forecasting and potential budgeting
• Facilitate daily, weekly or monthly revenue generation meetings
• Translates wants and needs into success for the customer and Evolution Hospitality
• Continually targets and prospects for new business through individual creativity and innovation
• Weighs the value of each piece of business against hotel objectives
• Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel’s financial performance
• Uses corporate Revenue Management resources to help make informed decisions and maximize revenue
• Understands revenue management principles and can discuss impact on hotel occupancy, revenue and flow through
• Analyzes trends and patterns in relation to pricing
• Creates new sales strategies and promotions and quickly changes or terminates ineffective sales strategies or promotions
• Uses competitive market and market segment knowledge to devise innovative sales strategies
• Understands sales strategies and tactics of competitor hotels; effectively capitalizes on hotel’s strengths and competitor’s weaknesses and capabilities
Building and inspiring a great team (20%)
• Recruits the best possible sales team and reduces turnover through coaching, counseling and training
• Selects, hires, trains, supervises, coaches and counsels sales team members
• Trains and empowers sales team members to exercise good judgment to make profitable business decisions
• Creates expectations, leads people, manages processes and holds people accountable for the agreed upon activities and timelines
• Maintains effective communication, giving direction, support, timely feedback and recognition of performance
• Communicates with team to keep them informed of hotel, regional and corporate procedures
• Provides support and coaching for team members to drive high levels of performance, job satisfaction and personal growth
• Develops Account Managers through coaching, counseling and on property, as well as corporate, sponsored training programs
• Conducts monthly (at minimum) RAP sessions with Account and Catering Managers; reviews progress towards goals and coaches toward successful achievement of goals and career growth
• Celebrate individual and team success wildly
Use of Tools & Processes (10%)
• Identifies potential leads by using a wide variety of means/tools such as: existing sales database(s), trade magazines, internet, Zoominfo and HIS Reader Boards.
• Maintains accurate Delphi information on all new and ongoing leads and accounts, including solicitation efforts
• Utilizes Delphi with up to date To Do List, account and booking traces
• Accurately produces and/or reviews all sales contracts, rate agreements, and/or banquet/catering event orders
• Looks for ways to improve processes and enhance sales systems
• Applies an in-depth knowledge of Evolution Hospitality’s tools to find opportunities to increase profitability
Building a Systemic Service Culture (5%)
• Develops and maintains positive relationships with peers, competitors and brand partners
• Responds to all leads and RFPs within 24 hours
• Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction
• Ensures proper communication with other hotel departments
• Conducts site inspections, local sales calls and attends appropriate trade shows and client events
• Promotes hotel through personal involvement in community and business networking organizations
• Build strong relationship and partnership with Business Development
Qualifications & Experience:
Education:
• Any combination of education and experience equivalent to graduation from a college or combination of education, training or experience that provides the knowledge, skills and abilities required to perform the Sales or Catering Manager job duties
Knowledge/Skills:
• Must be computer literate; have experience using Internet Explorer, Microsoft Office Excel, Delphi experience preferred
• Knowledge of general sales techniques or evidence of formal training
• Ability to be assertive and persuasive without being aggressive
• Excellent communicator with strong written and verbal communication skills
• Track record of developing long term relationships and contacts
• Ability to quickly evaluate alternatives and decide on a plan of action
• Organizational skills including follow up, time management, ability to multi-task and manage multiple priorities in a fast-paced environment
• Skills for problem-solving, analysis, effective decision-making, negotiation and interpretation of contracts
• Strong interpersonal communication and networking skills
• Ability to effectively present information in one-on-one and group situations to customers, clients, and other employees of the organization
• Knowledge of hotel features, benefits, and competing hotels within the market
Work Experience:
• A minimum of 3 years of experience as a Director of Sales with a proven track record of success
• Demonstrated ability to understand customer requirements and translate into sales solutions
• Experience at a similar size and quality hotel
• Experience in internet research and database mining
Work Approach Attributes:
• Demonstrates vertical flexibility
• Uses an analytical approach
• Portrays a genuine style
• Strategically proactive
Working Environment:
• CANDIDATE MUST HAVE ABILITY TO TRAVEL AND MOVE HOTEL TO HOTEL AS NEEDED AND ON A REGULAR BASIS
• Fast paced, high energy
• Private office, open cubicle or remote
• High touch by phone, electronic and in person
About Evolution Hospitality
Headquartered in Orange County, CA, Evolution Hospitality is one of the top privately-owned hotel management companies in the US. Evolution Hospitality has a well-defined vision, a strong sense of values and guiding principles, and a long-range, quality-minded approach to business. From unassuming beginnings with a single property, today Evolution Hospitality is recognized as a first-class operator of hotels.
We are proud to offer candidates a dynamic career, personal growth, a strong tradition of mutual trust, integrity and an opportunity to make an impact on the business. Simply put, it means that it feels a bit different to work here. We are universally driven by our fundamental values and beliefs. At Evolution Hospitality, all associates are selected and evaluated on two criteria equally: results and culture. Honesty and humility are equally important as intellect and ability, and each member of the team embraces the challenge of becoming a better human being, both personally and professionally, as part of the package. Superstars are those individuals that not only create value for the company but also genuinely embrace and live Evolution Hospitality’s unique culture.
Are you ready to evolve? If you are interested in establishing a solid career and taking giant strides in personal growth, Evolution Hospitality is just the family you’re looking for.
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