Director of Sales - MICE & Groups

About the Role
This position plays a key role in leading the property’s segmented sales effort, including group, transient, association, and corporate segments. The individual will assist in implementing segment sales strategies to achieve revenue goals while ensuring high levels of guest and employee satisfaction. Daily activities will focus on building long-term, value-based customer relationships to meet property sales objectives and personal booking goals.

Candidate Profile
Education and Experience

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major plus 3 years of experience in sales and marketing or a related professional area.
• OR
• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major plus 1 year of experience in sales and marketing or a related professional area.

Core Work Activities
Developing & Executing Sales Strategies

• Collaborates with sales leadership to ensure understanding of the sales strategy and assists in its effective execution.
• Aids in the development and maintenance of a solicitation program aimed at increasing business.
• Works with the management team to create a sales plan focused on revenue, customer acquisition, and market penetration for the designated segment.
• Aids in developing and implementing both internal and external promotions.

Maximizing Revenue

• Provides proactive leadership to maximize revenue potential; sets personal booking goals as an example for others.
• Recommends booking goals for members of the sales team.

Managing Sales Activities

• Authorizes space release for catering to enhance revenue in the absence of a Business Evaluation Manager.
• Participates in sales calls with the sales team to attract and secure new business.
• Supports all operational aspects of booked business, including proposal generation, contract creation, and customer communications.

Analyzing & Reporting on Sales and Financial Data

• Analyzes market data using sales systems to implement strategies that achieve the property’s financial goals for rooms and catering.
• Collaborates with Revenue Management to complete accurate six-period projections.
• Reviews sales and catering guest satisfaction results to identify improvement opportunities.

Ensuring Exceptional Customer Service

• Demonstrates leadership in guest hospitality and sets a positive example for customer relations.
• Interacts with guests to gather feedback on product quality and service levels.
• Engages with guests in pre- and post-convention meetings to gather insights on the quality of services and overall satisfaction.
• Empowers employees to deliver exceptional customer service.
• Monitors service behavior of employees and provides constructive feedback.
• Incorporates guest satisfaction metrics into departmental meetings with a focus on continuous improvement.
• Ensures a customer recognition program is implemented throughout sales.
• Adheres to company Customer Service Standards and property Brand Standards.
• Engages in daily service fundamentals of the brand.
• Strives to deliver exemplary customer service to foster loyalty and satisfaction by understanding customer needs and exceeding expectations.
• Gains insight into the property’s primary target customer profiles and serves them based on their business needs.

Building Successful Relationships

• Establishes and nurtures relationships with key stakeholders both internal and external.
• Collaborates with off-property sales channels to align property needs with sales initiatives, ensuring efforts are complementary.
• Coordinates with Human Resources, Engineering, and Loss Prevention to ensure compliance with applicable regulations.
• Attends customer events, trade shows, and sales missions to strengthen relationships with customers and GSO Managers.