Director of Sales

Barnsley Resort
Job Description
Barnsley Resort
Job Description: Director of Sales
Reporting to: General Manager
 
Position Purpose:
To provide central leadership in the strategic development of a comprehensive integrated sales program to fulfill the mission and long-term sales plan of Barnsley Resort. The Director of Sales is responsible for the leadership and management of all aspects of revenue generation at the property to include direct sales, catering sales, room sales to optimize profit potential and further enhance the property’s image. This effort encompasses the full design and execution oversight of sales initiatives, market research. In addition, this position is required to provide continued enhancement of the property culture in accordance with property standards. Maintain effective relationships with all associates throughout the property in order to provide a strong, supportive and objective environment. Coach, mentor, cultivate and motivate a team of professionals to effectively optimize profit for the Resort.
Role Priorities:
  • Strategic Planning
  • Market Analysis and Business Development
  • Growth of Property Sales
  • Financial acumen & accurate reporting
  • Top Priorities for first 12 months:
    • Upward reposition the Resort as a leader in corporate, travel meeting and leisure venue and the “preferred choice’ among corporations, travel business partners and consumers.
    • Build annual group room’s backlog and secure high rated corporate and preferred accounts.
    • Provide strong sales leadership and build trust internally and across organizational boundaries.
Duties & Responsibilities (include, but are not limited to):
  • Develop long-term business strategy and objectives to support integrated and competitive sales positioning.
  • Direct the translation of the property strategic plans into key alignment of short-and long-term goals.
  • Development of key business initiatives, such as entry into new market segments to include the consideration and development of new tradeshows and events that create visitor demand.
  • Evaluate operational issues to determine productivity and other indicators of effective use of manpower, materials, energy, capital, and assets.
  • Ensure communications are coordinated to support sales plan objectives and meet organizational expenditure requirements.
  • Develop sales strategies for improvement based on market research and competitor analyses.
  • Provide leadership in the development of affiliations and partnerships.
  • Maintain a business management system built upon a framework of measurement, information, data and analysis.
  • To ensure that deployment of plans will effectively transmit and achieve requirements.
  • To enforce all property standards, policies, and procedures with property associates and maintain confidentially of all guest and property information and data.
  • To effectively model and maintain property branding and principles.
  • Be able to effectively plan and implement processes and procedures necessary to ensure effective colleague relations, customer satisfaction and achievement of budgeted property revenues.
  • Ability to effectively complete all information contained in this job description without direct supervision.
  • Build relationships with key third party vendors and provide strategic direction.
  • Ability to influence and foster relationships with key political community figures and organizations.
  • Ability to lift, push or pull twenty pounds in order to fulfill job duties and assist throughout the property.
  • Ability to endure physical movements in carrying out job duties.
Essential Job Functions:
  • Maintain consistent knowledge of property features/ services and hours of operation and anticipated levels of business.
  • Maintain complete knowledge of and compliance with all property policies and procedures.
  • Ensure all corporate deadlines are satisfied relating to monthly, quarterly and annual reporting needs.
  • Attend meetings as deemed necessary by the General manager and Ownership.
  • Participate in property-wide leadership and culture development programs.
  • Report to and interact with General Manager promoting proper relations between all parties.
  • Act in a consultative capacity to the General Manager and other members of the Executive Committee on sales issues, provide advice and guidance to ensure optimal effectiveness, confer with department managers to continually develop product offerings, methodologies and resources, to promote new/improved products and to solicit feedback of overall sales efforts.
  • Foster relationships and provide strategic direction to key third party vendors.
  • Foster relationships with key political community figures and organizations.
  • Organize and direct all sales efforts towards attainment of property objectives and operational goals.
  • Develop strategies for forecasting and analyzing sales needs and developing effective product responses, delivery systems and methods for measuring and evaluating results.
  • Plan, manage and evaluate all financial aspects of the sales efforts throughout the property to ensure cost effectiveness and optimal utilization of resources.
  • Ensure that accurate and current sales related data is readily available to support and document decision-making processes.
  • Support, as necessary, all direct sales efforts of the sales team to include sales trips, off-property functions and customer entertainment.
  • Maintain current job descriptions for all department positions.
  • Ensure the integrity of the property’s branding, principles and culture through consistent involvement with all aspects of the property.
  • Complete and maintain accurate, objective and timely performance reviews and incentives for all colleagues in the department.
  • Provide regular, objective and detailed feedback to each executive committee member in order to maintain an environment of continuous improvement.
  • Coach and counsel associates, supervisors, managers and executive committee members regarding consistent application of sales, customer service and culture implementation.
  • Develop, plan and implement departmental orientation programs for all new associates.
  • Monitor and ensure that departmental areas are kept clean and organized at all times.
  • Develop and implement annual goals, objectives, budgets and incentive plans for the Sales department.
  • Monitor all security and life safety policies and procedures making recommendations for changes according to law or improved application.
  • Serve as a member of the property executive committee.
QUALIFICATION STANDARDS
EDUCATION
  • Minimum of two years of college level courses with an emphasis on business or communications required.
  • Bachelor’s degree in Hotel Management, Business Administration, Marketing or Communications preferred.
EXPERIENCE, SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY
  • Prior hotel sales experience at an independent property required.
    • Basic hotel product and industry knowledge, i.e., staffing, operations, safety, security, structural, terminology, fire, police and health codes, hotel policies, city ordinances.
    • Basic knowledge of the resort structure/layout and how all departments interact
    • Basic knowledge of various types of set up styles used in the meeting rooms
    • Basic knowledge of audio visual equipment, telecom equipment, lighting and room temperature control
    • Ability to effectively deal with internal and external customers, some of whom will require high levels of patience, tact and diplomacy to diffuse anger, collect accurate information and resolve conflicts
  • Five years’ experience as a manager within the Sales department.
  • Quantitative processing of data via office machine equipment, mathematical computations and analytical skills necessary to accurately determine and communicate financial, forecasting and space utilization calculations.
  • Proficiency in the use and operation of computer systems with the ability to navigate efficiently through Word, Excel, Outlook, Maestro, Market Vision, Internet and Intranet and Optimum Settings (or in-house CAD program).
  • Ability to read, write and speak the English language to fully comprehend guest requests, memos, proposals, general correspondence and similar written materials.
  • Ability to complete a contract in compliance with all checklists, standards and resort policies.
  • Interpersonal skills to provide overall guest satisfaction.
GROOMING
All team members must maintain a neat, clean and well-groomed appearance (specific standards available).
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