Sonesta Hotels International Corporation

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Director of Sales (Finance)



Job Description Summary

The Director of Sales and Marketing is responsible for directing, coordinating, training, and supervising the Sales and Catering team members in all sales-related activities, including direct sales efforts, follow-up, and proper sales administration. They are also responsible for growing existing accounts and generating new business to ensure that Room and Catering revenues meet or exceed budget to maximize revenue and profits and improve the hotel's performance in the marketplace.

Job Description

  • Supervise, administer, and ensure timely completion of all activities of the Sales Department.
  • Develop a working knowledge of the hotel's operations, including Food and Beverage, Guest Services, and Reservations.
  • Develop a complete knowledge of company sales policies and S.O.P.'s and ensure understanding of and adherence to those policies by the sales team.
  • Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.
  • Operate the Sales Department within an established sales expense budget.
  • Participate in required M.O.D. and Saturday office coverage as scheduled
  • Coordinate group, transient, and catering bookings to maximize profits.
  • Initiate and follow up on leads.
  • Maintain and participate in an active sales solicitation program.
  • Monitor all top accounts, evaluate trends within your market, and ensure that the Sales Team is held accountable for those accounts within their respective territories.
  • Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
  • Administer training in the Sales and Catering departments, according to hotel standards.
  • Assist in the preparation of required reports promptly.
  • Conduct weekly sales meetings according to hotel standards.
  • Develop quarterly KRA's and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.
  • Conduct daily Business Review meetings with Sales and Catering, operations staff, and General Manager.
  • Be familiar with all hotel sales policies and selling techniques, emphasizing maximizing occupancy, Average Daily Rate (A.D.R.), and Banquet and Catering revenues.
  • Conduct all Sales and Catering Team Performance Appraisals according to hotel S.O.P.'s.
  • Motivate, coach, counsel, and discipline all Sales and Catering department personnel according to hotel S.O.P.'s.
  • Review meeting planner evaluations as received to ensure that any problems are rectified.
  • Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
  • Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
  • Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering the industry, blocking space, and building accounts.
  • Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and that incentives are processed and paid according to the specified period for each plan.
  • Ensure that Sales and Catering Managers plan and execute sales trips as outlined in quarterly Key Result Areas (KRA's) and the Sales budget, including preplanning, setting appointments, and executing sales calls.
  • Coordinate the preparation of complete and accurate end-of-month reports, according to hotel S.O.P.'s. Ensure that Sales Managers can explain the importance and components of the information.
  • Coordinate the preparation of the annual revenue budget and the annual Marketing Plan.
  • Coordinate and direct the monthly Rooms revenue forecast for the current and upcoming months and ensure accuracy within a 5% margin of error.
  • Meet and greet onsite contacts.
  • Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
  • Understand all G.D.S. systems.
  • Understand ISIS and loads rates into ISIS/GDS.
  • Develop networking opportunities through active participation in community and professional associations activities and events
  • Entertain clients.
  • React to negative trends in the marketplace by implementing blitzes or promotions.
  • Handle inquiries as part of the Inquiry Day Program.

Additional Job Information/Anticipated

Pay Range

140k - 180k Base pay offered may vary depending on various factors including but not limited to job related knowledge, skills and job specific experience/overall experience

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

  • Medical, Dental and Vision Insurance
  • Health Savings Account with Company Match
  • 401(k) Retirement Plan with Company Match
  • Paid Vacation and Sick Days
  • Sonesta Hotel Discounts
  • Educational Assistance
  • Paid Parental Leave
  • Company Paid Life Insurance
  • Company Paid Short Term and Long Term Disability Insurance
  • Various Employee Perks and Discounts
  • Hospital Indemnity
  • Critical Illness Insurance
  • Accident Insurance

Sonesta is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered. Apply

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