Associate Dir. Of Sales
Company: Country Inn & Suites Orlando Airport
Location: Orlando
Posted on: November 22, 2021
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Job Description:
Highgate Hotels
Highgate is a leading real estate investment and hospitality
management company widely recognized as an innovator in the
industry. Highgate is the dominant player in major U.S. gateway
cities including New York, Boston, Miami, San Francisco and
Honolulu, with a growing Caribbean and Latin America footprint. The
hospitality forward company provides expert guidance through all
stages of the property cycle, from planning and development through
recapitalization or disposition. Highgate has a proven record of
developing its diverse portfolio of bespoke lifestyle hotel brands,
legacy brands, and independent hotels and resorts with contemporary
programming and digital acumen. The company utilizes
industry-leading revenue management tools that efficiently identify
and predict evolving market dynamics to drive outperformance and
maximize asset value. With an executive team consisting of some of
the most experienced hotel management leaders, the company is a
trusted partner for top ownership groups and major hotel brands.
Highgate maintains corporate offices in New York, Chicago, Dallas,
London, Miami, and Seattle. .
Overview
The Associate Director of Sales is responsible for assisting the
Director of Sales in the direction, coordination, and supervision
of the Sales Managers, Catering Manager(s) and the Sales
Administrators in all sales-related activities, including direct
sales efforts, follow-up and proper sales administration.
Responsibilities
- Assist the Director of Sales in the supervision and
administration of all activities of the Sales Department.
- Develop a full working knowledge of the operations of the hotel,
including Food and Beverage, Guest Services and Reservations.
- Develop a complete knowledge of company sales policies and SOP's,
and assist the Director of Sales in ensuring knowledge of and
adherence to those policies by the Sales and Catering team.
- Develop and maintain market awareness to ensure ability to
predict revenue opportunities and set proactive strategies.
- Meet or exceed set goals.
- Assist the Director of Sales in the operation of the Sales and
Catering Department within established sales expense budget.
- Initiate and follow up on leads.
- Assist with coordination of group and transient bookings to
maximize profits.
- Maintain and participate in an active sales solicitation
program.
- As directed by the Director of Sales, attend the weekly staff
meeting according to Highgate Hotel standards.
- Assist the Director of Sales in the administration of training in
the sales department.
- Assist in the preparation of required reports in a timely
manner.
- Assist in the administration of weekly sales meetings according
to Highgate Hotel Standards.
- Review the KRA process with the Director of Sales to ensure that
deadlines are met.
- Assist with coordination of all non-group transient sales and
catering solicitations to maximize overall profits.
- Assist the Director of Sales by conducting all employee/manager
Performance Appraisals according to Highgate Hotel SOP's.
- Motivate, coach, counsel and discipline the Sales and Catering
Team according to Highgate Hotel SOP's.
- Assist the Director of Sales by monitoring production of all top
accounts and evaluate trends within your market and ensure the
Sales Team is held accountable for those accounts within their
territory.
- In the absence of the Director of Sales, conduct daily Highgate
Hotel Business Review (HHBR) meeting with Sales and Catering,
operations staff and General Manager.
- Assist the Director of Sales in the hiring and development of
Sales and Catering Department employees and managers.
- Be familiar with all Highgate Hotel sales policies and selling
techniques with an emphasis on maximizing occupancy, Average Daily
Rate (ADR) and Banquet and Catering revenues.
- Review meeting planner evaluations with the Director of Sales as
received to ensure that any problems are rectified.
- Conduct a professional, thorough site inspection of the hotel
with clients, exhibiting key features and beneficial to the
property, and ensure that all Sales Managers conduct thorough site
inspections.
- Assist in developing 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 business, blocking space and building
accounts.
- Monitor the Sales incentive plans and ensure that Sales staff can
explain their potential earnings and benefits, and assist in
ensuring that incentives are processed and paid according to the
specified time period for each plan.
- Assist in ensuring that Sales Managers are planning and executing
sales trips as outlined in quarterly Key Result Areas (KRAs) and in
the Sales budget, including preplanning, setting appointments and
executing sales calls.
- Assist in preparation of complete and accurate end-of-month
reports, according to Highgate Hotel SOP. Explain the components of
the end-of-month report and analyze the report with the DOS. Assist
in ensuring that Sales Managers can explain the importance and
components of the report.
- Assist in preparing the annual budget.
- Assist in the preparation of the annual Marketing Plan.
- Assist in preparing the monthly reforecast for the current and
upcoming months and assist in ensuring accuracy within 5% margin of
error.
- Meet and greet onsite contacts.
- Attend all-employee meetings and any other functions required by
management.
- Abide by Prime Selling Time (PST). Understand all GDS
systems.
- Understand ISIS.
- Understand loading rates into ISIS/GDS.
- Develop networking opportunities through active participation in
community and professional associations, activities and events.
- React to negative trends in the market place by implementing
blitzes or catering promotions.
- Handle inquiries as part of Inquiry Day Program.
Keywords: Country Inn & Suites Orlando Airport, Orlando , Associate Dir. Of Sales, Sales , Orlando, Florida
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