Director of Groups Sales - Hotel David Whitney, Autograph Collection

POSITION PURPOSE

The Director of Group Sales functions as the leader of the properties’ group sales effort. Manages the property's reactive and proactive group sales efforts. Shares responsibility for achieving group revenue goals, guest, and associate satisfaction. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process. Provides day-to-day leadership oversight to the on-property group sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives. Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up selling and accurately forecasting revenues (e.g., catering and group rooms) for all events.

ESSENTIAL RESPONSIBILITIES

• Managing Sales Activities
• Functions as the leader of the property’s group sales effort.
• Collaborates with Area Director of Sales and Marketing on booking goals for sales team members.
• Develops and manages group sales revenue and operation budgets, and provides forecasting reports, weekly activity reports and monthly productivity reports.
• Consistently meets or exceeds individual and team catering goals and hotel budgets.
  Works with management team to create and implement a group sales/marketing plan addressing revenue, customers, and market.
• Solicits, books, and develops local group business.
• Assists with selling, implementation, and follow-through of group sales promotions.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Coordinates and deploys group sales resources on-property to monitor the pull-through and sustainment of sales strategies and selling solutions.
• Verifies that the properties implement a seamless turnover from sales to operations and back to sales while consistently delivering a high level of service.
• Manages the properties’ reactive and proactive group sales efforts.
• Actively pursue new clients through creative sales techniques and aggressive prospecting
• Manages lead sources to ensure quantity and quality of leads
  Respond to all customer inquiries within 24 hours or sooner.
• Monitors the effective resolution of guest issues that arise because of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process.
• Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up selling and accurately forecasting revenues (e.g., catering and group rooms) for all events.
• Participates in and practices daily service basics of the hotels (Attends and schedules team for daily hotel huddles, reception or lobby coverage, event order meetings, operations meetings, etc.).
• Participate in Group Theme strategy meeting once per month and use Revenue Management resources to help make informed decisions and maximize revenue.
• Oversee group room inventory control, system balancing and cut-off date execution to ensure revenue management controls are accurate and in place.
• Lead Business Evaluation meeting with sales team to review and set pricing for new leads, review and approve addendums and concession requests.
• Ensures that the Sales Team is accomplishing the following job execution:
  
  • Maintain accurate CI/TY information on all bookings, specifically program details, client correspondence, traces and to-do lists.
  • Conduct unique site inspections that create a WOW experience for the customer
  • Follow proper event management procedures for event execution to include but not limited to BEO creation, F&B forecasting, resume communication, amenity/VIP designation and room block management.
• Produce and distribute accurate banquet/catering event orders, timelines, diagrams, and resumes within timeframe set by hotel and oversee sales team’s execution of these materials.
  Oversee Sales Coordinator’s production and distribution of 14-day Events Schedule and BEO Packet, Group Resume and Shiftnotes communication as well as Daily Events Schedule. Preside over weekly 14-day BEO reading and oversee Sales Team relationship with Banquet Operations Team.
• Manages Group Commission process to include contract approval, proper system set-up and CTAC execution to ensure commission process is accurate and timely.

• Maintains liaison with other hotel departments to facilitate services agreed upon by the sales office and prospective clients.
• Be an active part of the property team supporting and developing the desired Azul Hospitality culture.
• Works with the Area Director of Sales and Marketing to establish understanding of sales strategy and effective implementation of this strategy for the hotels.
• Drive product quality and a unique guest experience at every opportunity.
• Take pride in the overall look and feel of the hotel never walking past something out of place.
• Maintain a refreshing attitude focused on positive friendly interactions with guests and staff.
• Develop and maintain strong interdepartmental relationships and open communication lines to assure efficient transfer of information.
• Schedule meetings and business group activities at the hotel.
• Shares responsibility for achieving group revenue goals, guest, and associate satisfaction.
• Provides day-to-day leadership oversight to the on-property group sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives.

• Be familiar with all company policies and benefits.
• Perform any other duties assigned.

SUPPORTIVE FUNCTIONS

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel:

• Assist with any guest inquiry.
• Follow all company and safety and security policies and procedures.
• Report maintenance problems, safety hazards, accidents, or injuries.
• Perform other reasonable job duties as requested by direct and indirect supervisors.

PHYSICAL DEMANDS

• Environmental conditions are inside, a job is considered inside if staff spends approximately 75 percent or more of the time inside. Temperature is moderate and controlled by hotel environmental systems.
• Must be able to sit at a desk for up to four (8) hours per day. Walking and standing are required the rest of the working day. Length of time of these tasks may vary from day to day and task to task.
• Must be able to stand and exert well-paced mobility for up to four (4) hours in length.
• Must be able to exert well-paced ability to maneuver between functions occurring simultaneously.
• Must be able to exert well-paced ability in limited space and to reach other departments of the hotel on a timely basis.
• Must be able to lift up to 45 lbs. as needed.
• Must be able to push and pull carts and equipment weighing up to 250 lbs.
• Requires grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening, and hearing ability and visual acuity.
• Hearing, smelling, tasting, and visual ability to observe and distinguish product quality and detect signs of emergency situations.
• Talking and hearing occur continuously in the process of communicating with other staff, guests, and supervisors.
• Vision occurs continuously with the most common visual functions being those of near and color vision and depth perception.
• Must be able to bend, stoop, squat and stretch to fulfill cleaning tasks occasionally.
• Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly, and other office equipment as needed.
• Ability to work primarily with fingers to pick, pinch, type and carry out substantial movements (motions) of the wrists and hands as well.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

• Must be able to travel on occasion, as needed.
• Must be able to speak, read, write, and understand the primary language used in the workplace.
• Requires good communication skills, verbal, written and electronic.
• Considerable knowledge of complex mathematical calculations and computer programs.
• Must have excellent leadership capability and customer relations skills.
• Must be detail oriented with outstanding organizational and communication skills.
• Must possess intermediate computer skills.
• Must Possess basic computational skills.
• Knowledge of computer programs, math skills as well as budgetary analysis capabilities required.
• Ability to analyze, foresee user needs, and makes judgments to ensure proper tools are provided at property level.
• Ability to effectively deal with internal and external customers some of whom will require high levels of patience, tact and diplomacy and collect accurate information to resolve conflicts.
• Knowledgeable about basic function of Windows OS, MS Office, PMS, PBX, Key system, and POS.
• Self-driven and able to work independently
• Exceptionally strong in issue resolution and proven analytical skills with a strong attention to detail
• Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including, but not limited to the following statutes and their state and local analogues (where applicable): Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA.

EDUCATION

• High school or equivalent education required.
• Bachelor’s degree and/or equivalent level of education.

EXPERIENCE

• 5 years of Sales experience in hospitality industry preferred.

LICENSES OR CERTIFICATIONS

Ability to provide and maintain a valid driver’s license as the position may require the operation of motorized and electric vehicles.

GROOMING

All Staff Members must maintain a neat, clean, and well-groomed appearance per Azul Hospitality standards. Refer to the property specific required grooming and uniform standards policy.

ATTENDANCE

Regular attendance in conformance with the standards, which may be established by Azul Hospitality, from time to time, is essential to the successful performance of this position. Staff with irregular attendance / tardiness will be subject to disciplinary action, up to and including termination of employment. Upon employment, all staff is required to fully comply with Azul Hospitality rules and regulations for the safe and effective operation of the hotel’s facilities. Staff members who violate hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment. Due to the cyclical nature of the hospitality industry, staff members may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required. This job description is not an exclusive or exhaustive list of all job functions that a staff member in this position may be asked to perform from time to time.