Director of Sales | Residence Inn Davis

Location: Davis, CA - Residence Inn by Marriott Davis

The Director of Sales is responsible for generating business to increase hotel revenue. This role involves analyzing local and feeder markets to identify potential clients, assessing competitor activity, and arranging site visits to initiate new sales. The Area Sales Manager actively networks and prospects for new clients while retaining current customers through long-term relationships and driving repeat business. This position requires a thorough understanding of hotel revenue management, exceptional customer service, strong communication and negotiation skills.

Qualifications/Requirements

• High School diploma or GED required

• At least 2 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 1 year of related experience; or a 2-year college degree and at least 2 years of related experience.

• 3 or more years of experience in sales management or a leadership role in a sales department, preferably in hospitality.
• Must possess highly developed verbal & written communication skills to frequently negotiate, convince, sell, and influence other managerial personnel, hotel guest(s) and/or corporate clients
• Must be proficient in Microsoft applications (Word, Excel, Outlook etc.)
• Experience with a sales tracking system. Delphi, Salesforce experience preferred
• Must posses a valid driver license and have a clean driving record
• Must be available for work Monday through Friday, weekends, and holidays as necessary.

Physical Demands:

Physical requirements pertain to the specific physical actions essential for accomplishing crucial job responsibilities. These demands are centered on the tasks themselves rather than the physical capabilities of the worker. A physical demand indicates the degree or duration of physical effort typically needed to carry out occupational duties, encompassing actions like: sitting, standing, using a keyboard, performing intricate movements, extending upward, reaching at or below shoulder height, maintaining close and distant visual focus, speaking, meeting auditory prerequisites, and the capacity to lift objects weighing up to 50 lbs. to a height of 6 ft, as well as lifting and/or relocating items weighing up to 100 lbs. Additionally, it entails the ability to stand for extended periods.

Work Environment:

The following description outlines the typical work environment conditions that a hotel employee might come across while carrying out the necessary job tasks. Reasonable adjustments may be implemented to facilitate individuals with disabilities in performing these essential job functions. During the execution of job responsibilities, the employee will regularly encounter wet or humid conditions (not weather-related), work in proximity to machinery in motion, operate in elevated and potentially unstable locations, and interact with fumes or particles suspended in the air. Additionally, occasional exposure to hazardous chemicals or substances, outdoor weather circumstances, and the potential for electrical shock exists.

Essential Functions

• Achieve or surpass assigned sales targets for group bookings, Local Negotiated Rate (LNR) accounts, and catering/meetings.
• Generate new business, close deals, and increase revenue by proactively conducting cold calls and hosting on-site visits, with a minimum of 50 prospective calls per week.
• Maintain a strong visibility in the local community and industry organizations and attend networking events.
• Identify and grow market share by developing and maintaining relationships with major groups and corporate clients.

• Assist in development of the hotel’s annual budget and the Sales & Marketing Plan for the hotel to maximize rate, occupancy, catering, and meeting opportunities thus ensuring the hotel meets/exceeds management and owner revenue/profit goals and expectations.
• Ensure the hotel's STAR metrics meet or exceed company requirements for ADR (Average Daily Rate), Occupancy, and RevPAR (Revenue per Available Room).

• Monitor and evaluate trends withing your general market and feeder cities.

• Understand the content reflected in contracts and how to negotiate terms therein.
• Develop a comprehensive knowledge of the operations and policies of the hotel.
• Utilize PMS software and other technology tools to manage client relationships and track sales activities.
• Collaborate with other departments, to ensure alignment and support for sales initiatives.
• Innovate and implement new sales strategies to stay competitive in the market.

• Perform any other duties as requested by management.