Director of Sales

Compensation Type: Yearly Highgate Hotels: <p style="margin: 0px;"><span style="font-size: 10.0pt; font-family: 'Arial Nova',sans-serif;">Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring 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 of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. <a href="https://nam10.safelinks.protection.outlook.com/?url=http%3A%2F%2Fwww.highgate.com%2F&data=05%7C02%7Cchristopher.greene%40highgate.com%7C5ba1db61aa2644870bcf08deb103a625%7C3b290724ee0b4b3a88d66a1172257251%7C0%7C0%7C639142826441724766%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=0TCAQBOY4kN%2B%2FdFutYKy8kziiFuFaDqmAs31mroqA%2BY%3D&reserved=0" target="_blank" rel="noopener">www.highgate.com</a></span></p> Overview: <p style="margin: 0in 0in 0pt;"><span style="color: black; font-family: arial,helvetica,sans-serif; font-size: 10pt;">The Director of Sales is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace.</span></p> Responsibilities: <ul><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Supervise, administer and ensure timely completion of all activities of the Sales Department.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Meet or exceed set goals</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Operate the Sales Department within established sales expense budget.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Participate in required M.O.D. and Saturday office coverage as schedule</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Coordinate group, transient and catering bookings to maximize profits.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Initiate and follow up on leads.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Maintain and participate in an active sales solicitation program.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Coordinate all non-group transient sales and catering solicitations to maximize overall profits.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Administer training in the Sales and Catering departments, according to Highgate Hotel standards.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Assist in the preparation of required reports in a timely manner.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Conduct weekly sales meetings according to Highgate Hotel standards.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">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.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Conduct all Sales and Catering Team Performance Appraisals according to Highgate Hotel SOP’s.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Motivate, coach, counsel and discipline all Sales and Catering department personnel according to Highgate Hotel SOP’s.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Review meeting planner evaluations as received to ensure that any problems are rectified.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">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.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">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.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">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.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA’s) and in the Sales budget, including preplanning, setting appointments and executing sales calls.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP’s. Ensure that Sales Managers can explain the importance and components of the report.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Coordinate preparation of the annual revenue budget.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Coordinate preparation of the annual Marketing Plan.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Meet and greet onsite contacts.</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Understand all GDS systems.</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Understand ISIS.</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Understand loading rates into ISIS/GDS. M</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Develop networking opportunities through active participation in community and professional associations activities and events</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Entertain clients.</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">React to negative trends in the market place by implementing blitzes or promotions.</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Handle inquiries as part of Inquiry Day Program.</span></div></li></ul> Qualifications: <ul><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Supervisory experience required.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must have a driver’s license in the applicable state.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must be proficient in MS Windows (Excel, Word, Powerpoint, Outlook).</span></div></li><li><div style="color: #000000;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must be able to multitask and prioritize departmental functions to meet deadlines.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Attend all hotel required meetings and trainings.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Participate in M.O.D. coverage as required.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Maintain high standards of personal appearance and grooming, which include wearing nametags.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Must be able to maintain confidentiality of information.</span></div></li><li><div style="color: #000000; font-family: 'CG Times',serif; font-size: 12pt;"><span style="font-family: arial,helvetica,sans-serif; font-size: 10pt;">Perform other duties as requested by management.</span></div></li></ul><p style="margin: 1em 0px;"> </p>