Associate Director of Sales

Associate Director of Sales opportunity at The Atlas Hotel in Boston, MA (onsite).

Responsibilities

• Assist the Director of Sales & Marketing with supervision and administration of all Sales Department activities.
• Support leadership over Sales Managers, Event Manager(s), and Sales Coordinators.
• Build a working knowledge of hotel operations, including Front Office, Guest Experience, Reservations, and Food and Beverage.
• Develop and maintain knowledge of company sales policies and SOP’s; help ensure Sales Team adherence.
• Maintain market awareness to predict revenue opportunities and set proactive strategies.
• Meet or exceed assigned goals.
• Support Sales Department operations within the established sales expense budget.
• Initiate and follow up on leads.
• Coordinate group and transient bookings to maximize profits.
• Maintain and participate in an active sales solicitation program.
• Attend the weekly staff meeting as directed, following Highgate Hotel standards.
• Assist with administration of training for the Sales Department.
• Assist in preparation of required reports in a timely manner.
• Administer weekly sales meetings per Highgate Hotel Standards.
• Review the KRA process with the DOSM to help ensure deadlines are met.
• Coordinate non-group transient sales and catering solicitations to maximize overall profits.
• Support employee and manager Performance Appraisals according to Highgate Hotel SOP’s.
• Motivate, coach, counsel, and discipline the Sales Team per Highgate Hotel SOP’s.
• Monitor production for top accounts, evaluate trends in the market, and ensure sales accountability within territory.
• In the absence of the Director of Sales & Marketing, conduct the daily Highgate Hotel Business Review (HHBR) with sales, operations, and the General Manager.
• Assist with hiring and development of Sales Department employees and managers.
• Be familiar with Highgate Hotel sales policies and selling techniques with emphasis on maximizing occupancy, ADR, and Banquet and Catering revenues.
• Review meeting planner evaluations and assist the DOSM in ensuring issues are rectified.
• Conduct professional, thorough site inspections with clients; ensure Sales Managers complete thorough inspections.
• Develop strategies to increase share from competitors when revenue penetration targets are not met.
• Use the property’s computerized sales management system to manage business, including generating reports, entering business, blocking space, and building accounts.
• Monitor sales incentive plans, help Sales staff explain potential earnings and benefits, and assist with processing incentives in the specified time period.
• Support Sales Managers in planning and executing sales trips aligned to quarterly Key Result Areas (KRAs) and the Sales budget, including preplanning, appointments, and sales calls.
• Assist with complete and accurate end-of-month reporting per Highgate Hotel SOP; explain components and analyze with the DOSM.
• Support end-of-month expectations by ensuring Sales Managers can explain the report importance and components.
• Assist with preparation of the annual budget.
• Assist with preparation of the annual Marketing Plan.
• Assist with monthly reforecast for current and upcoming months; maintain accuracy within a 5% margin of error.
• Meet and greet onsite contacts.
• Attend all-employee meetings and other functions required by management.
• Abide by Prime Selling Time (PST) and understand GDS systems.
• Develop networking opportunities through active participation in community and professional associations, activities, and events.
• React to negative market trends using blitzes or catering promotions.
• Handle inquiries as part of the Inquiry Day Program.
• Perform other duties as requested by management.

Requirements

• At least 5 years of progressive hotel sales experience, or a 4-year college degree with at least 3 years related experience, or a 2-year college degree with at least 4 years of hotel sales experience.
• Must have a valid driver’s license in the applicable state.
• Skilled in Windows, company approved spreadsheets, and word processing.
• Long hours sometimes required.
• Light work: exerting up to 20 pounds of force occasionally, and/or up to 10 pounds frequently or constantly to lift, carry, push, pull, or otherwise move objects.
• Effective verbal and written communication with employees and guests in an attentive, friendly, courteous, service-oriented manner.
• Effective listening skills to understand, clarify, and address concerns raised by employees and guests.
• Ability to multitask and prioritize departmental functions to meet deadlines.
• Attend all hotel required meetings and trainings.
• Maintain regular attendance in compliance with Highgate Hotel Standards as required by scheduling needs.
• Maintain a high standard of personal appearance and grooming aligned with luxury hospitality expectations.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient operations.
• Effective at handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
• Ability to understand and evaluate complex information and data from various sources to meet objectives.
• Detail-oriented with capacity to handle confidential information.

Technologies

• Windows
• GDS systems
• Company approved spreadsheets
• Word processing