Area Director of Sales

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Schulte Hospitality Group is seeking a dynamic, service-oriented Director of Sales to join our team! SHG is an organization whose success is rooted in its service culture. Our mission is to exude hospitality, be respectful and authentic, prioritize the needs of our internal and external stakeholders above our own, and continuously strive to make a positive impact in all we do. We are passionate hoteliers eager to add like-minded people to our rapidly growing team!

What's in it for you? When you join SHG you'll be part of a team committed to an inclusive, employee-focused workplace that is invested in your development. We want you to feel engaged, empowered, and excited to grow with us. After all, we believe our greatest and most valuable asset is our people! SHG provides a rewarding, fun and flexible work environment, exciting perks, a robust benefit package and an atmosphere designed to encourage and promote career growth within the company.

Our Company: Schulte Hospitality Group is a division of Schulte Companies, a leading third-party management company with deep, multi-generational experience in all facets of the hospitality industry. We are a diverse team of innovative hoteliers and restauranteurs operating more than 200 locations across 38 states and 3 countries. Our portfolio includes a wide array of reputable brands like Marriott, Hilton, IHG and Hyatt as well as many unique, independent, boutique and lifestyle properties and restaurants.

Position Purpose: To optimize hotel revenues for two or more assigned hotels through the monitoring of pricing and creative sales and marketing strategies to ensure that hotels meets or exceeds budgeted goals.

Job Duties and Responsibilities:

• Must work well in stressful, high-pressure situations
• Maintain and promote a team work environment with effective and clear communication amongst co-workers through positive leadership
• Must be able to convey information and ideas clearly, both oral and written.
• Sets example through professional, friendly attitude towards clients and co-workers, timely response to clients and co-workers and observance of sales office standards
• Provide pricing and guidance recommendations to sales staff, review and approve any special corporate negotiated rates
• Responsible for learning the hotel brand(s) and strategies
• Must be able to prioritize departmental functions to meet due dates and deadline
• Develop a working knowledge of the operations of the hotels, including food and beverage, guest services, reservations
• Develop a complete knowledge and ensure adherence to company sales policies and SOPs
• Drive customer loyalty in order to grow share of the account by delivering service excellence throughout each customer experience
• Manage group or business travel accounts in assigned market segments to maximize business potential
• Negotiate group business, guest room rates, meeting room rental, and hotel services within assigned markets that meets or exceeds hotel revenue goals
• Negotiate contracts according to company standards
• Manage and execute RFP Season Annually by facilitating the process in conjunction with the GM and/or Sales Manager
• Ensure all pertinent aspects of solicitation, closing, and customer communications are complete and documented
• Develop hotel-level tactical sales and marketing plans to support overall system-wide sales plans/strategies and programs
• Identify and pursue new and repeat business through prospecting calls, visits, site tours, lunches, and networking events
• Conducts tours of the hotels and banquet facilities; entertains qualified potential clients in accordance with company and property policies and procedures
• Executes and supports the operational aspects of business booked (generating proposals, contracts, and customer correspondence)
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies
• Analyze sales and revenue management reports to identify trends and future demand opportunities Monitor pricing, MAR and other minimums to ensure pricing is within an acceptable range based on available inventory, current sales/revenue strategies and market demand
• Work with sales managers to ensure understanding of sales strategy and effective implementation of the strategies for each segment
• Facilitate frequent Sales and Revenue communication that provides recommendation and guidance to the hotels on a regular basis
• Facilitates training with Front Desk Agents and/or FOM on sales initiatives and best practices and encourages an “everyone sales” mentality
• Conducts daily/weekly sales meetings
• Is present and accessible at each assigned hotel throughout the week based upon hotel needs and at the direction of the GM/RDOS
• Attend and contribute to all revenue and sales strategy meetings and calls for all assigned hotels
• Participates in forecasting for revenue and expenses
• Understand, leverage, and implement corporate and brand tools to exceed budgets
• Conduct ongoing competitor price and product analysis to ensure proper rate positioning and product offering relative to competition
• Conducts weekly and monthly share analysis for measurement of hotels market performance versus competition and implements strategies accordingly in conjunction with the Regional Director of Sales, Regional Director of Revenue Management, GM
• Recommend and implement new sales programs at the hotel and accurately track ROI
• Initiates collateral and online marketing efforts to include all printed sales collateral, direct mail, discount promotions, e-mail marketing, website presence and tracks ROI on all advertising and marketing spend
• Prepares annual marketing/business and budget plans
• Set and monitor team member goals including weekly sales activities, room night and revenue goals monthly, quarterly, yearly
• Provides ongoing feedback, training and development of team members and addresses areas of opportunity
• Monitors all day to day activities of direct reports
• Assist in the preparation of required reports in a timely manner
• Provide continual analysis of lost business reasons and notify property and corporate of on-going trends
• Operate the sales department within established sales expense budget
• Coordinate, prepare, and submit any required reports as requested by the Regional team or GM
• Work with the Regional Vice President of Operations, Regional Director of Sales, and Director of Revenue Management
• Monitor production of all top accounts and evaluates trends within the market and ensures that the Sales Team is held accountable for those accounts within their respective territories
• Perform in the capacity of any position supervised
• Abides by Prime Time Selling hours
• Coordinate and direct preparation of the monthly rooms revenue reforecast for the current and upcoming months
• Participates in Manager on Duty program as required
• Perform any other job related duties as assigned by management

EDUCATION AND EXPERIENCE

Minimum of Bachelor's Degree in Hotel Administration, Business, or Marketing  

Minimum of 5 years in progressive hotel sales with leadership responsibilities  

KNOWLEDGE, SKILLS AND ABILITIES

Strong analytical skills relative to impact on hotel revenues  

Ability to communicate effectively verbally and in writing  

Strong interpersonal skills  

Strong understanding of revenue management principles  

Proficient in Microsoft Office Products, focus on Excel, Word and Outlook 

Ability to travel as needed  

Must have flexible work hours that may include evenings, weekends, and holidays

PERKS/BENEFITS

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In addition to DailyPay, Schulte Hospitality Group offers a robust selection of perks/benefits that include, but aren't limited to: Paid Time Off, Unlimited Referral Bonuses, Growth and Career Opportunities, Hotel Discounts, 401K, Health/Dental/Vision Insurance, Short-Term/Long-Term Disability, Flexible Spending Accounts, Health Savings Account, Pet Insurance, Dependent Tuition Benefits, EAP Program, Marketplace Discounts at various retailers such as Disney, Apple, AT&T, Verizon and more, and a flexible and fun working environment!

*Schulte Hospitality Group is an Equal Opportunity Employer.