Director of Group Sales

The Director of Group Sales is responsible for achieving group sales goal for Sunseeker Resort and implementing the strategic direction for convention and group business, including an individual goal and market. Sunseeker Resorts aims to be the top convention and group business destination on the Florida Gulf Coast and this role will work in collaboration with the Executive Director of Sales, Services and Experience in driving the success of that effort. This role oversees the day-to-day operations of the Sales department; with the goal of achieving all the company’s group sales objectives. The Director of Group Sales is also responsible building relationships with key clients, managing and motivating the sales team to meet and exceeding sales targets, as well as customer retention.

All duties are performed in accordance with department and Sunseeker Resorts policies, practices, and procedures.  

Job Duties

• Provide on-going, direct operational leadership and support to all Sales, Destination Sales and administrative roles by implementing best practices, programs and procedures to drive group revenue, occupancy, productivity and a culture of excellence while achieving all assigned sales objectives.
• Generate meaningful cooperation through the effective streamlining of operations and people; create subject matter experts where needed, lead on new initiatives and strategies for group sales while maintaining best-in-class departmental and service standards.
• In partnership with the Executive Director of Sales, Services and Experience; analyze results, trends, to set goals, deployment, booking guidelines and travel schedules. Evaluate team progress; ensure team is booking the most profitable business (rate, date, space) for guestrooms, F&B contribution, event space, and encompassing the proper mix of business for the hotel.
• Collaborate extensively with the Director of Revenue Management to ensure alignment on group rate strategy and hotel occupancy/market mix. Be fully versed in hotel room and suite inventory, availability, and occupancy.
• Partner with the Convention Services, Catering, Banquets, Hotel Operations, Resort Services, outside vendors and other critical departments to ensure all are aligned on every aspect of hotel execution when it comes to group business and gaps in service delivery.
• Prepare accurate and complete sales reports outlining current production, gap to goal, and strategic efforts
• Create a work environment which promotes teamwork, performance feedback, recognition, mutual respect, and team member satisfaction. Implement quality hiring, training, and succession planning, processes that encompass the culture of excellence while driving results for current and future years
• Develop and execute overall strategic plan for achieving and surpassing the company’s sales objectives
• Manage the sales teams and define the optimal structure for the sales force to best achieve all goals
• Define and coordinate sales training programs that enable staff to achieve their potential and support all company sales objectives
• Tasked with finding potential customers, building relationships, and closing business
• Review monthly reports and sales forecasts to analyze current/potential market and sales trends, coordinate activities to increase revenue, market share, and monitor performance to ensure actual sales meet or exceed established revenue plan
• Define sales processes that drive desired sales outcomes and identify improvements where and when required
• Exercise discretion and independent judgment when evaluating new programs, new services and new ideas
• Stay abreast of property goals to create support and present departmental goals to executive leadership 
• Continue to learn and be on the forefront of innovative technology for the hotel industry
• Create ways to further enrich the guest experience by continuously reviewing, implementing, and refining procedures to ensure every opportunity to offer extraordinary guest experiences while maintaining a culture of smiles, retention of luxury standards
• Proactively seek guest feedback and consult with other departments when opportunities present themselves ensuring a seamless and elevated guest experience
• Manage guest requests and own all complaints; resolve issues immediately and follow up to ensure the guest’s satisfaction 
• Develop collaborative relationships and cooperation with all support departments such as Convention Sales & Services, Facilities, Security, Front Services, Front Office, F&B, Golf Course and Executive Offices
• Foster a management team that possesses and delivers on key strategies of guest service, employee relations, team cooperation, fiscal responsibility, and asset management
• Ensure all accounting, payroll and employee relations matters are compliant with company policy
• Perform other functions as needed

Minimum Requirements

Combination of Education and Experience will be considered.  Sunseeker Resorts performs criminal background checks on all candidates. Candidates will need to be authorized to work in the US as defined by the Immigration Act of 1986. Sunseeker Resorts uses E-Verify to confirm the eligibility of all newly hired employees to work in the United States. For more details on E-Verify visit e-verify.gov.

• Bachelor’s Degree in Hospitality, Business Administration, or equivalent education/experience
• Minimum of eight (8) years of Resort/Hotel sales experience
• Minimum five (5) years of sales leadership experience, preferably in a Resort or Convention Hotel
• Delphi experience preferred

Other Minimum Requirements

• Ability to work varied shifts, including weekends and holidays
• Working knowledge of Microsoft Office
• Delphi experience is helpful
• Excellent customer service skills
• Ability to function well under pressure, manage multiple priorities, and meet established deadlines
• Must possess mature personal discretion and sound judgment
• Strong leadership abilities, sound judgment, superior problem solving and decision-making skills
• Excellent organizational, analytical and project management skills, with particular attention to quality and detail
• Interpersonal skills to deal effectively with all business contacts
• Professional appearance and demeanor