Assistant Director of Sales

Overview:

The Assistant Director of Sales is a key member of the sales leadership team. The position leads and manages the Sales and Marketing department in the absence of the Area Director of Sales & Marketing to the achievement of established departmental booking goals and budgeted hotel room and catering revenues, grows market share for the hotel over the prior year, and the competitive set as measured by the Smith Travel Report, ensures the efficient execution of all departmental sales and service processes both internally and externally to ensure a high level of customer service, employee morale, inter-departmental communication, and teamwork.  

Key Duties & Responsibilities:

With the direction of the Area Director of Sales, mentor, motivate, and lead each member of the sales, catering, and conference service team to the accomplishment of their individual booking goals. Strategically control and coordinate bookings to maximize profitability for the hotel.Responsible for managing sales staff to a high level of performance and ensuring the consistent execution of each individual’s job description. Identify, train, and develop internal talent. Responsible for specific market segments in respective hotels.Solicitation, selling, and contracting rooms for assigned markets in coordination with transient demand patterns and existing group business to maximize hotel rooms and related revenues. Continuous outside and inside sales solicitation to grow new group business. Continuous outside and inside sales activities to maintain and grow existing group business. Timely follow-up and thorough attention to detail. Efficient and accurate detailing of events as needed from the time of booking through the event date. Communication of details to operational departments in a timely and accurate manner to ensure proper execution of guest needs.May assist Area DOS in preparing hotels Annual Business/Marketing PlanMay assist Area DOS in preparing a departmental budget that correctly reflects the hotel’s business planAnalyze and manage business opportunities to achieve the highest profit margins for department and hotelProficient use of computer, software, and technologyMay assist Area DOS to develop and manage sales and marketing operating budget by the hotel’s business plan.May assist Area DOS in preparing forecasts for occupancy and revenues and direct selling activities to maximize revenues.Attend weekly revenue management meetings and be able to speak to trends within the market Proactive and continuous sales effortsAchievement of monthly and quarterly booking goalsIdentify and attend trade shows, expos, etc., that will benefit the sales effortIdentify and join local clubs and organizations that will benefit the sales effortManage the sales process and coordinate leads as needed May assist Area DOS to the development, maintenance, and implementation of sales action plans.Monitor competitor production and sales/marketing activitiesAssist Area DOS in the supervision of the sales, catering, and conference services staff Assist Area DOS in training and development of sales support staff to maximize the performance of these individualsAssist Area DOS in holding regular meetings with sales staff to measure performance, establish proactive sales action plans, and communicate goals and sales action plansDue to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.Assists sales members as needed in the achievement of their goals to ensure departmental goals are metDocument and communicate trip reports, and sales performance to established goals and proactive sales plansEnsure appropriate rates and room blocks are offered to maximize market performance Act as liaison between hotels and clientsNegotiate group and company contracts within approved Crestline guidelinesManage the RFP process to maximize market account productionIdentifies marketing opportunities and executes marketing planTracks marketing initiatives and measures ROI Implementation of marketing franchise sales, training, and facilitation of revenue-increasing strategies by utilizing brand initiatives and tools.Ensures Business Plan and related action plans are executed as establishedEnsure files and sales databases are accurately maintained as per company standardsEnsure proper usage and that all required information is entered into sales software including all significant client communicationExecute or supervise all sales reporting, check for accuracy, and ensure all deadlines are metHold regular sales meetings with Area DOS and the General Manager to communicate sales efforts and ensure efficient two-way communication. Completion of special projects and assignments given by the GM, Area DOS, and regional sales leaderInvolved in revenue management process.The position requires flexible work hours and weekends as neededCreate performance notes for rollup discussion to ownership through RVPSOvernight travel for business-related activities as needed

Education and Experience:

Must have a high school diploma or GED plus three to four years’ experience in hotel and/or conference center sales; or any equivalent combination of education and experience which provides the above knowledge, skills, and abilities.Two to four years of related experience.Ability to utilize a variety of computer programs effectively and efficiently, i.e., Word, Excel, property management system, timekeeping system, etc.Hotel Sales experience preferred.

Crestline Hotels & Resorts is an Equal Opportunity Employer/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, sexual orientation, gender, identity, or disability status.