Job Description

Position: Area Director of Sales & Marketing

Reports To: General Manager / Corporate Sales Leader

JOB SUMMARY

Responsible for total room, banquet, catering, and overall revenue, yield strategies, implementation, and accountability for market performance, budget adherence, forecast accuracy, and optimal business mix targets for two centrally located Fairfield Inn hotels in Connecticut.

Strategies include pricing, status, and direct sales, along with the development and solicitation of business from all markets to ensure the necessary advance bookings needed for a successful and profitable operation.

CANDIDATE PROFILE

Experience:

• At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 2 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.
• Supervisory experience required.
• Must have a valid driver's license in the applicable states.

JOB ESSENTIALS

Item | Example

People

• Foster a work environment where all team members have an opportunity to realize their full potential. Show genuine concern for the individual employee. Treat employees with tact, cooperation, helpfulness, and empathy. Consistently work to improve the performance of subordinates and prepare them for future growth. Hold the sales and catering team accountable for booking and solicitation goals.

Training

• All team members must complete the required brand training as per brand requirements.

Communication / Follow Up

• Communication is key. Team members must own any issues and have a solid plan for following up on guest and in-house requests. Clear verbal and written direction must be provided to staff. Sales and catering agreements need to be accurate, adhering to price guidelines according to MAR rates, etc.

Sales Strategies

• Manage accounts to achieve guest satisfaction and solicit past and new business to ensure revenue goals are met or exceeded. Responsible for soliciting new group sales accounts, entertaining, and maintaining relationships with existing accounts to meet and exceed revenue goals in rooms, food, beverage, and room rental. All team members must be aware of the local area, their market, and competition. Sales and catering managers should have solicitation and booking goals and be aware of them. Document managers who do not consistently achieve goals.

Budget Preparation

• Schedule and coordinate the preparation and presentation of the annual operating budget. Coordinate all aspects of the capital expenditures budget according to guidelines.

Financial Objectives

• Keep management informed of sales and catering outlooks, need periods, etc. Ensure accurate booking pace is in place. Analyze booked business to ensure profitability. Review market trends to attain growth in RevPAR.

Safety

• Ensure all team members are certified in applicable state and required safety certifications (CPR, etc.). Ensure everyone is trained on emergency procedures, where to find the emergency manual, various shut-off valves, fire panel, etc.

Other

• Prepare, implement, and compile data for the strategic sales plan, monthly reports, annual goals, sales budget, forecasts, and other reports as directed/required.
• Attend weekly revenue management calls and participate.
• Ensure pre-payment/all payments are received per policy, including social events in advance, tax-exempt certificates, and proper credit applications filled out and approved in advance if applicable.
• Effectively deal with internal and external customers, demonstrating high levels of patience, tact, and diplomacy to defuse anger, collect accurate information, and resolve conflicts.
• Observe and detect signs of emergency situations. Remain calm and alert during emergencies and/or heavy hotel activity, serving as a role model for clerks and other associates.
• Direct the solicitation efforts of the sales staff through effective oral and written communication while overseeing rate, date, and space commitments for group room sales.
• Ensure training programs are conducted regularly, and company/brand performance standards are met. Provide guidance and counsel staff toward improvement.
• Compile and/or direct the preparation of reports pertaining to the operation of the Sales Department, including but not limited to the annual and monthly forecast, lead management system, group booking pace report, star reports, and sales meeting minutes.
• Coordinate ongoing research of the travel industry to detect market trends and related information for developing new marketing strategies. Make reasonable recommendations to improve potential from various markets.
• Develop and conduct persuasive verbal sales presentations to prospective clients.
• Maintain an analytical approach to problems with attention to detail and accuracy.
• Act as Manager on Duty per schedule as needed.
• Make sound business decisions and take action quickly based on experience and good judgment.
• Knowledge of hotel operations, including marketing plans, preparation of business plans, budget, forecasting, service, and long-range planning.
• Command of the English language, both written and verbal.
• Implement company and franchise programs.
• Interview, hire, train, develop, resolve problems, provide open communication, and recommend discipline and/or termination of staff members as appropriate. Ensure timely completion of performance appraisals.
• Coordinate activities with other hotel departments to facilitate increased communication and guest satisfaction.
• Resolve customer complaints; anticipate potential problems by reviewing and monitoring complaints, operational issues, business flow, and associate performance to ensure high levels of customer satisfaction and quality.
• Comply with attendance rules and be available to work regularly.
• Perform any other job-related duties as assigned.

This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.

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