Director of Sales

Role Overview

Director of Sales at IHG Hotels and Resorts. This is the top sales and marketing position in a full or limited service hotel and may include meeting space and/or catering facilities.

Role Purpose

Develop and set revenue, sales and marketing strategies for the hotel to ensure plans are implemented, results are monitored and sales goals are achieved. Regularly sell hotel rooms, meeting rooms, and food and beverage through direct client contacts.

Key Responsibilities

People Management

• Manage everyday activities, plan and assign work to ensure appropriate staffing numbers.
• Develop your team and improve their performance through coaching and feedback.
• Create performance and development goals for colleagues and recognize good performance.
• Train colleagues to ensure they deliver with compliance and meet expected standards with the tools they need to work efficiently.
• Recommend or initiate HR actions where needed.
• Drive a great working environment for teams to thrive and connect departments to create a sense of one team.

Financial Performance

• Hit all personal and team sales goals and maximize profitability.
• Achieve budgeted revenues and personal and team sales goals.
• Participate in the preparation of the annual departmental operating budget, hotel marketing plan, business plan and financial plans.
• Help prepare the departmental budget and financial plans including the hotel marketing plan.
• Create and implement sales plans that drive measurable incremental occupancy, increase average rates, increase volume, food and beverage and banquet sales.
• Produce monthly reports and sales forecasts to analyze current and potential market and sales trends.
• Coordinate activities to increase revenue and market share and monitor performance to ensure actual sales meet or exceed the established revenue plan.

Guest Experience

• Assist guests with requests or complaints.
• Provide guests with information including loyalty programme details, area attractions, restaurants and facility information to enhance guest experience.
• Develop and maintain relationships with key clients and outside contacts to produce group and convention business, including room sales, food and beverage sales, and catering and banquet services.
• Schedule conventions and business group activities at the hotel and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.

Brand & Performance

• Raise the awareness and reputation of your hotel and the brand locally.
• Identify improvements to marketing activities and overall hotel sales performance and work with other departments.
• Perform ad-hoc duties to support unexpected moments when the team must pull together to get a task done.

Additional Information

• May manage professional level and administrative sales team members.