DIRECTOR OF SALES Hilton Homewood Suites Arlington/Cambridge Location: 1 Massachusetts Ave Salary: $90,000 - $99,000 per year Reports To: General Manager/SVP of Commercial Strategy
Job Summary: The Director of Sales is responsible for the daily sales efforts and the overall positioning of the hotel, brand communication and the development of customers for the property including rooms, group sales, events and maintaining third party partnerships. In addition, they are responsible for rental revenue, yield strategies, implementation, market performance and meeting budget, forecast, and optimal business mix targets. Strategies will include pricing, status, direct sales, market mix, marketing, and public relations. The Director of Sales is responsible for revenue production and meeting or exceeding planned revenue objectives for occupancy and average daily rate (ADR)
RESPONSIBILITIES:
- Meets or exceeds budgeted Revenue per Available Room (REVPAR) for the hotel.
- Prepares and executes hotel’s Annual Marketing Plan.
- Prepares departmental budget that accurately reflects the hotel’s business plan.
- Forecasts occupancy fluctuations and directs selling activities to maximize revenues.
- Knows the hotel’s demand segments, sources of business and balances market segments according to supply and demand.
- Knows the principal competition for each market segment and takes advantage of the hotel’s strengths against each competitor.
- Accurately forecasts occupancy changes based on changing market conditions (additions to supply and demand, etc.)
- Negotiate contracts, pricing, and credit terms.
- Supports guest services as the hotel’s driving philosophy.
- Demonstrates a commitment to guest service by responding to guest needs.
- Partners with the hotel’s preferred accounts and groups to increase revenue.
- Develops and implements the hotel’s marketing and sales plan based on the hotel’s position and strengths within each market segment.
- Plan and present proposals and maintain well-organized documents and reports.
- Attend trade shows and other promotional events to solicit new business.
- Analyzes and understands the competition’s strengths and weaknesses for each market segment and successfully directs marketing activities against each.
- Identifies and maintains constant communications with the hotel’s key accounts.
- Actively sells room nights through outside sales calls, telemarketing, tours, etc. Conducts site visits with prospective customers.
- Ensures that hotel employees are familiar with key accounts and “specifics” (special rates, special requirements, late check-outs, etc.) relating to business booked in the hotel.
EDUCATION REQUIRED: - Bachelor’s degree preferred.
EXPERIENCE REQUIRED: - 3 years of general sales experience, with specific hotel sales experience preferred.
SKILLS, AND CAPABILITIES REQUIRED: - Represents Claremont, and the hotel brand in a professional manner with the highest level of integrity to contribute to the favorable reputation within the industry and the community.
- Ability to effectively communicate information and respond to questions and requests from groups of managers, coworkers, vendors, and customers.
- Must perform multiple functions to ensure sales goals are met and exceeded, while supporting the General Manager on operational issues.
- Must possess negotiating and relationship building skills.
- Must possess leadership capabilities and the ability to make sound business decisions.
- An aptitude for translating current market conditions into actionable strategies.
- Excellent communication and presentation skills, both verbal and written.
- Strong organizational and problem-solving skills.
- Ability to manage multiple priorities and adhere to tight deadlines.
- Strong analytical skills to assess issues and create effective solutions.
- Adaptable to new technologies and committed to continuous self-development.
- Self-motivated and results oriented.
- Operates with a sense of urgency with the ability to remain calm and reasoned during high pressure situations.
- Critical thinking and openness to new approaches and ‘better ways’ – avoids taking the path of least resistance.
BENEFITS: - Competitive Wages
- Medical, Dental, and Vision Insurance
- Flex Spending Account
- FSA Dependent Care
- Long Term Disability
- Group Term Life Insurance
- 401(k) retirement plan with Employer Match
- Vacation
- Holiday Pay
- Sick Pay
- Employee Assistance Program
- Tuition Reimbursement
Claremont Companies is headquartered in Lakeshore Center in Bridgewater, Massachusetts. Claremont Companies is a privately owned and closely held real estate investment, development, and asset management firm. Today, Claremont owns more than 60 real estate assets consisting of hotels, apartments, retail centers, and office buildings with plans to expand even further. Compensation for this role will depend on several factors, including, but not limited to, a candidate’s qualifications, skills, competencies, and experience that may fall outside of the range listed. Claremont Companies is an equal opportunity employer. EOE M/F/D/V
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