Director of Group Sales

Position Summary:
The Director of Group Sales administers and directs the group sales team to ensure an aggressive
approach to meet budgeted goals and key hotel drivers.
The Director of Group Sales reports directly to the Director of Sales & Marketing

Core Responsibilities:
 Develop sales strategies for the property including targeted market segments, rate management,
solicitation procedures and advertising.
 Develop a realistic, and aggressive, annual marketing plan. Update this plan on a monthly basis to
ensure it is up to date and changes with market conditions.
 Quarterly Action Plans to be created each quarter that ties into the annual marketing plan and
market conditions. Ensure a plan is created for each seller on the Sales team.
 Forecast group production and top line revenue on a weekly basis. Provide group production
forecast to General Manager, Area Director of Revenue & DVP of Sales on a weekly basis so
accurate property forecasts are completed.
 Emphasize control procedures and yield management to assure a proper balance of rate
availability and visibility to market demand.
 Establish and execute an effective outside sales program.
 Achieve all assigned KPI’s & ensure all sales & marketing staff achieved their KPI’s. Including
sales solicitation goals, bookings, lead response times and group pace.
 Train all sales staff, holding them accountable to actionable results.
 Conduct one-on-ones with sales team to go over sales metrics, quarterly action plan progress and
gain feedback.
 Conduct a monthly check-in, per Human Resource standards through ADP Portal, for each Group
Sales team member.
 Direct internal servicing of groups. Ensure department heads have the group resumes and BEO’s.
 Participate in weekly revenue calls, bringing all group and hotel forecasts to the call. Be able to
talk through current sales pipeline for any leads that will convert so the team can talk through
transient rate strategy for that timeframe.
 Participate in Digital Marketing calls and be prepared to speak about any group offers/e-blasts
that need to be created.
 Submit expense reports on a weekly basis and make sure that all sales & marketing staff are
doing the same.
 Prepare any sales reporting needed by ownership or management.

Knowledge, Skills & Competencies:
 Strong business communication and presentation skills, both verbal and written.
 5 years of proven hotel leadership and sales experience (or equivalent).
 Demonstrate proven creative thinking and results driven leadership skills.
 High work ethic and self-initiative
 Strong computer skills in Microsoft Suite products and sales systems.
 Some travel may be required
 Adheres to proper attendance guidelines as established by employee handbook and property
General Manager.
 May be required to work varying schedules to reflect the business needs to the property.
 Must possess basic computational ability
 Focus and maintain attention to tasks, and complete work assignments on time, despite frequent
interruptions.
 Ability to maintain excellent relationships with staff, managers, corporate staff and ownership.
 Must maintain staff & guest confidentiality at all times.
 Ability to lead departmental meetings and participate in/lead hotel team meetings.

Annual Salary: $93k

• Physical Requirements (In-Office Role)
• Ability to work in a standard office environment.
• Prolonged periods of sitting at a desk and working on a computer. (6-8 hours a day)
• Occasional standing and walking throughout the workday.
• Frequent fine motor skills, use of hands and fingers for keyboarding/typing, utilizing a mouse or trackpad, writing, and operating office equipment.
• Ability to communicate effectively verbally and in writing.
• Occasionally required to stand, walk, bend, reach, or carry items.
• Ability to lift and/or move 10–25 pounds as needed (e.g., files, office supplies).
• Visual ability to read from a computer screen and printed materials including close visual focus for extended periods and color differentiation (for certain roles).
• Ability to hear and participate in conversations and meetings, use phone and/or headset
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.