Director of Proactive Sales - 2015

Director of Proactive Sales

Sao Paulo, Brazil | N/A

Job description:

Leads and manages all day-to-day activities related to the

sales function with a focus on building long-term, value-based

customer relationships that enable achievement of property

sales objectives. Achieves personal booking goals and makes

recommendations on booking goals of direct reports.

CANDIDATE PROFILE

Education and Experience

• 2-year degree from an accredited university in Business

Administration, Marketing, Hotel and Restaurant Management, or

related major; 3 years experience in the sales and marketing or

related professional area.

OR

• 4-year bachelor’s degree in Business Administration,

Marketing, Hotel and Restaurant Management, or related major; 1

year experience in the sales and marketing or related

professional area.

CORE WORK ACTIVITIES

Supporting Developing & Executing Sales

Strategies

• Works with sales leader to ensure understanding of sales

strategy and effective implementation of this strategy for the

segment.

• Works with management team to create and implement a sales

plan addressing revenue, customers and the market for the

segment led by the DOS.

• Assists with the development and implementation of

promotions, both internal and external.

Maximizing Revenue

• Provides positive and aggressive leadership to ensure maximum

revenue potential (e.g., sets example with personal booking

goals).

• Recommends booking goals for sales team members.

Managing Sales Activities

• Monitors all day to day activities of direct reports.

• Approves space release for catering to maximize revenue (DOS,

Group) in the absence of a Business Evaluation Manager.

• Participates in sales calls with members of sales team to

acquire new business and/or close on business.

• Executes and supports the operational aspects of business

booked (e.g., generating proposal, writing contract, customer

correspondence).

Analyzing & Reporting on Sales and Financial

Data

• Analyzes market information by using sales systems and

implements strategy to achieve property’s financial room and

catering goals.

• Assists Revenue Management with completing accurate six

period projections.

• Reviews sales and catering guest satisfaction results to

identify areas of improvement.

Ensuring Exceptional Customer Service

• Displays leadership in guest hospitality, exemplifies

customer service and creates a positive example for guest

relations.

• Interacts with guests to obtain feedback on product quality

and service levels.

• Meets with guests during pre- and post-convention meetings to

obtain feedback on quality of product (e.g., rooms, meeting

facilities and equipment, food and beverage), service levels,

execution against contract and overall satisfaction.

• Empowers employees to provide excellent customer service.

• Observes service behaviors of employees and provides feedback

to individuals.

• Incorporates guest satisfaction as a component of department

meetings with a focus on continuous improvement.

• Executes and supports the company’s Customer Service

Standards and property’s Brand Standards.

• Participates in and practices daily service basics of the

brand.

• Executes exemplary customer service to drive customer

satisfaction and loyalty by assisting the customer and ensuring

their satisfaction before and during their program/event.

• Serves the customer by understanding their needs and

recommending the appropriate features and services that best

meet their needs and exceed their expectations, while building

a relationship and loyalty to the company.

• Gains understanding of the property’s primary target customer

and service expectations; serves the customer by understanding

their business, business issues and concerns, to offer better

business solution both prior to, and during the program/event.

Building Successful Relationships

• Develops and manages relationships with key stakeholders,

both internal and external.

• Works collaboratively with off-property sales channels (e.g.,

Event Booking Center, Market Sales, GSO) to ensure the property

needs are being achieved and the sales efforts are

complementary, not duplicative.

• Works with Human Resources, Engineering and Loss Prevention

to ensure compliance with local, state and federal regulations

and/or union requirements.

• Attends customer events, trade shows and sales missions to

maintain, build or develop key relationships with GSO Managers

and customers.

Managing and Conducting Human Resource

Activities

• Interviews and hires management and hourly employees with the

appropriate skills to meet the business needs of the operation.

• Utilizes all available on the job training tools for

employees.