Director of Sales

Director of Sales role at Island Hospitality Management

Director of Sales is responsible for leading the sales department, driving revenue production, and meeting or exceeding planned revenue objectives. Manage all sales activities in line with brand standards, build professional rapport within the local business community, and focus on securing, qualifying, and following up on leads to book business and develop the sales team. Spend most of the time selling the resort rather than operational tasks.

Director of Sales will be involved with all aspects of the resort sales department, directing, coordinating, training and supervising all sales-related activities, preparing reports, and serving as key reference for guests, clients, and potential new accounts.

• Be readily available and approachable for all guests.
• Ensure that departments achieve or exceed guests’ service expectations.
• Take proactive approach when dealing with guests’ concerns.
• Always extend professionalism and courtesy to guests.

• Meet or exceed budgeted REVPAS for the resort.
• Prepare resort’s annual marketing plan.
• Prepare department budget that reflects the resort’s business plan.
• Forecast occupancy fluctuations and direct selling activities to maximize revenue.
• Know the resort’s demand segments, sources of business for each, and balance market segments according to supply and demand.
• Understand the principal competition for each market segment and leverage the resort’s strengths.
• Identify major revenue and expense opportunities and potential problems.
• Accurately forecast occupancy changes based on changing market conditions.

• Maintain guest service as the driving philosophy of the resort.
• Demonstrate commitment to guest service by responding to guest needs.
• Ensure all resort staff, including new hires, are trained to meet service standards and develop added-value customer service programs.
• Ensure that team members are familiar with key accounts and specific rates or requirements for business booked.
• Empower resort staff to deliver guest service by encouraging and rewarding responsive assistance.

• Develop resort’s marketing and sales plan based on the property’s position and strengths within each market segment.
• Implement resort’s marketing and sales plan.
• Solicit, negotiate, and book new and repeat business.
• Execute marketing strategies to capture maximum revenue and meet or exceed sales goals.
• Ensure marketing plans are appropriate for each sales period, including special plans to maximize room revenue during low occupancy.
• Analyze competition strengths and weaknesses and direct activities accordingly.
• Maintain constant communication with key accounts.
• Actively sell room nights through outside sales calls, telemarketing, and site tours.
• Actively sell to in-house guests (e.g., greeting tours, conversations at mealtimes).
• Use brand resources to surface, call on, and track potential business.
• Coordinate group and transient bookings to maximize profits.
• Operate within established sales expense budget.
• Prepare required reports on time.
• Maintain strong visibility in local community organizations.

• Maintain a positive cooperative work environment.
• Ensure training objectives and development plans are completed.
• Communicate and carry out discipline and terminations.
• Guide team members in career planning with the Pathways of Leadership Program.

• Prior hospitality sales or related field experience.
• Proficiency with sales force automation programs.
• Strong negotiation, communication, and influencing skills.
• Knowledge of resort and IHM policies and procedures.
• Highly motivated team player with initiative.
• Excellent communication, computer, and presentation skills.
• Ability to work both with a team and alone.
• Recruit and retain team members passionate about service.
• Clear communication of information and ideas.
• Ability to handle high-pressure situations calmly.
• Effective problem-solving and conflict resolution.

The role requires regular lifting of up to 10 pounds and occasional lifting up to 25 pounds.…