Director of Sales

Additional Information: This hotel is owned and operated by an independent franchisee, Prospera Hotels. The franchisee is a separate company and a separate employer from Marriott International, Inc.  The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment.  If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

The ideal candidate will drive revenue to achieve the hotel's topline goals by proactively soliciting business from various segments. This includes acquiring new business from small accounts, sourcing new accounts, identifying potential targets, and re-engaging with past leads. The candidate will provide property support by coordinating internal mining efforts at the hotel. Collaboration with hotel leadership is essential to implement competitive sales strategies, helping the hotel remain competitive in the market through aligned sales activities and the sharing of real-time competitor information. This position reports to the Hotel General Manager.

Essential Duties and Responsibilities (Other duties may be assigned):

As the Director of Sales, you will be pivotal in driving revenue growth and enhancing the hotel's market presence through strategic sales and marketing initiatives.

Sales Strategy: Solicit group and transient business for all three properties, achieving and exceeding annual room revenue goals. Develop tailored sales strategies to maximize opportunities across multiple market segments.

Client Engagement: Build and nurture relationships through proactive sales calls, site visits, and industry networking events. Rebook past business and expand the client base.

Event Representation: Represent Courtyard by Marriott, Burlingame at trade shows, conventions, and local events to identify new leads and develop strong partnerships.

Negotiation Skills: Effectively negotiate contracts and partnerships with internal and external stakeholders. Maintain a professional and strategic approach, making informed decisions despite limited information.

Budget Management: Achieve and surpass annual budget targets, while understanding and adapting to year-over-year budget growth. Display maturity in managing the ups and downs of the budgeting process.

Team Collaboration: Work collaboratively with operational teams at each property to ensure clear communication of sales commitments and deliver exceptional guest experiences.

Interpersonal Leadership: Foster a unifying culture across the hotels building strong, cohesive relationships with team members and stakeholders at all levels.

Data-Driven Sales: Leverage CRM systems and sales tools to analyze trends, maintain accurate sales records, and provide actionable insights to guide decision-making.

Market Knowledge: Monitor competitor activities and market trends to identify opportunities and maintain a competitive edge for each property.

Flexibility: The ability to change approaches and adapt to new strategies in a dynamic market sales environment. The ability to maintain availability to adjust schedules and meet client needs beyond regular business hours while fostering an experimental attitude.

Generate Reports: Create and present detailed sales reports, analyzing performance metrics to guide strategy and decision-making.

Collaboration with General Manager: Work closely with the General Manager to proactively address and resolve any challenges. Maintain open communication and ensure that potential issues are brought to your attention before being escalated to others. Foster a collaborative relationship to achieve shared goals and support the sales team effectively.

Bachelor’s degree or equivalent experience.

3+ years of experience in hotel sales management.

5+ years of experience in hotel sales, including a background in proactive lead generation within the hospitality sector. Knowledge of property-specific business segments (e.g., group, catering, transient) and the hospitality industry.

Strong leadership skills are essential.

Proficient with Microsoft Office (Word, Excel, PowerPoint)

Incentive based on accomplishments of set sales goals

Medical, Dental, Vision, Life Insurance, 401k with match, FSA, DFSA, Vacation, Sick Pay, Holidays

The salary range for this position is $95,000 to $105,000 annually depending on experience and qualifications.  

This company is an equal opportunity employer.

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