Position Summary:

The Area Director of Business Travel Sales works to maximize sales occupancy and rates in conjunction with hotel operations, to increase profits by increasing business transient sales and generating business through aggressive sales efforts at each of their assigned hotels.

While the Area Director of Business Travel Sales reports directly to the home base Director of Sales and Divisional Vice President of Sales, all Directors of Sales will interact and assist in the direction of the Sales & Marketing function at each property.

Core Responsibilities:

Conduct a successful, aggressive solicitation process involving outside sales calls, inside appointments, telephone calls, email, personalized letters, and direct mail. As a proactive Director of Business Travel Sales, 80% (eighty) of the time should be spent in active sales solicitation. Assist Director of Sales,  in creating a realistic, and aggressive, annual marketing plan. Update your portion of this plan monthly to ensure it is up to date and changes with market conditions. Quarterly Action Plan to be created each quarter, at each hotel, that ties into the annual marketing plan and market conditions. This includes developing sales strategies and timelines for the business transient sales segment. Send proposals on all leads which fit the profile of each property and actively follow through to convert from proposal to definite status. Proposals should be sent to clients within 8 business hours. Respond to all Brand RFPs by the provided due date. Discuss the account and rate strategy with the Director of Sales before responding to the RFP. If property is an independent hotel, this will include all Consortia requests, through Lanyon. Clearly outline on Inquiry sheets the client’s annual room night production, budget information, decision maker/process and client’s hot buttons. Will also cross sell for catering and group room blocks and forward all leads found to the appropriate Sales Manager of that property. Obtain, document, and route all necessary information on definite CNR/LNR accounts, including billing information, credit application (if applicable), how the client books, GDS loading instructions (if applicable), VIP arrangements and client hot buttons. Forecast business transient production monthly, per property, and provide to each Director of Sales to ensure a property forecast can be created. Provide feedback to the Director of Sales and ADRS, on any account/client changes including number of rooms needed, method of booking changes and any other pertinent information. Maintain an updated account list, for front desk and property Director of Sales, to include name of the account, Client ID, Rates (by season if applicable) and any rate inclusions such as breakfast, Wi-Fi, etc. Verify CNR/LNR rate information provided by ADRS during rate audits. Quarterly review of accounts and their production. Have quarterly calls with clients to discuss past quarter’s production and see if there are any future changes. Shop comp sets each season to ensure accurate rate data at all competitor hotels. Maintain that information on a Google spreadsheet for property Director of Sales. Look at arrival reports at each property to identify new in-house LNR, project business or for CNR accounts that may have more production. Use Kalibri on a weekly basis to identify new trends and accounts at comp set hotels and the submarket. Discuss with that property Director of Sales if the account works into the hotel’s overall top line revenue strategy. Attend trade shows and local events that will further enhance client relationships and drive new business to your properties. Work with the Director of Sales, to gain approval, develop an action plan and SMART goals before attending each event. Achieve all assigned KPI’s. Including sales solicitation goals, bookings, and lead response times. Participate in weekly revenue calls as requested, bringing your business transient forecast to the call. Be able to talk through your current sales pipeline for any leads that will convert so the team can talk through transient & group rate strategy for that timeframe. Make Director of Sales aware of any business transient offers/e-blasts that need to be created. Enter all sales calls into the SMS for the property. Submit expense reports on a weekly basis to your home property Director of Sales. Ensure that you have coded each expense to the proper property. Prepare any sales reporting needed by management or ownership. Maintain total and complete sensitivity to customer satisfaction and guest’s needs. Assist the Director of Sales on special projects as assigned.