Description:
Key Responsibilities:
Leadership and Strategy
- Provide leadership to the on-site sales teams, implementing objectives that align with Charlestowne Hotels and the properties business goals.
- Participate in corporate strategic planning, sales strategy development, resource planning, and budgeting.
- Identify opportunities for sales process improvement and foster a culture of continuous improvement and accountability.
Collaboration and Communication
- Work closely with General Managers, hotel sales teams, and the corporate office to align sales efforts with business needs.
- Collaborate with marketing and revenue management teams to ensure alignment with brand standards and revenue strategies.
- Develop productive relationships with General Managers and on-site hotel sales departments; act as a role model and uphold company culture, vision, mission, and values.
Team Management and Development
- Direct and supervise sales and administrative staff across the portfolio, ensuring sales and revenue goals are met or exceeded.
- Provide guidance to sales personnel, ensuring consistent sales activities and customer engagement.
- Conduct regular reviews of sales results, updating objectives and action plans as needed.
- Ensure sales team members have detailed job descriptions and assist with annual performance reviews.
- Conduct quarterly sales audits and training sessions to enhance team performance.
- Participate in discussions related to sales personnel performance with General Managers and Human Resources.
Sales Operations
- Lead efforts in identifying and soliciting new business opportunities.
- Review and evaluate sales activities, including call reports and appointments, providing constructive feedback.
- Ensure existing accounts are maintained and fully qualified by sales managers.
- Assist sales team members in overcoming obstacles and customer resistance.
- Accompany sales team members on sales calls and property visits for support and coaching.
Market Analysis and Revenue Management
- Regularly review competitive data (e.g., rate surveys, occupancy, and ADR reports) and recommend appropriate actions.
- Assist in rate and inventory decisions based on short-term forecasts.
- Assess and optimize investments in technology, training, and administrative support to enhance productivity.
Community and Industry Engagement
- Promote community involvement and networking opportunities for sales managers.
- Actively participate in industry organizations to enhance Charlestowne Hotels positioning and reputation.
Performance Metrics
- Meet assigned targets for profitable sales volume, market share, and other key financial performance objectives.
- Establish appropriate metrics and benchmarks to create a culture of accountability across the team.
Required Skills and Experience:
- Solid understanding of the hospitality sales process at a corporate level.
- Previous experience leading a brand sales organization and managing a large team of sales professionals.
- Working knowledge of marketing processes within a hotel environment.
- Established relationships with key industry organizations and decision-makers.
- Proven approach to maximizing sales team performance systematically.
- Ability to inspire and motivate a team effectively.
- Strategic thinker with excellent communication skills.
- Demonstrated leadership ability in high-pressure environments.
- Experience with sales and operational systems (e.g., multi-property PMS, CRM).