CoralTree Hospitality

Director of Group Sales

Job Locations US-CA-Rancho Palos Verdes
ID 2022-2003
Category
Sales and Marketing
Position Type
Regular Full-Time

Overview

The Director of Group Sales at Terranea Resort is responsible for providing inspirational leadership and management of all aspects of revenue generation at the resort related to the group segment and focus on optimizing productivity from the group sales team including ongoing development, coaching, and motivation.  The position is also directly responsible for generating revenue from a defined market, industry and/or key accounts.  In addition, this position is required to provide continued enhancement of the resort culture in accordance with resort standards and to maintain effective relationships with all associates throughout the resort in order to provide a strong, supportive and objective environment. The position requires a detail oriented, organized, and adaptable individual to manage all aspects of the direct sales process for Terranea, which include development of action plans, performance management and the ability to operate in a dynamic, continuously changing environment.  The position requires excellent communication skills – both written and verbal, along with the ability to utilize contemporary distribution channel management and analytics to support the sales and marketing initiatives.

Responsibilities

  • Demonstrated ability to build backlog and accelerate sales pace in the high-end group market
  • Leads and manages sales segments to achieve and exceed budgeted group room nights and revenue goals annually; while ensuring that targeted crossover goals for future years are met
  • Analyze critical business/accounts and negotiate best situation for achieving optimum revenue for the hotel while ensuring excellent customer service
  • Handles key accounts at the property level, as determined by the resort’s leadership
  • Spearhead the development of new group business. This includes creating relationships with industry influencers in meetings and events and leverage business and activity Intelligence reports & proficient use of business development and research solutions.
  • Assist in the creation and implementation of the annual and monthly direct-sales action plans for Terranea. This includes collecting industry trending information and data analytics.
  • Actively participate in sales presentations, key industry shows, property tours and client meetings
  • Participate and facilitate in customer events, resort FAM trips, and sales appointments
  • Assist with annual hotel strategy plan as well as property sales budget
  • Assists in developing rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management
  • Establish dominant positioning within defined competitive sets and establish a sustained pattern of market share advantage.
  • Ability to recruit and hire sales talent with well established relationships and contacts with meeting Assist/Direct in the negotiations and closing of business.
  • Experience in the sales processes required for a mixed product resort; resort rooms with privately owned villas and casitas
  • Strong financial and quantitative data skills to be able to formulate and drive business strategy. Ability to establish and maintain realistic budgets while realizing projected results.
  • Proven ability to coach, mentor and lead a diverse team of professionals to optimum performance levels.
  • Assist the Chief Strategy Officer and EVP in establishing group sales goals, forecasting group revenues, budgeting and management of sales office.

 

Additional Duties & Responsibilities:

  • Maintain logs for arrivals and sites.
  • Effectively grow and maintain database of key clients.
  • Attend meetings as a representative of the Leisure Sales department.
  • Develop both short and long terms goals relating to interpersonal development and departmental improvement.
  • Provide timely guest feedback to revenue leaders and operations.
  • Receive and handle guest complaints and ensure corrective action is taken.
  • Interface with Accounting as needed on billing and commission issues.
  • Interface with other departments such as Front Desk, Concierge, and Housekeeping to ensure guest needs are being met.
  • Answer incoming calls in less than three rings in a professional demeanor following resort quality standards, convert the caller to a booking and generate the highest revenue possible.  This includes offering and booking ancillary revenue.
  • Ensure proper booking information is recorded for each reservation and according to resort standards.
  • Conduct pre-arrival calls and assist guests with any pre-arrival requests and anticipate needs for ancillary bookings.
  • Greet guests upon arrival if appropriate.
  • Keep current with all communication and departmental changes. 
  • Assist with other departmental needs such as room stripping, room deliveries, luggage pulls, lobby assistance, associate events, or off-property events.
  • Maintain a neat, clean, and safe work environment.

Qualifications

The individual must possess the following knowledge, skills, and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.

  • Strategic thought leader with knowledge and expertise in hospitality sales and marketing
  • Analytical and detail oriented
  • Strong direct sales experience in business development of new and emerging markets that have the propensity to utilize luxury resorts.
  • Excellent communication skills, both written and verbal
  • Extensive experience and/or knowledge of the contracting process and negotiations within a comparable environment.
  • Effective management of group distribution channels, both current and emerging.
  • Extensive working knowledge of relevant computer programs:  Word, Excel, Salesforce, Adobe Illustrator & Power Point. Opera working knowledge is preferred.
  • Goal oriented and ability to work collaboratively and independently to achieve objectives
  • Strong Customer Service skills
  • Read, interpret, and create business records and statistical reports.
  • Use mathematical skills to interpret financial information.
  • Make business decisions based on production reports and similar facts.
  • Plan and organize the work of others.
  • Experience in strategic account management methods, as well as, advanced business planning acumen.
  • Ability to work under stressful conditions and balance multiple commitments simultaneously.
  • Strong customer service aptitude.
  • Understanding of budgetary and fiscal responsibility within the department.
  • Familiarity with all operational areas of the resort.

Experience, Education, & Licensure:

  • College graduate or equivalent industry experience.
  • Minimum 5 years’ experience as the sales leader with a luxury resort property.
  • Must be profession in appearance.
  • Must be proficient in Microsoft Word, Excel, Outlook and PowerPoint. Experience with Opera PMS and Agency360 is desirable.

 

Miscellaneous Skills:

  • Requires Mathematical skills, to be able to: add, subtract, multiply, and divide all units of measure.
  • Highly professional appearance. All Terranea associates must maintain a neat, clean and well-groomed appearance.  Specific standards are available.
  • Positive attitude and embrace Terranea culture
  • Work well in a team environment
  • Ability to work independently
  • Learn quickly and follow directions
  • Take ownership and follow through to complete tasks
  • Must be adaptable and flexible to changing processes
  • Ability to multi-task on projects or assigned responsibilities
  • Remain calm and professional under stress
  • Articulate issues to supervisor and managers
  • Ability to handle conflict and confrontation
  • Ability to effectively handle confidential matters
  • Be able to make decisions and take responsibility for actions

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