Director of Group Sales

Position Overview:

Responsible for strategically directing group business sales for the property in alignment with the overall strategies and goals. Direct, promote, manage the group sales team as well as maintaining and meeting own goals for group market in defined geographic region. Generate property awareness through direct phone sales; direct sales calls, tradeshows and networking groups. Work closely with sales and marketing team to solicit, sell and confirm group business required to meet budgeted sales goals.

EXAMPLE OF DUTIES:

ESSENTIAL FUNCTIONS

Average Percent of Time

20% Organizes and supervises departmental activities including tele-marketing, prospecting and qualifying potential leads, soliciting viable leads, preparing and presenting written proposals/contracts and oral presentations. Strategically direct the group sales for the property in line with the business plan, goals and within the budget guidelines

20% Directs effort of sales staff including assisting job performance and improvement of job performance. Promote awareness to corporate, incentive and association markets via travel to respective regions in the country providing presentations and personal sales calls.

15% Solicits leads from corporate national sales in the national association market for cultivation, development, solicitation and booking.

10% Assists in compiling sales forecasts, development of guest room rates, collection and reporting of sales data, and management of sales department budget.

10% Develops target lists and action plans for account solicitation. Assists in assignment and distribution of leads and inquiries. Assists in the approval of file turnovers.

10% Meets with clients on property, during outside sales calls and attends major trade shows around the country in order to assist in developing and closing major pieces of business. Promote local awareness through maintaining relationships with CVB's and tourism authorities.

10% Directs maintenance of sales files, accounts and other administrative duties.

SUPPORTIVE FUNCTIONS

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the hotel.

• Forecasts realistic group pick-up utilizing recent convention history and other information.
• Participates where appropriate in related trade organizations.
• Work closely with conference planning and catering through execution of definite program; keep Conference Planning Manager and Operations Committee promptly and fully informed of all problems or unusual matter so prompt corrective action can be taken where appropriate.
• Participate in trade shows, industry events as required
• Assist with all guest inquiries within the sales and marketing department, including assisting with high telephone volume and walk-in site inspections.
• Participate in hotel specific, local, and Trump Hotels sponsored sales blitz, and telephone blitz activity.

PHYSICAL REQUIREMENTS:

Frequency Key: Never - 0 hours; Rare - up to 1 hour; Occasional - 1-3 hours; Frequent - 3-6 Hours; Constant - 6-8 hours

Physical Activity Frequency

Sitting Frequent

Walking Frequent

Climbing stairs Frequent

Standing Frequent

Crouching/Bending/Stooping Frequent

Reaching Constant

Grasping Constant

Pushing/Pulling Occasional

Near Vision Constant

Far Vision Constant

Hearing Constant

Talking Constant

Taste Rare

Lifting/Carrying (#50 lbs.) Frequent

Travel Frequent

ORGANIZATIONAL RELATIONSHIPS

Positions directly reporting to this position (titles):

Senior Group Sales Manager

Group Sales Managers

Sales and Marketing Coordinators

SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY

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.

• Knowledge of the management of sales personnel, budget, marketing, forecasting, profit/loss ratios, and daily departmental operations.
• Thorough knowledge of the hotel sales process to include lead generation, solicitation, negotiation and closing techniques.
• Knowledge of the industry, current market trends, and economic factors.
• Ability to read the English language to fully comprehend guest requests, memos, proposals, general correspondence, and similar written materials.
• Basic English language writing skills for formulation of proposals, memos, and general correspondence.
• Ability to speak the English language to effectively communicate with clients and hotel team members.
• Ability to manage time, resources, and personnel effectively and productively.

GROOMING/UNIFORMS

All employees must maintain a neat, clean and well-groomed appearance. Specific uniform guidelines and/or required articles of clothing will be explained to you as a part of the orientation process.

Equal Opportunity Employer

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status, or any other characteristic protected by law.