Director of Sales and Catering
Avenue of the Arts Costa Mesa, a Tribute Portfolio Hotel, Costa Mesa, CA, United States
As the Director of Sales, you are the leader of the property’s group, corporate negotiated, tour & travel sales efforts in addition to convention services. Manages proactively to successfully achieve the hotel’s budget and service goals utilizing the hotels marketing plan and brand initiatives and strategy. Provides day to day leadership oversight of the group sales, convention services, corporate negotiated and tour & travel team members with a focus on building long term, value-based client relationships that meet the properties objectives. Maintains accountability by managing the selling efforts of each direct report to maximize revenue opportunities.
Sales Leadership and strategy
Lead all group, corporate negotiated, tour & travel, and convention services sales efforts.
Proactively manage sales performance to achieve hotel budget, revenue, and service goals.
Utilize the hotel’s marketing plan and brand initiatives to guide sales strategy.
Develop corrective action plans using SMART guidelines when performance shortfalls are identified.
Maintain comprehensive knowledge of:
Market positioning and competitive landscape
Sales strategies and booking trends
Yield management principles
Food and beverage revenues
Pricing and rate structures
Sales and Marketing support tools
Maintain in-depth knowledge of the competitive set and implement strategies to sustain a number one market position.
Implement and enforce policies and procedures that support sales effectiveness and service excellence.
Strategize and structure workflows to ensure weekly quality sales calls are completed and documented
Revenue Management, Forecasting & Financial Accountability
Accurately forecast group room and group banquet revenues.
Accountable for achieving revenue goals for:
Group rooms
Group banquets
Corporate negotiated business
Tour & travel segments
Conduct daily business reviews and revenue analysis
Manage the travel and entertainment expense budget, including reporting on return on investment (ROI).
Provide complete, accurate, and timely reports to support sales incentive plan administration.
Maintain accountability for financial commitments outlined in hotel event contracts.
Client Relationship Management & Business Development
Build, maintain, and grow long-term value-based client relationships aligned with property objectives.
Ensure effective management of all client relationships through innovative sales strategies designed to increase market share.
Actively participate in all client site visits to deliver a distinctive, high-impact experience demonstrating the hotel’s commitment to event success
Fully understand and manage hotel event contracts, including financial terms and service obligations.
Recommend, develop and support marketing promotions and sales collateral to drive business.
Team leadership, Coaching and Talent Development
Provide daily leadership, direction, coaching, and support to:
Group Sales Team
Convention Services Team
Corporate Negotiated Sales
Tour & Travel Sales
Catering Department
Conduct regular team meetings and one-on-one sessions with direct reports.
Maintain accountability by managing and evaluating the selling efforts of each team member.
Responsible for hiring, training, promoting, and holding team members accountable.
Ensure all team members:
Complete all required training
Maintain full product knowledge
Understand brand standards
Comply with health and safety requirements
Oversee the development of Sales and Catering team members.
Ensure the department has the appropriate tools, systems, and resources to successfully perform all job functions.
Responsible for meeting individual and departmental goals on a quarterly basis.
Cross-Functional Collaboration & Operations Alignment
Maintain strong working relationships with hotel operational teams to ensure seamless execution of contracts and events.
Actively participate in cross-departmental meetings to communicate operational needs and expectations.
Ensure alignment between sales commitment and operational delivery.
Brand Compliance, Industry Presence & Partnerships
Fully Implement all brand initiatives and ensure consistent use of brand resources.
Maintain and develop relationships with brand sales representatives to support global exposure of the hotel.
Actively participate in brand, local regional, and national industry events.
Maintain strategic partnerships with third-party organizations, including:
Convention & Visitors Bureaus (CVB)
Local Chambers of Commerce
Must be available for domestic and international travel as business needs require.
Systems, Tools, Reporting & Compliance
Maintain a accurate and up-to-date lead log in compliance with brand standards.
Ensure proper recording and tracking of all group-related sales activities.
Required proficiency and ongoing use of the following systems:
Microsoft Outlook & Suite
Delphi
Cvent
StarCite
Meeting Broker
Ensure all systems are used consistently, accurately, and in compliance with brand and company standards.
Qualifications and Requirements
High school or equivalent education required. Bachelor’s Degree preferred.
Excellent written and oral communication skills with the ability to negotiate, convince, sell, and influence prospects and hotel guests.
Advanced knowledge of the sales and hospitality principles and practices.
Must be available weekends and weeknights as needed.
Sales-oriented writing techniques and strategies for correspondence, i.e. letters, reports, proposals, and contracts.
Appropriate and accurate grammar and punctuation in written communication.
Ability to maximize impact, maintains interest, and establishes a rapport with your audience when conveying information.
Ability to proactively prioritize needs and effectively manage time and resources.
Understanding the positioning of the hotel, services provided, and how the hotel can meet the needs of clients.
Must possess computer skills, including, but not limited to, Microsoft Outlook and Office, Delphi, Cvent, StarCite, and Meeting Broker.
Five years of experience as a sales manager for a similar size/type of property.
Experience with Catering and Events
English is a must; other languages are a plus.
Brand experience a plus.
Valid Drivers license required.
Source: Wincome Hospitality
#J-18808-Ljbffr
Sales Leadership and strategy
Lead all group, corporate negotiated, tour & travel, and convention services sales efforts.
Proactively manage sales performance to achieve hotel budget, revenue, and service goals.
Utilize the hotel’s marketing plan and brand initiatives to guide sales strategy.
Develop corrective action plans using SMART guidelines when performance shortfalls are identified.
Maintain comprehensive knowledge of:
Market positioning and competitive landscape
Sales strategies and booking trends
Yield management principles
Food and beverage revenues
Pricing and rate structures
Sales and Marketing support tools
Maintain in-depth knowledge of the competitive set and implement strategies to sustain a number one market position.
Implement and enforce policies and procedures that support sales effectiveness and service excellence.
Strategize and structure workflows to ensure weekly quality sales calls are completed and documented
Revenue Management, Forecasting & Financial Accountability
Accurately forecast group room and group banquet revenues.
Accountable for achieving revenue goals for:
Group rooms
Group banquets
Corporate negotiated business
Tour & travel segments
Conduct daily business reviews and revenue analysis
Manage the travel and entertainment expense budget, including reporting on return on investment (ROI).
Provide complete, accurate, and timely reports to support sales incentive plan administration.
Maintain accountability for financial commitments outlined in hotel event contracts.
Client Relationship Management & Business Development
Build, maintain, and grow long-term value-based client relationships aligned with property objectives.
Ensure effective management of all client relationships through innovative sales strategies designed to increase market share.
Actively participate in all client site visits to deliver a distinctive, high-impact experience demonstrating the hotel’s commitment to event success
Fully understand and manage hotel event contracts, including financial terms and service obligations.
Recommend, develop and support marketing promotions and sales collateral to drive business.
Team leadership, Coaching and Talent Development
Provide daily leadership, direction, coaching, and support to:
Group Sales Team
Convention Services Team
Corporate Negotiated Sales
Tour & Travel Sales
Catering Department
Conduct regular team meetings and one-on-one sessions with direct reports.
Maintain accountability by managing and evaluating the selling efforts of each team member.
Responsible for hiring, training, promoting, and holding team members accountable.
Ensure all team members:
Complete all required training
Maintain full product knowledge
Understand brand standards
Comply with health and safety requirements
Oversee the development of Sales and Catering team members.
Ensure the department has the appropriate tools, systems, and resources to successfully perform all job functions.
Responsible for meeting individual and departmental goals on a quarterly basis.
Cross-Functional Collaboration & Operations Alignment
Maintain strong working relationships with hotel operational teams to ensure seamless execution of contracts and events.
Actively participate in cross-departmental meetings to communicate operational needs and expectations.
Ensure alignment between sales commitment and operational delivery.
Brand Compliance, Industry Presence & Partnerships
Fully Implement all brand initiatives and ensure consistent use of brand resources.
Maintain and develop relationships with brand sales representatives to support global exposure of the hotel.
Actively participate in brand, local regional, and national industry events.
Maintain strategic partnerships with third-party organizations, including:
Convention & Visitors Bureaus (CVB)
Local Chambers of Commerce
Must be available for domestic and international travel as business needs require.
Systems, Tools, Reporting & Compliance
Maintain a accurate and up-to-date lead log in compliance with brand standards.
Ensure proper recording and tracking of all group-related sales activities.
Required proficiency and ongoing use of the following systems:
Microsoft Outlook & Suite
Delphi
Cvent
StarCite
Meeting Broker
Ensure all systems are used consistently, accurately, and in compliance with brand and company standards.
Qualifications and Requirements
High school or equivalent education required. Bachelor’s Degree preferred.
Excellent written and oral communication skills with the ability to negotiate, convince, sell, and influence prospects and hotel guests.
Advanced knowledge of the sales and hospitality principles and practices.
Must be available weekends and weeknights as needed.
Sales-oriented writing techniques and strategies for correspondence, i.e. letters, reports, proposals, and contracts.
Appropriate and accurate grammar and punctuation in written communication.
Ability to maximize impact, maintains interest, and establishes a rapport with your audience when conveying information.
Ability to proactively prioritize needs and effectively manage time and resources.
Understanding the positioning of the hotel, services provided, and how the hotel can meet the needs of clients.
Must possess computer skills, including, but not limited to, Microsoft Outlook and Office, Delphi, Cvent, StarCite, and Meeting Broker.
Five years of experience as a sales manager for a similar size/type of property.
Experience with Catering and Events
English is a must; other languages are a plus.
Brand experience a plus.
Valid Drivers license required.
Source: Wincome Hospitality
#J-18808-Ljbffr