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Complex Director of Group Sales

Highgate Hotels

This is a Full-time position in Las Vegas, NV posted November 16, 2021.

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry.

Highgate is the dominant player in major U.S.

gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint.

The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition.

Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen.

The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.

With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands.

Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. 

Location
Westin Las Vegas

Overview

The Complex Director of Group Sales is responsible for directing, coordinating, training and supervising the Sales Managers, and assist with supervising Sales, Catering, Housing Coordinators, and Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration.

Assist Area Director of Sales & Marketing with weekly, monthly and quarterly reporting.

He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace.

Responsibilities
Education & Experience:

  • At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience.
  • Supervisory experience required.
  • Must have a driver’s license in the applicable state.
  • Marriott Consolidated Inventory System “CI” experience a plus

Physical requirements:

  • Long hours sometimes required.

General Requirements

  • Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
  • Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
  • Must be able to multitask and prioritize departmental functions to meet deadlines.
  • Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
  • Attend all hotel required meetings and trainings.
  • Participate in M.O.D.

    coverage as required.

  • Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
  • Maintain high standards of personal appearance and grooming, which include wearing nametags.
  • Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
  • Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
  • Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
  • Must be able to understand and evaluate complex information, data, etc.

    from various sources to meet appropriate objectives.

  • Must be able to maintain confidentiality of information.
  • Perform other duties as requested by management.

Qualifications

  • Supervise, administer and ensure timely completion of all activities of the Sales Department.
  • Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
  • Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.
  • Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
  • Meet or exceed set goals
  • Operate the Sales Department within established sales expense budget.
  • Participate in required M.O.D.

    and Saturday office coverage as schedule

  • Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement.
  • Coordinate group, transient and catering bookings to maximize profits.
  • Initiate and follow up on leads.
  • Maintain and participate in an active sales solicitation program.
  • Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories.
  • Assist in the preparation of required reports in a timely manner.
  • Conduct bi-weekly sales meetings
  • Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, Area Director of Sales & Marketing and Director of Revenues.

    Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.

  • Motivate, coach, counsel and discipline direct reports within the Sales department according to Highgate Hotel SOP’s.
  • Review meeting planner evaluations as received to ensure that any problems are rectified.
  • Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
  • Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
  • Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
  • Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in the Sales budget, including preplanning, setting appointments and executing sales calls.
  • Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP’s.

    Ensure that Sales Managers can explain the importance and components of the report.

  • Assist Area Director of Sales & Marketing on preparation of the annual revenue budget.
  • Assist Area Director of Sales & Marketing on preparation of the annual Marketing Plan.
  • Assist Area Director of Sales & Marketing on preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
  • Meet and greet onsite contacts.
  • Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
  • Develop networking opportunities through active participation in community and professional associations activities and events
  • Entertain clients.
  • Approve group sales contract