AN INSPIRING CAREER AWAITS YOU!

The Kessler Collection is made up of 12 artful hotel and resort properties, 25 restaurants, and over 1,700 Grand Performers across seven states, we continue to grow and so will you! The opportunities are endless. Our mission of inspiring places, intuitive service, and exuberant guests means we are committed to our Grand Performers learning, development, and well-being.

We believe people want to be inspired! 

Our Grand Performers Receive Many Benefits Including:

• Marriott Employee Discounts Worldwide
• Competitive Wage & Discretionary Bonus Program
• Medical, Dental, Vision Insurance
• Company-Sponsored Life Insurance
• Short & Long-Term Disability Insurance
• Pet Insurance
• Tuition Reimbursement Program
• 401(K) with Discretionary Company Matching Contributions
• Employee Assistance Program

JOB SUMMARY

The Director of Sales is responsible for leading the Sales and Catering team to optimize revenue opportunities for the property.  

 CORE RESPONSIBILITIES

Primary areas of responsibility include, but are not limited to the following:

• Direct and lead Sales Team, to include providing supervision, professional development, scheduling, coaching, evaluations, goal-setting, improving performance and delivering recognition.
• Direct and organize departmental activities including, prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts, addendums, and presentations.
• Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
• Establish lead days, manage lead distribution.
• Review Turnover Packets for accuracy.
• Guide the process of definite contracts and route information appropriately.
• Close/review all outstanding group folios before month end.
• Review and respond to Event Satisfaction Surveys and communicate with team members.
• Guide follow-up on outstanding proposals and contracts to effectively close business for your hotel.
• Forecast and budget group rooms and catering revenues and expenses.
• Identify Group and Catering need periods and create action plans to improve them.
• Develop target lists and action plans for account solicitation; assist in assignment and distribution of leads and inquiries. Ensure the team is managing account details, so all pertinent aspects of solicitation and closing are complete and documented in the required sales system.
• Understand lead volume and reasons for lost and turned down business to determine strategy adjustments needed.
• Manage the lead funnel to ensure proper processing of decision dates, offered pricing and high focus leads for follow-up.
• Conduct tours of property to meeting planners and other potential customers, including influencers and press as approved by 3^rd party PR, while informing of all hotel services available; entertain customers on property during site inspections and pre-planning trips when appropriate. Complete required site forms to alert the hotel of site tours in advance.
• Responsible for maintaining accurate records of sales accounts. This includes keeping files organized and up-to-date in sales platforms.
• Develop and maintain relationships with competitive set and actively participate in community organizations and professional associations to maintain visibility and market share.
• Possess excellent knowledge of the hotel's surroundings including the history, culture and points of interest, etc., and attend relevant community meetings and events.
• Prepare a monthly Executive Summary to explain all Sales and Catering Revenues and Expenses and represent Commercial Strategy on Monthly P&L calls.
• Analyze competition, market trends and customer needs to continually assess productivity against established goals and budgets. Update SWOT as needed to stay relevant.
• Analyze weekly STR reports, Comp Set Reports - report out as needed.
• Analyze historical, current, and future hotel performance to capture the maximum amount of revenue and meet/exceed individual sales goals and sales budget.
• Maximize revenue by selling all facets of the hotel to include restaurant, spa, gallery, and outlets.
• Conduct One-on-One’s with direct reports on minimum monthly basis.
• Competently utilizes the required systems/equipment to effectively evaluate availability, profitability and track the progress of groups from proposal through execution and ensures team’s usage, with sign-off on approved proposals.
• Approve completed business evaluation process to maximize revenues for rooms before sending to Revenue Management.
• Participate and prepare for required revenue meetings to stay abreast of strategies and to assist in making decisions (Group Business Review, Group Strategy, Group Scrub, Yield Meetings, Commercial Strategy Meetings)
• Travel as required to attend Sales Executive Committee meetings, customer events, conduct outside sales calls and participate in trade shows.
• Develop and maintain a working relationship with national franchised brands and Kessler Sales Organization.
• Knowledge of all Kessler Collection hotels to effectively cross-sell
• Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs and impact on other departments.
• Update sales platforms with relevant collateral, promotional offers, photography, and need dates (CVENT + Sales Companion)
• Conduct various department meetings to support Sales Team in achieving budget and sales goals to include: Daily Business Review, Weekly Sales Meetings, Event Order Meeting (minimum monthly)
• Process and approve payroll on a bi-weekly basis including cross check ESM Spreadsheet for accuracy and send to HR/Accounting.
• Approve quarterly bonus spreadsheets; once reviewed by Director of Sales forward to Accounting Department for audit and then upload into Production Notebook with approval before the 15^th day after the quarter ends.
• Recruit, interview and onboard Sales and Catering Grand Performers.
• Actively participate in required property meetings to include: Daily Stand-Up, Executive Committee, operational meetings

MINIMUM QUALIFICATIONS

• Marriott Sales Experience (CITY trained) – highly preferred
• College degree - preferred
• Hospitality or related industry experience - required
• Previous sales experience – required
• Valid Driver’s License – required
• Knowledgeable of Top-Accounts for the Hotel – preferred

WORK ENVIRONMENT/PHYSICAL DEMANDS

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role.

• While performing the duties of this job, the incumbent is regularly required to lift, reach with hands and arms, stand for extended periods of time and use fingers (keyboard etc.) to handle or feel.
• The incumbent is required to have a valid driver’s license and have the ability to drive.

The Kessler Collection is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.