Area Director of Sales, Vancouver

Canada’s most dynamic and diverse hotel management company is seeking to fill the position of Area Director of Sales for a portfolio of hotels in Vancouver. This position will be based at the Holiday Inn Vancouver Downtown, taking on the role as Director of Sales and Marketing, reporting in this role to the Hotel General Manager.

Regional duties would be overseen by the Area Director, Victoria and Vancouver, where the Area Director of Sales also manages reactive and proactive sales efforts for hotels in Vancouver, Burnaby, Victoria and New Westminster. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Manages the sales and marketing budgets, planning and implementing sales and marketing strategies to accomplish organizational goals.

RESPONSIBILITIES:

The Area Director of Sales duties will include, but not be limited to the following:

• Provide inspiring leadership and oversee overall sales activities for the Area Sales Team.
• Champion the sales culture within the hotels, among associates and managers.
• Maintain and promote a tea work environment with effective and clear communication amongst co-workers.
• Direct sales activities, measure progress, and adjust plans to drive revenues.
• Coach and support sales associates creating an effective, dynamic team.
• Engage with Atlific and hotel contacts for required sales and marketing initiatives, training, feedback and coaching to help others developing their skills and careers.
• Manage hotels sales and brand related systems (including Delphi and CI/TY) and ensure all pertinent client communication including proposals and contracts are documented within the systems.
• Manage performance to achieve the right business mix and ultimately achieve sales goals, conducting performance appraisals, and implement actions as required.
• Work closely with the revenue management team to maintain a balance between occupancy, mix, and rate to achieve budgeted RevPar. Establish and adjust rates by monitoring costs, competition, as well as supply and demand.
• Develop and manage the Area Team sales budget, expenses, flow through and recovery to generate maximum returns.
• Develop and manage the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives.
• Ensure cost control and budgeted expenses are met; approves master bills, VIP gifts, complimentary rooms, etc.
• Evaluate business/sales goals, market opportunities, and available resources to generate profitable strategies.
• Implement and maintain a strategic sales plan and SMART action plan to generate top line revenues to meet or exceed annual budget expectations.
• Conduct account and market research to develop and implement effective sales strategies for each market segment, to grow market share.
• Provide customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Understands customers, builds organizational credibility and develops new revenue sources on an on-going basis.
• Review data benchmarking (STR) report, competitive shopping reports and other resources to maintain an awareness of the hotel’s market position.
• Work with industry tools such as Agency 360 to shift identified market share.
• Research competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.
• Work closely with Atlific and hotel teams to maximize hotel revenues and exceed budgets.
• Conduct outside sales calls, telephone solicitation and site inspections to build relationships, aggressively target new business, and grow existing accounts.
• Represent the hotel at Brand and Atlific events, and sales related activities.
• Attend industry events, educational workshops, trade shows, and company sponsored conferences after hours.
• Participate in industry related clubs, societies, organizations and/or committees which may entail after hour meetings.
• Entertain clients on/off–site; representing the hotel in a professional manner.
• Participate in applicable Brand and Atlific corporate training programs.
• Engage with Atlific and Brand contacts for required sales and marketing initiatives.
• Manage Brand and hotel sales related systems.
• Engage with Brand Sales ensuring the hotel is complies with branded sales and marketing programs.
• Prepare and evaluate monthly reports and set appropriate actions.
• Promote the mission and values of the organization both internally and externally, as well as oversee the adherence to values and mission.
• Assist with various assignments and/or projects as assigned by Management Company.
• Other duties as may be required.

QUALIFICATIONS:

• Minimum of 5 years’ experience as a Director of Sales in the hospitality industry, with proven track record.
• Post-secondary education (Hospitality Degree) in Sales or equivalent.
• Brand experience is an asset.
• Excellent communication skills both verbal and written.
• Highly energetic, aggressive self-starter and well- developed sales skills including excellent negotiation, prospecting, presentation, and verbal & written communication skills.
• Strong sales leadership with ability to direct and motivate the team to achieve goals.
• Strong organization skills and detail oriented, commitment to superior customer service.
• Must have established industry contacts and knowledge of marketplace.
• Ability to work both independently and in a team environment.
• Strong negotiation and prospecting skills.
• Established industry contacts and knowledge of marketplace.
• Computer literacy (excel, word, group booking systems, internet, email, Delphi).
• Knowledge of CI/TY and Opera beneficial.
• Proven leader who can motivate and lead by example.
• Works well under pressure.

For qualified and interested candidates, please send a covering letter and resume to: Reid Najarro, Director of Human Resources: rnajarro@victoriamarriott.com