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Diamond Hotels Management Inc.

 

Regional Director of Sales

POSITION TITLE: REGIONAL DIRECTOR OF SALES

REPORTS TO: CHIEF OPERATING OFFICER

POSITION OVERVIEW:

As a member of the senior management team, the Regional Director of Sales will oversee and support the entire sales effort for all properties within Diamond Hotels Management Inc.  You will work very closely with hotel General Managers and Sales departments in planning, developing and implementing strategic sales strategies to ensure revenue and room night and catering sales goals are achieved, sales strategies are set, tactical plans are created and implemented and that results are monitored, measured and achieved.   

This position is identified as an outside sales position (that is) responsible for achieving prospecting and revenue targets, while completing administrative requirements. You must constantly be maintaining current business while pursuing new business and actively prospecting to find revenue opportunities that will grow and develop guestroom and catering business for each hotel. Building relationships and gaining repeat clients will be critical to maximizing revenue long term while achieving personal targets.

KEY AREAS OF RESPONSIBILITY:

  • Work closely with Chief Operating Officer (C.O.O), hotel General Managers (GM), Sales teams, Marketing Manager, and Revenue Manager to develop and execute individual and global strategic sales plans that drive measurable incremental occupancy, increase REVPAR, increase volume, food & beverage, and banquet sales. Ensuring education of all members of the team to this direction.

  • Prospect, develop, and maintain key account/market segments through consistent, proactive and targeted sales initiatives – in coordination with hotel’s Director of Sales (DOS).

  • Develop annual budgets and processes, with the hotel teams, ensuring fiscal responsibility and accountabilities.

  • Develop relationships and work with key stakeholders within three major hotel brands to understand how to leverage best sales training and sales return.

  • Oversee sales incentive plan development and management for all hotels.

  • Be an active member in the community by sitting on relevant committees/boards.

  • Support human resources efforts in recruitment for the sales team, interviewing and selection, creation of job profiles, provide input in the areas of performance management and succession planning.

  • Coordinate and attend promotional functions and entertainment for clients as required, working to increase the hotels’ profile at key industry functions and within the community.

  • Review daily, weekly and monthly reports and sales forecasts to identify and analyze current/potential market and sales trends, identify new market trends and new opportunities and implement strategies to address them through coordinated activities.

  • Through the C.O.O. and GM’s, oversee the productivity and activity reporting, pace and key account development strategies for each hotel.

  • Focus the sales teams to one vision through synergies exemplified through best practices that you will expand upon with co-op activities, regional sales initiatives, promotions and sales rallies.

  • Strategize and develop special events and sales blitzes to showcase the hotels to potential clients.

  • Ensure representation and attend trade shows and major market events to promote new business and increase sales opportunities for all hotels.

  • Ensure maximum revenues/yields are achieved in the development, maintenance, and education of strategic rate pricing and strategic rate selling.

  • Lead the sales team in ensuring financial policies and procedures are in place and managed and that contractual agreements exist to ensure clarity with the client and the finance department.

  • Ensure that high demand periods are protected and revenue is maximized through use of various revenue management techniques such as reservation windows, length of event requirements, discounting practices, and upselling techniques.

  • Work closely with Marketing Manager in creative annual planning, monthly and quarterly monitoring and evaluation of sales and marketing initiatives

  • Meet regularly with the C.O.O., GM’s and Sales teams to understand and communicate status of ongoing sales activities

  • Identify operational issues that reduce the effectiveness of overall hotel sales performance and work with appropriate departments on solutions

  • Prepare monthly/annual sales reports or as required for C.O.O. and President

    The above areas of responsibility are intended to describe the essential nature and level of work to be performed.

They are not all-inclusive and may be amended from time to time.

KEY COMPETENCIES

  • Accountability

  • Entrepreneurial

  • Leadership

  • Adaptability

  • Effective Communication

  • Networking and Relationship Building

  • Teamwork

  • Planning and Organizing

QUALIFICATIONS:

  • Completion of a 2-year community college diploma in related area or equivalent

  • Minimum 5 years of proven successful sales record, having specific market segment experience, preferably in a branded hotel environment

  • Minimum 3 years successful management experience directing, leading, and motivating a sales team

  • Strong written and verbal communication skills while being detail oriented

  • Proven experience in preparation and management of annual budgets, thorough understanding of the planning process, segment evaluation, and revenue analysis

  • Able to establish rapport with clients quickly to ensure guest satisfaction and repeat business

  • Excellent analytical, problem solving, organizational and interpersonal skills, able to work in a fast-paced environment

  • Excellent time management skills with the ability to prioritize and multitask while focusing on achievement of revenue and activity goals

  • Highly motivated, entrepreneurial, working with minimal supervision

  • Strong computer skills – Opera and Opera Sales & Catering experience an asset

  • Must be able to work general office hours (8:30/9:00am to 4:30/5:00pm) with occasional evenings and weekends

  • Self-motivated, decisive, responsible, results driven

  • Some travel required

  • This is a Kingston and area-based position

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit, talk or hear, and use hands to handle, or feel objects, tools, or controls.  The employee is occasionally required to walk and reach with hands and arms.  Involves sitting most of the time, but may involve walking or standing for brief periods of time.  Data entry and other tasks may require sitting at a computer for several hours.  Specific vision abilities required by this job include close vision and ability to adjust focus.

WORKING CONDITIONS:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of the job.  The noise level in the environment is moderate.  Work is generally scheduled Monday through Friday.


TO APPLY:

Please send your resume to Sarah Stacey at sstacey@diamondhotels.ca.