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Fairmont Hotels & Resorts · 2 weeks ago

Director of Group Sales

Long Beach, CA

Full-time

Onsite

Director/Executive

$120K/yr - $135K/yr

6+ years exp

Fairmont Hotels & Resorts is a luxury hotel company known for its historic properties and exceptional guest experiences. The Director of Group Sales will lead sales efforts to exceed group sales goals, manage direct reports, and develop strategies to attract prospective customers in the market segment.

HospitalityResorts

Responsibilities

Exceeds group sales goals as well as segment goals on a monthly, quarterly and yearly basis

Responsible for direct report’s achievement of individual goals

Solicits group through action plan preparation and execution

Responsible for achievement of objectives, as outlined in the market team’s action plans

Identifies prospective customers and establishes revenue goals for existing key accounts and key prospects within their specific market segment

Participates in the d.a.r.t. Referral Program with goal for referring business to sister hotels/brands

Contracts room nights and reviews team member’s contracts, considering the number of rooms, average rate and total revenue objectives of the hotel

Oversees ongoing communication for market between property and the global sales network

Participates in tradeshows, conventions and promotional events within the hotel and trade related organizations

Maintains positive relationships with all guests, vendors, colleagues and global sales network

Maintains account, contact, activity and business details within Opera S&C according to Fairmont standards

Ensures delivery of expected guest service through follow up and coordination with other hotel departments

Manages referral response system and tracking of definite business - both inbound and outbound

Prepares weekly, monthly, quarterly, and annual reports as required

Assists in the preparation and re-forecasting of hotel revenue objectives and compilation of market intelligence

Champions sales technology systems and standards

Involved in setting individual room revenue and/or room night goals

Involved in alerting team of Distant Early Warning (DEW) signals

Assists with development and/implementation of annual budget and marketing plan

Improves communication through attendance at weekly revenue management, rate strategy meetings and regularly scheduled Sales Departmental meetings

Provides ongoing sales direction to direct reports by conducting a minimum of two coaching meetings on a monthly basis in order to review skills, knowledge, techniques and Performance Management Goals (REACH)

Reviews sales shop calls with individual managers

Develops, energizes and leads a motivated, competent and cohesive team through the implementation of approved Sales reward & recognition programs and HR performance management programs

Keeps a constant focus on identification of hi-potential colleagues and succession planning opportunities and needs

Oversees administrative colleague’s workload

Actively participates in prescribed sales training

Participates in Hotel Manager on Duty program, if required

Other duties, as assigned

Qualification

Hotel Sales ExperienceMarket Segment KnowledgeSupervisory ExperienceMicrosoft Office SuiteOpera Sales & Event ManagementRelationship ManagementCoaching SkillsTeam Leadership