Now Hiring - Best Western International, Inc. - Director of Sales in Naperville, IL

Full description of the position

Job description We are seeking a dynamic and results-driven Director of Sales to lead our sales team and drive revenue growth. The ideal candidate will possess a strong background in both outside sales and technical sales, with a proven ability to manage teams, negotiate effectively, and analyze market trends. As a Director of Sales, you will play a pivotal role in shaping our sales strategy, fostering client relationships, and ensuring the success of our sales initiatives. The Director of Sales is responsible for generating revenue across accommodation, events, F&B, and other hotel services. The role involves proactive selling, account management, and contributing to marketing strategies.

• Develop and implement comprehensive sales strategies to achieve company objectives and maximize revenue.
• Manage and mentor the sales team, providing guidance and support to enhance performance.
• Negotiate contracts and agreements with clients to secure profitable partnerships.
• Analyze market trends and competitor activities to identify opportunities for growth.
• Oversee account management processes to ensure customer satisfaction and retention.
• Utilize Salesforce for tracking sales activities, managing leads, and reporting on performance metrics.
• Collaborate with cross-functional teams to align sales efforts with marketing initiatives.
• Prepare regular reports on sales performance and present findings to senior management.
• Prior Hotel/Resort experience is required.
• Prior Hotel Front Desk/Sales experience preferred but not required. RESPONSIBILITIES
• Knowledge of Property PMS System. o Entering Group Blocks and update them as necessary. o It is your responsibility for any and all room updates for actualized pick up. o It is your responsibility to enter/modify reservations specially to LNR and Corporate business. o It is your responsibility to monitoring all group deposits and payments.
• Performance Expectations: o Make 5 prospecting calls daily. o Secure 3 new LNR corporate accounts within 90 days. o Increase revenue by 20% in the next quarter. o Monthly Sales Revenue Expectation: 20% of Monthly Budgeted Revenue. o Annual Sales Revenue Produced Expectation: 20% of Annual Budgeted Revenue. o Market analysis: Understanding the hotel's target market and their needs. o Competitive analysis: Identifying the strengths and weaknesses of competitors.
• Daily Update Report o This report is your responsibility to communicate any sales questions/concerns.
• Weekly Sales Report o This report is your responsibility to be sent out weekly every Friday before end of day. In turn, it will be reviewed on a weekly call on Monday. o Oversight by the Regional Team.
• Sales Calls o This is your responsibility Daily.
• Sales Optimization (Refining core sales policies, procedures and implementing best practices) o This is your responsibility Daily.
• Marketing Strategies (Implementing targeted marketing efforts to drive revenue growth.) o Sales Blitz - Conducted at least once per year.
• Franchise Programs (Leveraging Franchise Tools & Programs for revenue maximization.) o This is your responsibility Daily. o BWH Coop Attendance is a requirement.
• Demand Generators (Meeting with key area demand generators to source new business) o This is your responsibility Daily.
• Competitive Set Monitoring (Tracking comp set hotels for rate changes, business shifts, promo's) o This is your responsibility Daily in conjunction with the property Revenue Manager.
• Sales Collateral Development (Assisting with creation of packages/programs and online marketing.) o This is your responsibility Daily in conjunction with the property Revenue Manager.
• OTA Management (Regular meetings with OTA Managers to ensure competitive pricing/positioning) o This is your responsibility Daily in conjunction with the property Revenue Manager.
• CRN & Database Management (Developing a sales contract database for structures follow-up.) o This is your responsibility Daily.
• Daily Data Mining o This is an operational responsibility by all team members. (Especially the Front Desk & you)
• Group/Corporate & LNR Agreements | RFP's o This is your responsibility Daily. o RFP's are to be completed within 4 hours of being sent from source.
• Efficiently performing all assigned sales duties including processing incoming leads and executing sales reporting requirements.
• Ensuring all deadlines are met, performing assigned duties, maintaining sales data files, and acting as a liaison between the hotel and clients.
• Compose and follow-up on client proposals and agreements to ensure proper paperwork is approved, signed and proper information is maintained in all database systems.
• Answer high-level phone calls and e-mails, ensuring that proper follow-up is taken in many cases by directing the phone calls to the appropriate parties, answering questions directly or taking messages.
• Assist in building, maintaining, and servicing accounts and fostering business relationships through communication and ensuring that client needs are met. Ex: guest room blocks, corporate reservations, rooming list's, etc...
• Assist in maintaining all sales systems, such as sales records and reports, database systems, conference calendar, traces of history and potentials, logs of groups not previously accommodated, and mailing lists.
• Assist the sales staff in all sales-related duties for group, corporate and catering-related businesses.
• Process all incoming business leads as directed by DOS or GM
• Assist in the servicing of in-house groups from the sales office.
• Act as a liaison between hotel sales office and client.
• Maintain files and sales databases as per company standards
• Ensure efficient communication of group needs to hotel operations staff.
• Execute assigned sales reporting and ensure all deadlines are met.
• Follow-up on all special projects and assignments given by the DOS/GM.
• Participate in Hotel Manager on Duty Program. TECHNICAL SKILLS
• Able to work independently with minimum supervision.
• Able to communicate effectively both written and verbal.
• Able to communicate effectively with other associates, as well as guests.
• Able to stand, walk, and be on feet for long periods of time (8 hours).
• Able and willing to respond to emergency situations on short notice.
• Individuals must be service and detail oriented.
• Must comply with all department, hotel, and corporate standard operating procedures.
• Responsible for knowing Hotel emergency procedures. GUEST RELATIONS
• Be readily available/approachable for all guests.
• Answer guest questions regarding Hotel and local area facilities and services.
• Take proactive approaches when dealing with guest concerns.
• Extend professionalism and courtesy to guests at all times. OTHER REQUIREMENTS
• Proven experience in a leadership role within a sales environment, preferably as a Sales Manager/Director of Sales or similar position.
• Strong skills in managing teams, negotiating deals, and analyzing market data.
• Experience in outside sales and technical sales is highly desirable.
• Proficiency in Salesforce or similar CRM software for effective account management.
• Excellent communication skills with the ability to build relationships at all levels of an organization.
• A strategic thinker who can adapt quickly to changing market conditions.
• A results-oriented mindset with a passion for achieving targets and driving success.
• In addition to performance of the essential functions, this position may be required to perform a combination of supportive functions, determined by the reporting manager.
• The hotel operates 7 days a week, 24 hours a day. Schedules must accommodate fluctuating business demands and associates may be asked to work shifts other than those they prefer or normally work.
• Carry out all reasonable requests by leadership team.
• Comply with department uniform and appearance standards.
• Must be capable of how to read, write, and speak English fluently. Physical Demands: Lifting 50 lbs. maximum with frequent lifting and/or carrying of objects weighing up to 25 lbs. Requires walking or standing to a significant degree, reaching, handling, feeling, talking, hearing, seeing. Math Skills: Requires mathematical development sufficient to be able to: Compute ratio and proportion and percentages. Calculate surface, volumes, weight and measures. Language Skills: Must have developed language skills to the point to be able to: Read instructions, safety rules, etc. Speak with poise, voice control and confidence using correct English and well-modulated voice. Data: Compiling: Gathering, collating or classifying information about data, people or things. Reporting and/or carrying out a prescribed action in relation to the information is frequently involved. People: Speaking-Signaling: Talking with and/or signaling people to convey or exchange information, including giving assignments and/or directions to helpers or assistants. Things: Handling: Using body members, hand tools, and/or special devices to work, move, or carry objects or materials. This job description is a summary of duties, which you are expected to perform in your normal course of work. It is by no means an all-inclusive list but is merely a broad guide of expected duties. You should understand that a job description is neither complete nor permanent; it can be modified at any time with or without notice. ----------------------------------------------------------------------- Best Western Naperville Inn | Aquamarine Hospitality is an equal opportunity employer, dedicated to a policy of non-discrimination in employment on any basis including age, sex, color, race, creed, national origin, religion, marital status, sexual orientation, political belief, or disability. Job Type: Full-time Pay: $35,000.00 - $45,000.00 per year

Benefits

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• Employee discount Schedule:
• 10 hour shift
• Holidays
• Weekends as needed Ability to Commute:
• Naperville, IL 60563 (Required) Ability to Relocate:
• Naperville, IL 60563: Relocate before starting work (Preferred) Willingness to travel:
• 75% (Required) Work Location: In person