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About the Role
The Director of Group Sales is responsible for leading and driving top line group and banquet revenue through defined strategies and tactics with focus on budget achievement. This position will report to the Director of Sales & Marketing, carry a group sales booking quota, and direct the group sales team toward achieving booking targets and goals.
Responsibilities
- Meet or exceed set top line group and banquet budget and crossover goals
- Identify and research potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings/presentations with clients
- Monitor production and lead volume of all top accounts and evaluate all group/catering trends, recommend, and implement strategic changes
- Regularly contact existing accounts based on tracing frequencies
- Initiate and follow up on leads, ensuring response times meet Highgate SOPs
- Maintain and participate in an active sales solicitation program, exceeding assigned goals
- Invite clients to the hotel for entertainment, lunches, tours and site inspections
- Develop a full working knowledge of the operations of the hotel
- Develop a complete knowledge of company sales policies and SOP’s and ensure knowledge of and adherence to those policies by the sales team
- Assist in creating and implementing special promotions relating to direct sales segments
- Operate within established sales expense budget
- Attend all hotel required meetings and trainings
- Assist in the preparation of required reports in a timely manner
- Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR)
- Conduct a professional, thorough site inspection of the hotel with clients
- Meet and greet onsite contacts
- Abide by Prime Selling Time (PST)
- Use your property’s computerized sales management system to manage the hotel’s business
- Develop networking opportunities through active participation in community and professional associations, activities and events
- Lead business review (GRC) meetings
- Review meeting planner group and event evaluations with the Director of Event Planning and Director of Sales & Marketing
- Perform other duties as requested by management
Requirements
- At least 2-3 years of luxury/luxury lifestyle hotel sales leadership experience
- 5+ years of effective group selling experience
- Must be skilled in Windows, Excel, Delphi, and Opera systems
- Must be able to effectively communicate both verbally and written with all levels of employees and guests in an attentive, friendly, courteous, and service oriented manner
- Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests
- Must be able to multitask and prioritize departmental functions to meet deadlines
- Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner
- Must maintain high standards of personal appearance and grooming
- Comply with Highgate Hotel Standards and regulations
- Ability to maximize efforts towards productivity, identify problem areas and assist in implementing solutions
- Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary
- Must be able to understand and evaluate complex information, data, etc. from various sources
- Must be able to maintain confidentiality of information
- Travel and extended work hours sometimes required
- Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects
- Must have a valid driver’s license in the applicable state
Skills
- Windows
- Excel
- Delphi
- Opera systems
- Sales leadership
- Group selling
- Communication
- Listening
- Multitasking
- Prioritization
- Problem-solving
- Analysis
Location
- New York
Work Type
- Full-time
Experience Level
- 2-3 years of luxury/luxury lifestyle hotel sales leadership experience
- 5+ years of effective group selling experience
Salary/Compensations
- $140,000-$180,000
Benefits
- Competitive bonus and benefit package
About the Company
- Highgate is a premier real estate investment and hospitality management company recognized as an innovator.
- Highgate is the dominant player in U.S. gateway markets and has a rapidly expanding presence in Europe, Latin America, and the Caribbean.
- Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues.
- The company provides expert guidance through all stages of the hospitality property cycle.
- Highgate develops bespoke hotel brands and utilizes industry leading proprietary revenue management tools.
- With an executive team consisting of experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands.
- Highgate maintains corporate offices in London, New York, Dallas, and Seattle.