Director, Group Sales

Summary of PositionReporting to the Director of Sales and Marketing, the Director, Group Sales is accountable for generating budgeted revenue on an established account base through personal selling and through the management of their direct reports.  The Director of Group Sales is the first line supervisory position within the sales organization.  He/she is responsible for the training, development and performance of the direct reporting personnel. It assists in making operational decisions on business within broad parameters.Responsibilities: Planning and overseeing the group sales effort of the hotel, specifically the achievement of targeted room revenues and sales mix.Direct and manage all group sales training, yearly sales targets, group sales quotas, the incentive plan and all other corporate and hotel learning required to maintain the most effective sales professionals in the market.Keep informed of the competition's sales and marketing strategies and report on a timely basis sales intelligence of benefit to our organization.Collect market and competitive intelligence to assess and implement strategy and long term goals.Evaluate and initiate opportunities for developing new sources of business in all market segments and thereby broaden the account base.Provide overall direction, leadership, training and development to the Group Sales teamParticipate in the development and management of the annual marketing plan.Prepare the annual group room’s revenue budget with the DOSMSet parameters for rate quotes and for negotiating group room’s contracts.Accountable for booking group business originating from own market segment and achieving individual and team booking goalsIndependently responsible for achievement of sales activities and all objectives outlined in the action plan.Responsible for day-to-day duties of prospecting accounts, account development, site inspections and proper Opera Sales & Catering account management practices, etc. for individual and team achievementActive in developing new business.Keep accurate records of potential customers and follow through on all potential business.Utilize Opera Sales & Catering System to track, solicit, book and follow-up accounts.Prepare weekly, monthly, quarterly and annual reports as required.Participate in sites, familiarization trips, industry trade shows and sales trips as requiredSchedule effective business trips and appointments within assigned markets.Participate in prescribed training and special projects.Plan and lead bi-monthly sales meetings as assignedApprove all group contracts and their terms in compliance with Fairmont standardsWork closely with Director of Revenue Management to approve group bookings in support of hotel’s revenue / mix objectivesTravel is expected 15% of the time into markets as required for Sales Calls, Tradeshows, Events and ConferencesAccountable for leading the Group Sales effort by prospecting and booking group business (all segments) within defined territoryExceed personal sales goals monthly, quarterly, and annuallyDevelop monthly sales strategy and action plansBuild relationships with all relevant stakeholders: Accor Global Sales Office(s), Los Angeles Tourism & Convention board, attractions and Offsite VenuesPartner with regional and national sister hotels to optimize Accor exposure and build incremental businessBudget for, plan and organize site inspections, FAMS, sales trips and industry trade showsUtilize Opera Sales System to track, solicit, book and follow up on accountsQuote and negotiate rates within established parametersUpon closing, coordinate and follow up with convention services, catering and/or other hotel departments to ensure delivery of hotel's promised services