SUMMARY

The Director of Business Transient Sales will work tactically within the scope of direction from the Director of Sales and is primarily responsible for the revenue generation of Business Transient segments as defined by the hotels Revenue Strategy Team. This highly motivated individual will promote and develop new business, while maintaining existing client relationships for enhanced production. Priority will be given to candidates with strong experience in the Business Transient Market.

QUALIFICATIONS

• Bachelor’s degree or equivalent experience.

• Negotiation/interpretation of contracts skills.

• Business communication skills.

• Read, write, and speak English fluently.

• Minimum 2 years hotel sales experience.

• Understanding/knowledge of computers.

• Present a professional appearance and confidence.

• Willing to relocate.

• Ability to execute a Sales and Marketing Plan to enhance revenue.

• Conflict management skills.

• Creative in designing events.

• Time management skills.

• Ability to direct/motivate team members to meet and exceed goals.

• Ability to communicate effectively with public and other employees.

• No employee will pose a direct threat to the health/safety of self or others.

PERFORMANCE STANDARDS

• CUSTOMER SERVICE: Deliver the best service, quality and value to every customer, every time. Maintain customer satisfaction as the driving philosophy of the business. Personally demonstrate a commitment to customer service by soliciting and responding promptly to guest needs. Commit to satisfying every guest. Ensure staff, including all new hires, are trained to meet standards. Empower staff to deliver customer service by encouraging and rewarding responsive guest assistance. Level of service provided to major accounts and groups meet or exceed customer expectations.

• FINANCIAL: Meet or exceed budgeted profit and margin of the department. Assist in preparing annual budget that accurately reflects the hotel’s operations plan. Anticipate revenue/cost problems and manage the timing of discretionary expenditures. Analyze financial and operating information on an ongoing basis in order to adjust sales activity, labor and other cost standards.

• PEOPLE: Manage people according to Davidson’s values. Manages human resources functions including recruiting, selection, orientation, training, performance planning and evaluation, pay and recognition programs to maintain a skilled and motivated workforce. Maintain a positive, cooperative work environment between staff and management. Emphasize training and development as a way of

doing business in order to empower employees to successfully perform their jobs. Help to develop management talent by acting as a mentor for direct reports. Resolve employee grievances fairly and timely. Ensure employees fully understand performance standards, review process, and reward successes. Train employees to increase level of customer sales and service skills on an ongoing basis. Use ongoing safety plan to minimize worker’s compensation claims.

• QUALITY: Know the department operating standards and hold team accountable for consistently meeting those standards. Explain and measure expected results for sales department including setting up and maintaining approved filing systems, trace systems, keeping clients information organized according to standards, etc. Meet deadlines and respond to corporate, CVB and system sales leads in a timely manner.

• MANAGING THE BUSINESS: Analyze the hotel’s demand segments, sources of business for each, and manages pricing and rooms inventory to maximize revenues and profits. Know the principle competition for each segment and leverage hotel’s relative strengths against each. Identify and effectively react to major revenue opportunities on an ongoing basis. Meet or exceed sales goals for group bookings/corporate accounts, new leads, contacts and number of weekly sales calls. Maintain effective involvement with key community organizations. Demonstrate effective sales skills to obtain maximum RevPAR.

ESSENTIAL FUNCTIONS

• Constantly. Demonstrate positive leadership characteristics, which inspire employees to meet and exceed standards.

• Constantly. Ensure compliance with appearance standards within sales team.

• Constantly. Establish room rates, advertising, credit and type of patronage to be solicited.

• Constantly. Maintain a good working relationship with other departments, employees and guests.

• Constantly. Maintain work area clean and organized.

• Constantly. Operate sales department within forecasted expenses.

• Constantly. Promote employee empowerment.

• Constantly. Provide distinctly supreme service to sales guests/clients.

• Constantly. Report all unsafe conditions immediately.

• Frequently. Attend all mandatory meetings.

• Frequently. Be involved in the community, professional organizations and chamber of commerce.

• Frequently. Develop and maintain solicitation responsibility for all accounts.

• Frequently. Effectively supervise sales force to reach budgeted sales and catering goals.

• Frequently. Manage pricing policy at the hotel.

• Frequently. Perform in the capacity of any position supervised.

• Frequently. Relate guest feedback to other departments.

• Occasionally. Administer bonus/incentives to meet revenue and booking pace.

• Occasionally. Complete month-end sales reports.

• Occasionally. Complete other duties as assigned by supervisor.

• Occasionally. Conduct performance appraisals.

• Occasionally. Develop promotions for the hotel to increase revenue opportunities.

• Occasionally. Develop quarterly plans and actions for group segments.

• Occasionally. Maintain lost business log.

• Occasionally. Maintain reader files.

• Occasionally. Reinforce all training activities on a daily basis.

• Occasionally. Review market analysis to determine strategy toward potential discount periods, revenue maximization.

• Occasionally. Select, train, schedule, supervise, develop, discipline and counsel employees according to Davidson policies and procedures.

• Rarely. Conduct monthly audit of meeting space.

• Occasionally. Other duties as assigned by Dept Head

PHYSICAL REQUIREMENTS

• SITTING: Constantly. Standard office furniture, padded swivel chair.

• STANDING/WALKING: Constantly. Tours of hotel, showing meeting space and guest rooms, office errands.

• CROUCHING (BEND AT KNEES): Occasionally. Lifting luggage, boxes, sales materials, lower file drawers.

• KNEELING/CRAWLING: Rarely. Inspecting rooms.

• STOOPING (BEND AT WAIST): Rarely. Picking up debris.

• TWISTING (KNEES/WAIST/NECK): Frequently. Tours of hotel, conversing in person or by telephone.

• CLIMBING: Occasionally. Stairs, step stool.

• BALANCING: Rarely.

• LEG/FOOT USE: Rarely.

• REACHING (OVERHEAD/EXTENSION): Occasionally. Retrieving storage items, handshakes.

• HANDLING/GRASPING: Occasionally. Office supplies, handshakes, opening doors.

• FINGERING/FEELING: Occasionally. Paperwork, keyboard, PC.

• PUSHING/PULLING: Rarely. Average weight: 5 lbs.; maximum weight: 25 lbs. Boxes of sales collateral, props.

• LIFTING/CARRYING: Rarely. Average weight: 5 lbs.; maximum weight: 25 lbs. Boxes of sales collateral, props.

• OTHER PHYSICAL DEMANDS: Rarely.

USE OF SENSES

• TALKING IN PERSON: Constantly. Guests, public and employees.

• TALKING ON TELEPHONE: Constantly. Guests, public and employees.

• OTHER SPEECH REQUIREMENTS: Occasionally. Public speaking.

• HEARING IN PERSON: Constantly. Guests, public and employees.

• HEARING ON TELEPHONE: Constantly. Guests, public and employees.

• OTHER HEARING REQUIREMENTS: Rarely.

• NEAR VISION: Frequently. Corrected to 20/40; personal contact, PC, paperwork.

• FAR VISION: Occasionally. Corrected to 20/40; property tours.

• DEPTH PERCEPTION: Occasionally. Walking property, handshakes.

• COLOR VISION: Rarely.

• FULL FIELD VISION: Occasionally. Tours of hotel.

• SMELL: Rarely. Detect potential hazards and odors.

• TASTE: Rarely. Food quality.

MENTAL REQUIREMENTS

• INTERACTION WITH OTHERS/COMMUNICATIONS SKILLS: Constantly. Professionally deal with difficult situations/people; conflict resolution skills, dealing with varied individuals of different educational levels, public speaking, preparing and presenting reviews and proposals.

• DEADLINES/SHIFT WORK/OVERTIME: Constantly. Contract delivery, reports, special projects, varied due dates. Meet deadlines as required. Meet multiple priorities of business demands.

• FLEXIBILITY: Frequently. Varied customer demands/needs, changing priorities. Adapt to corporate/property/guest needs and demands, last minute projects.

• PACE: Constantly. Dictated by business and client demands and needs.

• HIGHLY REPETITIVE WORK: Frequently. Phone solicitation, contract production, paperwork, sales calls.

• ATTENTION TO DETAIL: Constantly. Constant relay of guest needs, follow-through on contract items, production of contracts, communicating needs to operations.

• OTHER PSYCHOLOGICAL DEMANDS: Occasionally. Use of math skills, variance, percentages, displacement analysis, ROI proposals.

ENVIRONMENTAL SETTING

• SAFETY REQUIREMENTS (I.E., CLOTHING, SAFETY EQUIPMENT REQUIRED, ACTIVITIES PERFORMED): Constantly. Adhere to safety standards and procedures.

• EXPOSURES (FUMES, CHEMICALS, VIBRATIONS, HUMIDITY, COLD, HEAT, DUST, NOISE): Occasionally. Outside sales calls, exposure to weather.

• OPERATION OF EQUIPMENT/TOOLS/VEHICLES: Occasionally. Vehicle, copy machine, computer, calculators.