The Director of Field Sales Training will assist the VP of Sales, Select and the VP of Sales Operations Americas Full Service with the development of sales curriculum, planning of sales training, execution and retention of all corporate revenue sales training curriculum along with hotel system installations such as Envision, EAS and EMS.
In this self-managed, hands-on position, the ideal candidate must have the ability to convey key messages and communicate well with a broad spectrum of the organization from executives and key stakeholders to property level sales team members. A high degree of effective communication, sound judgment and the ability to provide quick solutions are critical to this position. The ideal candidate should have effective time management skills and the ability to manage their own schedule and ensure that key hotel priorities, installations and deadlines are prioritized and achieved.
• Responsible for top line revenue attainment
• Development of Transient and Group accounts
Strategy and Analysis
• Analysis to what strategies will yield the best return on effort for the current situation.
• Research the local market to identify unique companies needing extended stay environments for their employees or clients.
• Develop tactical and strategic plans focusing on the extended-stay segment while maximizing hotel profits from local, regional, and key market segments.
• Work with the hotel sales force to establish sales goals per hotel based on revenues, room nights, and ADR by segment. Recommend appropriate modifications to individual hotel programs as necessary to improve market share and incremental revenue.
Skill and Strategy Development
• Provide consultation and training to the GM and/or Sales Director to cultivate the appropriate sales culture for the Select market.
• Farm for potential clients along with the local sales team, and make sales calls to potential clients.
• Consult with the local sales team on best practices, sales tools and program information.
Strategy Fulfillment and Support
• Ensure the effective integration of national marketing initiatives at the local/regional level through supported corporate programs.
• Communicate with hotel teams and/or stakeholders the return on the effort given the fulfillment of strategy
• Establish tracking procedures to ensure the measurement of all field marketing and/or sales initiatives, and report results
• Understanding and communication of companies resources to aid teams
Account Development / Management
• Uncover accounts to leverage nationwide or regionally
• Involvements with top accounts for share shifts and/or solidify account relationship.
• Be involved with moving the accounts to higher production levels in either Rate or Volume
Collaboration and Leadership
• Work with Owners, Revenue Management, Regional Operators to guarantee a unified and seamless process to the hotel teams and ownership.
Position Responsibilities / Essential Functions:
• Demonstrate a commitment to Hyatt core values.
• The position responsibilities outlined above are in no way to be construed as all encompassing. Other duties, responsibilities, and qualifications may be required and/or assigned as necessary.
• Understanding of consultative and transactional sales processes.
• Understanding of sales leadership
Qualifications
Education, Certification & Licenses:
Bachelors or Masters Degree in Hotel Management, Business, or a relevant field of work is preferred. Alternatively, an equivalent combination of education and work-related experience in hotel operations is taken into consideration
Experience:
8+ years progressive work-related experience, with at least 5 years hotel sales experience in a mid-sized property as a Director of Sales, and experience including the development and execution of tactical sales programs (business plans) as well as regional or multi-hotel corporate experience.
Technical skills and Knowledge –
• Demonstrated sales experience that includes; multi-hotel sales responsibilities and extended-stay hotel product
• Demonstrated experience in strategy for properties in various market situations, such as; depressed market, new team development, maintaining markets
• Demonstrated knowledge of marketing and sales principles.
• Demonstrated knowledge of hotel operations.
• Demonstrated working knowledge of hotel systems
• Demonstrated project management experience in organizing, planning and executing large-scale marketing projects from conception through implementation.
• Demonstrated effective verbal and written communication skills for the purpose of providing information to clients, vendors, senior management and staff. Demonstrated ability to communicate supportive program details (presentation, analysis) to present a persuasive argument or effectively negotiate a position.
• Demonstrates knowledge of training principles and procedures.
• Demonstrated experience with industry and market trends as they relate to revenue opportunities, and demonstrated ability to develop or manage programs to effectively drive revenue in a specific local market.
• Demonstrated attention to detail and ability to manage multiple tasks/clients required.
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