Director of Sales - Hotel Del Coronado

What will I be doing?

The primary responsibilities of the Director of Sales with the Hotel Del Coronado are to lead the group, transient, and catering (where applicable) sales team at the hotel and deploy business strategies that are creative, dynamic and impactful towards achieving the hotel’s annual budget, ADR, and crossover targets.

As a Director of Sales, you will be responsible for overseeing commercial strategies for your sales team. Your goal is to improve the performance of the sales team by connecting strategy and business processes. Business processes should be designed to impact revenue streams, including Rooms, Catering and Events. Key deliverables for this role are to set deployment, team composition, and provide a cadence of activities that are a "predictive and prescriptive" approach to drive performance.  

Position Summary

• In this role, you should possess strong leadership, communication, and networking skills. You will facilitate the delivery of the Americas Commercial Operating Model pertaining to rooms (and banquets) sales.

Strategy

• Contribute to your hotel’s Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support.
• Directly accountable for setting the strategy and delivery of your hotel’s sales targets including: Direct Selling Revenue Streams including group rooms, banquets, catering, business transient and leisure transient. 
• Work with Commercial Director to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of sales and catering opportunities and achieve positive group market share.
• Strategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and the retail and group pricing targets established.
• Have understanding of and contribute to the maximization of profits in line with GOP and EBITDA targets.
• Operate within departmental expense budget and forecasts
• In collaboration with hotel’s commercial leaders, contribute to the development of knowledge of all competitor and market activity

Leadership

• Lead daily and weekly business review and sales strategy meetings
• Manage and execute monthly, quarterly, and annual APEX performance process with eligible sales team members.
• In collaboration with Commercial Director, contribute to the commercial strategy plan pertaining to sales, socialize and amend plan on a consistent basis.
• Development and oversight of your hotel’s sales site visit strategies and approach
• Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools
• Responsible for recruiting and retention of all sales roles.
• Lead, engage, and develop sales team members, including ongoing performance development and Career Development Plans.
• Conduct performance reviews for all direct reports and provide feedback for dotted line reports, including but not limited to:
  1. Group Sales
  2. Business Transient Sales
  3. Leisure Sales
  4. Catering Sales

 

Ownership, Customer, and Stakeholder Relations

• Contribute to performance and commercial activity reporting for your hotel (i.e. performance status communication and response plans).
• Liaise with Hilton Worldwide Sales towards demand and conversion generation
• Build strong relationships with CVB and 3^rd party travel partners.
• High level of engagement with customers from all sales segments including:
  1. Support of team’s site visits and pre-convention meetings
  2. Support of sales managers sales travel into market

To fulfill this role successfully, you should demonstrate the following minimum qualifications:

• Minimum Education: Bachelor's Degree preferred
• Minimum Years of Experience: Three (3) or more years in hospitality sales & marketing leadership preferred
• Minimum Years of Experience: Three (3) years cross-functional experience in hotel management, or related industry experience preferred. 

 

It would be helpful in this position for you to demonstrate the following capabilities and distinctions:

• Additional/advanced degree coursework in business administration, marketing and communications