Director of Sales-Extended Stay and National Accounts

Residence Inn by Marriott Sioux Falls

Location: Sioux Falls, SD

JOB TITLE: Director of Sales – Extended Stay and National Accounts

DEPARTMENT: Sales & Marketing

SUPERVISOR TITLE: General Manager/KAJ Hospitality Corporate Team


Director of Sales – Extended Stay and National Accounts Responsibilities for assigned hotels:

  • Leads proactive sales efforts for extended stay and national account segments to reach KAJ Hospitality Revenue and RevPAR Index Goals with assistance of sales manager
  • Successfully achieves or exceeds quarterly individual pace/production goals
  • National Corporate Account sales for all 5 KAJ Hospitality Hotels – Residence Inn by Marriott Sioux Falls, Fairfield by Marriott Sioux Falls, Courtyard by Marriott Sioux Falls, SpringHill Suites by Marriott Sioux Falls and Hilton Garden Inn Sioux Falls South
  • Leads effort to close business to ensure sales goals are met
  • Be engaging and relationship driven in day to day encounters with customers
  • Sells a memorable experience while delivering “Here for People” Service
  • Conducts sales presentations to clients using the most effective methods
  • Researches and maintains knowledge of market, business news, competition and customers
  • Solicits, negotiates and books new and repeat business through an active schedule of prospecting, telephone solicitation, outside sales calls, sales blitzes, site tours, client entertainment, community involvement, networking activities and leads groups
  • Develops and continually enhances relationships with key corporate accounts, business travel and industry accounts, community organizations and professional associations to maintain high visibility and increase market share
  • Completes compelling business cases through brand channels by annual deadlines
  • Engages with national account owners to present hotels for preferred status for target accounts
  • Responds to all account RFP invites by deadline, pricing hotels within optimal price range
  • Retains and grows existing accounts through competitive market, industry research, analyzing guest needs and creative problem solving
  • Successfully and consistently achieves minimum weekly sales activities and records all sales activities in Delphi
  • Participates in weekly market sales meeting and monthly revenue calls with detailed sales updates
  • Utilizes available tools and analyzes business to make profitable decisions for the KAJ Hotels. Emphasize higher rate on peak days of the week
  • Create quarterly goals (Rocks) to be approved by the General Managers and KAJ Hospitality Corporate Team
  • Cross-sells KAJ hotels in area/region and passes leads off to other KAJ portfolio Director of Sales. Match hotel(s) need dates with guest’s needs ensuring an offering to each guest
  • Work with Catering Sales Managers to uncover new group and meeting room business opportunities.
  • Assist with booking meetings and groups when Sales Manager is out of office.
  • Assist with Manager on Duty shifts during peak guest times
  • Maintain successful working relationship with Inbound Sales Manager for greater good of hotel revenue
  • Any other duties directed by the KAJ General Managers and KAJ Hospitality Corporate Team

Director of Sales Expectations:

  • Develop and follow a schedule for rotating office hours at assigned hotel(s.) Communicate this schedule with hotel teams so they are aware
  • Train front desk staff on how to handle call forwarding
  • Expected to be available when business demands it and be on call per client needs
  • Maintain a minimum of 90% direct sales and 10% administrative mix of time usage
  • Expected to conduct 10-15 Face to Face client meetings, 30-40 Cold Calls (telephone, email, in person), 2-5 Site Tours with clients, 15-20 Maintenance Touch points with clients
  • Maximize Prime Selling Time: 10:00 am – 4:00 pm (Monday – Thursday)
  • Ensure all Meetings, Direct Bills, and Guest Room Blocks have a signed contract, along with a signed credit card authorization form
  • Ensure prompt response (within 4 Hours) to all inquiries and customer requests
  • Minimal travel may be required to complete sales calls and presentation to customers

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