Director of Sales

BOSTON Mass. (FOX25, myfoxboston) - APPLY TO THIS JOB HERE

PURPOSE OF THE JOB
The ultimate responsibility of the Director of Sales is to grow market share. Results are driven through maximizing and managing sales resources and effort to ensure continued market penetration in terms of exceeding revenue targets and market/consumer share per account. This position also assists the Director of Sales & Marketing in the development and implementation of the hotel’s sales strategy.

PRIMARY RESPONSIBILITIES
1. Planning and Organizing:
Contributes to the strategy and planning activities of the sales function through
Maximizing, managing sales resources, and direct sales efforts
• Develops the Hotel Sales Plan which accurately interprets the objectives of the business and uses this to communicate and to focus the teams and own efforts.
• Contributes to the development of global sales initiatives recommending, implementing and monitoring appropriate local activity.
• Identifies, locates and secures the people and financial resources needed to achieve the sales results required.
2. Account Management
Develops and maintains Langham Best Practice to ensure customer account objectives are defined and appropriate sales activities implemented.
• Assists the sales associates in developing account development plans, detailing objectives, timescales and sales methods to support the defined account strategies.
• Liaises with LHW and GSO/GSA’s specifying the account’s contribution to the business’ revenue targets and agree activities.
• Accurately identifies the level of influence and decision making power of contacts in the customer organization and uses these to secure business.
• Develops customer accounts to increase market / customer share – all revenue streams – locally, nationally, globally.
3. Market Intelligence
Monitors and maintains competitor set activity including
• Financial Performance
• SWOT Analysis
• Key Accounts/Market Share
• Marketing Programs
4. Customer Relationships
Establishes, enhances and maintains productive quality working relationships with key internal and external customers.
• Keeps Hotel information relating to customer requirements, interests and market activities up to date.
• Reviews customer base to determine new opportunities for account penetration.
• Liaises with Director of Sales & Marketing to review the effectiveness of sales activities.
• Contributes ideas to improve the products and services offered.
5. Team Leadership
Directs, monitors and evaluates sales performance of account teams and self to ensure sales revenue targets are being met.
• Agrees, clarifies and implements Best Practice selling methods and procedures at all levels in the team to ensure business objectives are met.
• Discusses and agrees departmental and individual objectives with team, reviewing and updating in light of changes in the business, implementing corrective action if necessary.
• Communicates regularly and on-time verbally and non-verbally, providing individual team members with prompt and specific feedback on performance.
• Creates an atmosphere which motivates and encourages people to perform to the best of their ability, minimizing conflict where it occurs.

SECONDARY RESPONSIBILITIES:
1. Develop Individuals and Teams
Selects, trains, coaches and develops people to enhance performance and to meet the current and future needs of the department.
o Assist in recruitment of individuals who have the potential to perform within the team.
o Produces training and development plans for the department and related areas.
o Ensure planned “Selling The Legend” training and coaching activities happen on a regular basis.
o Regularly reviews and evaluates the impact training is having on performance at departmental, team and individual levels.
2. Additional responsibilities and/or special assignments may be required at the request of management.

REQUIRED COMPETENCIES:
1. Communication and Leadership Skills
• Communicates openly and clearly both verbally and in writing.
• Pitches information at the appropriate level.
• Listens to the needs of others before contributing.
• Develops positive working relationships at all levels.
• Manages conflict effectively.
• Motivates and inspires others to perform.
2. Self Management
• Sets high personal performance standards.
• Plans, organizes and uses a systematic approach to get things done.
• Manages time and resources effectively.
• Prioritizes actions and manages tasks through to completion.
• Actively seeks opportunities to develop and learn from experiences.
3. Problem Solving and Decision Making
• Collects and analyzes relevant information about a problem.
• Seeks innovative solutions.
• Makes a conscious decision to go for action.
• Accepts personal responsibility to makes things happen.
4. Pro-Active Behavior
• Self-reliant, working with minimal control and direction.
• Acts on own initiative when appropriate.
• Takes calculated risks to achieve results.
• Thinks ahead,