Associate Director of Sales

Compensation Type

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands.

Overview

Step into the future of hospitality at The Atlas Hotel.

The Atlas, Boston’s first-of-its-kind hotel, is where local connection meets global inspiration, and hospitality intersects with thought leadership.

Join usatthe ground floor of this brand-new hotel opening and help craft unforgettable moments at the intersection of research, hospitality, and inspiration—where every day is a first.

The Associate Director of Salesis responsible forassistingthe Director of Sales& Marketingin the direction, coordination, and supervision of the Sales Managers,EventManager(s) and the SalesCoordinatorsin all sales-related activities, including direct sales efforts,follow-upand proper sales administration.

Responsibilities

• Assist the Director of Sales& Marketingin the supervision and administration of all activities of the Sales Department.


• Developa fullworking knowledge of the operations of the hotel, includingFront Office,GuestExperience,Reservations, andFood and Beverage.


• Develop a complete knowledge of company sales policies andSOP’s, andassistthe Director of Sales& Marketingin ensuring knowledge of and adherence to those policies by the Sales team.


• Develop and maintain market awareness to ensureabilityto predict revenue opportunities and set proactive strategies.


• Meet or exceed set goals.


• Assist the Director of Sales& Marketingin the operation of the Sales Department withinestablishedsales expense budget.


• Initiate and follow up on leads.


• Assistwith coordination of group and transient bookings to maximize profits.


• Maintain andparticipatein an active sales solicitation program.


• As directed by the Director of Sales& Marketing, attend the weekly staff meeting according to Highgate Hotel standards.


• Assist the Director of Sales& Marketingin the administration of training in the sales department.


• Assistin the preparation of required reportsin a timely manner.


• Assistin the administration of weekly sales meetings according to Highgate Hotel Standards.


• Review the KRA process with the Director of Sales& Marketingto ensure that deadlines are met.


• Assistwith coordination of all non-group transient sales and catering solicitations to maximize overall profits.


• Assist the Director of Sales& Marketingby conducting all employee/manager Performance Appraisals according to Highgate HotelSOP’s.


• Motivate, coach, counsel and discipline the Sales Team according to Highgate HotelSOP’s.


• Assist the Director of Sales& Marketingby monitoring production of all top accounts andevaluatetrends within your market andensurethe Sales Team is held accountable for those accounts within their territory.


• In the absence of the Director of Sales& Marketing, conduct daily Highgate Hotel Business Review (HHBR) meeting withsales, operations,and General Manager.


• Assist the Director of Sales& Marketingin the hiring and development of Sales Department employees and managers.


• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.


• Review meeting planner evaluations with the Director of Sales& Marketingas received to ensure that any problems are rectified.


• Conduct a professional, thorough site inspection of the hotel with clients,exhibitingkey features and beneficial to the property, and ensure that all Sales Managers conduct thorough site inspections.


• Assistin developing strategies to increase share from competitors when the hotel revenue penetration goals are notbeing met.


• Use your property’s computerized sales management system to manage the hotel’s business, including but not limited to generating reports, entering business, blockingspaceand building accounts.


• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings andbenefits, andassistin ensuring that incentives are processed and paid according to the specifiedtime periodfor each plan.


• Assistin ensuring that Sales Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRAs) and in the Sales budget, including preplanning, settingappointmentsand executing sales calls.


• Assistin preparationofcomplete andaccurateend-of-month reports, according to Highgate Hotel SOP. Explain the components of the end-of-month report and analyze the report with the DOSM.Assistin ensuringthat Sales Managers can explain the importance and components of the report.


• Assistin preparing the annual budget.


• Assistin the preparation of the annual Marketing Plan.


• Assistin preparing the monthly reforecast for the current and upcoming months andassistin ensuring accuracy within5%margin of error.


• Meet and greet onsite contacts.


• Attend all-employee meetings and any other functions required by management.


• Abide by Prime Selling Time (PST). Understand all GDS systems.


• Develop networking opportunities through active participation in community and professional associations,activitiesand events.


• React to negative trends in themarket placeby implementing blitzes or catering promotions.


• Handle inquiries as part ofInquiry Day Program.

Qualifications

• At least 5 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.


• Must have a valid driver’s license in the applicable state.


• Must be skilled in Windows, Company approved spreadsheets and word processing.


• Long hourssometimesrequired.


• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of forcefrequentlyor constantlyto lift, carry, push, pull or otherwise move objects.Must be able to effectively communicate both verbally and written, with alllevelof employees and guests in an attentive, friendly,courteousandservice-orientedmanner.


• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.


• Must be able to multitask and prioritize departmental functions to meet deadlines.


• Approach all encounters with guests and employees in an attentive, friendly,courteousand service-oriented manner.


• Attendallhotelrequired meetings andtrainings.


• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.


• Maintain a high standard of personal appearance and grooming in line with luxury hospitality expectations.


• Comply withHighgate Hotel Standards and regulations to encourage safe and efficient hotel operations.


• Must be effective in handling problems, including anticipating, preventing,identifying, and solvingproblemsas necessary.


• Must be able to understand and evaluate complex information, data, etc. from various sources to meetappropriate objectives.


• Must be detail-oriented and capable of handling confidential information.


• Perform other duties as requested by management.