Director of Sales and Marketing
Holiday Inn - Diamond Bar, CA

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BASIC PURPOSE: Generate hotel revenues through Solution Selling


Solicit and manage market segments

  • Solicit and manage market segment to achieve and exceed budgeted revenue goals.
  • Maintain and review revenue quotas bi-weekly.
  • Prospect all potential avenues for group/transient/catering business.
  • Cultivate leads, establishing relationships and providing exceptional service to existing accounts.
  • Spend 80% of time on proactive direct client solicitation via telemarketing, outside sales calls, and or trade shows in search of new business.
  • Achieve and exceed personal sales goals.
  • Conduct site inspections and entertain qualified potential clients in accordance with company policies.
  • Participates in sales trips to key feeder markets and attends trade shows to promote the hotel.
  • Participates in industry and community organizations representing the sales opportunities for the property.
  • Greet and welcome group contacts upon arrival to the hotel as often as possible. Establish a time to meet for a few minutes sometime throughout the group’s stay.
  • Maintain minimum weekly sales activities
  • Sales:

Telemarketing Calls: 25-30 Week

Past groups history, reader boards, membership directories, local business directories (on-line) and web searches according to segment/competition. Example: Knowland Reader Board Leads

Outside Calls: 8 per week

Calls can be existing customers as well as NEW

10 maintenance, 15-25 NEW

Site Inspections – 2 per week

For all outside sales, call reports must be entered into DELPHI

  • Prime Selling Time 9-11am, 2-4, Monday-Thursday.
  • Attend daily sales stand-up meetings and any additional Sales Meetings as directed.

Maintain accurate and up-to-date records in Delphi Management System.

  • Complete daily traces and enter daily activities in Delphi.
  • Complete summary of past week activities must be finalized by 12:00 noon every Wednesday for weekly reporting.
  • Provide an update about his/her adopted hotels on a weekly basis. This is part of the Reader Board shop calls of the competition.
  • Perform Lobby Lizard “Ambassador” duties if required.
  • Perform MOD day according to staff calendar rotation.
  • Knowledge and experience in Qualifying business and inquiries, outlining customer needs, available hotel benefits and features, for a Win-Win Sale.
  • Knowledge and experience is selling Food And Beverage, Banquet Service and Set-ups, basic Audio Visual Technology and Food production requirements.
  • Execute prompt and courteous service to ensure that guest expectations are exceeded.
  • Complete all necessary correspondence for operating departments in order to execute the functions as contracted.
  • Embrace our brand Stay Real guest service culture.
  • Work closely with Catering Services and Reservations to ensure all contractual agreements with the customer have been met.
  • Maintain professional relationships with customers in order to continue to re-book their business and penetrate business opportunities that each of them may control.
  • Be involved in community chamber organizations to establish hotel brand presence, obtain leads and/or referrals,
  • Draft proposals, letters and contracts etc.
  • Plan and conduct pre/post event meetings when deemed necessary.
  • Submit expense reports by the last Friday of the month, unless the last day lands on any other weekday.
  • Use the property'’s email system and maintain their email box, as is policy. Additionally, this position may or may not have access and/or control over the email box of their supervisor(s).
  • Appropriate business use of telephone and voice mail system.
  • Greet internal and external customers in a friendly and professional manner.
  • Knowledge of and compliance with all Emergency procedures. Reports unsafe conditions, as appropriate.
  • Maintain a professional and friendly relationship with other departments, team members and guests.
  • Maintain work area in a neat and orderly fashion.

Indeed - 6 months ago - save job - block
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