• Complex Director of Sales - Centralized

    Job Locations US-CT-Norwalk
    Posted Date 2 months ago(3/11/2019 9:24 AM)
    Requisition ID
    # of Openings
    Position Type
    Regular Full-Time
    FLSA Status
    Location : Location Name
    HEI Hotels and Resorts
  • Overview

    The Complex Director of Sales is responsible for maximizing top line revenue opportunities and optimal business mix in Group, Business travel, Banquet and Catering for hotels in their region. The Complex DOS supports the on property Sales Team by mentoring, training and developing individuals and teams and holds them accountable to revenue and activity goals in order to support achievement of budget and market share metrics. The Complex DOS works closely with the regional and corporate team to ensure enterprise level process, policy are complied with and best practices leveraged. The position requires regular travel to ensure coordination of property sales efforts/process and results measurement.


    • Drives region top line revenues in Group, Catering and Business Travel.
    • Lead, train & mentor property & virtual based sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations
    • Responsible for Monthly, Quarterly Annual revenues
    • Develop sales action plans and forecast and evaluate trends to modify strategies that will enhance revenues effectively with input & guidance from upper level management team
    • Assist in the production of the annual sales plan/budget
    • Ownership Interaction
    • Direct Customer Engagement in support of property needs
    • Travel required 20%
    • Approves property revenue and activity goals and incentive plans.
    • Drives results in Group and Catering via a disciplined approach to sales activity, funnel management, conversion and sales manager productivity.
    • Responsible for ensuring hotels within the region acquire, activate and re-activate Business Travel accounts on a constant basis.
    • Responsible for ensuring that all HEI Corporate resources are leveraged including VAW, HSR, CVENT BI DashBoard, Knowland.
    • Partners with HEI eCommerce and Marketing Team to ensure online, Brand, Social, B2C and Digital presence of properties within the region.
    • Provides functional and business expertise and strategic perspective to develop and implement sales strategies to meet or exceed the target metrics.
    • Liaises for the property sales team in delivering key corporate sales initiatives through clear on going communication.
    • Assigns clear accountability, provides both authority and resources, and monitors implementation to assure success and results.
    • Verifies daily, weekly and monthly sales rhythm. Adheres to corporate defined rhythms including, but not limited to weekly property rhythm calls, bi-weekly group update calls, DBR, CVENT KPI review.
    • Analyzes market performance and potential to be applied to optimal segmentation and hotel sales deployment via Travelclick, CVENT, Knowland, STR, SSA etc.
    • Performs any other job related duties as assigned.


    • Bachelor’s Degree, preferably in Marketing, Communications or related field.
    • A minimum 10 years’ of progressive sales experience within the hospitality industry. Multi brand and market experience preferred.
    • Strong working knowledge of CMS and brand sales platforms (e.g. CI/TY, Delphi, Travelclick, CVENT, Knowland, Opera, PMS).
    • Brand Experience
    • Excellent working knowledge of Hotel Sales, marketing and revenue management with advanced skills in Direct Sales process, B2C, revenue management processes, marketing and eCommerce tactics and brand resources.
    • Advanced skills in leadership, strategic sales planning, analyzing/interpreting data, multi-tasking, organizational and communication skills.
    • Ability to manage associates to improve performance and support Talent Acquisition and development via the HEI platform.
    • Must be comfortable in communicating to owners, brands and customers to deliver the HEI brand message and results.
    • This position will be remote. Ability to travel extensively up to 75% of the time is required.


    HEI Hotels and Resorts is committed to providing a comprehensive benefit program that offers you choices for your physical, mental and financial wellness, creating value in your most important investment - you!

    For your physical and mental wellness we offer competitive Medical, Dental and Vision insurance programs geared to you and your family's needs as well as Vacation/Sick/Holiday benefits. For your financial wellness, HEI provides a wide array of coverage, including Supplemental, Spousal and Child Life insurance as well as Short and Long-Term Disability plans. Our 401(k) Savings Plan with matching funds, and discounts through our 'YouDecide' and Hotel Room Discount programs provide additional incentives for choosing HEI as the employer of your future.


    HEI Hotels and Resorts is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.


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