<p>DIRECTOR OF SALES Position Profile</p> <p>Reports to: GENERAL MANAGER, position is EXEMPT</p> <p>WHO WE ARE</p> <p>Hotels done differently. It's not just a slogan or catchphrase, it is who we are in everything we do. We believe in the power of People, Place and Character; ensuring our properties are a place where individuals are valued and celebrated as a tribute to the neighborhoods and the people of the communities in which we operate; elevating our associates' pride in who they are, where they live and who we serve.</p> <p>Located in the heart of historic Ybor, a trolley ride away from downtown Tampa, Hotel Haya is a hub of activity. Blending Cuban, Italian, and Spanish influences, the property features 178 guest rooms, over 7000 square feet of banquet space, a world-class restaurant, airy café, and lush courtyard with a pool.</p> <p>Hotel Haya is managed by Aparium, who has just been named to Travel + Leisure's Top 25 Hotel Brands in the World. Driven by the belief that all hospitality experiences should be fueled by the poetics of their surroundings, Aparium was born with an intense focus on unearthing the amazing moments unique to every city. Since its founding, Aparium has grown into a new kind of hotel brand, one that ventures off the beaten path, both geographically and philosophically. It is a sophisticated hotel brand known for its singular ability to combine the business acumen of large hospitality companies with the charm of boutique hotels, bringing disparate forces together in bustling, smaller markets.</p> <p>WHO YOU ARE</p> <p>You are passionate about sales, catering, and collaboration, with the ability to think creatively and strategically to identify and close on revenue opportunities. You are a talented and highly effective sales leader that enjoys the solidarity of a team and knows that everyone plays an important role, no matter their title. When one of the members of the team goes down, you are the first to jump in and pick them up. You are ambitious and looking for the next opportunity to further your career as The Director of Sales. Your confidence in your past success, aptitude, and can-do attitude will prove you are ready to take on this leadership role. If you're confident in your experience in sales, then this is the role for you.</p> <p>You are adventurous and driven, plus your experiences have led you to understand that there is an art + science to the how and what a sales leader is responsible for. Your career journey has been dynamic and is filled with numerous success stories of how you positioned the hotel as the RevPAR leader in your market and stole share from your comp set. You are inquisitive and look forward to discovering the business needs of your clients and city.</p> <p>THE ROLE</p> <p>This leadership role requires the tenacity to build and support an efficient and productive sales + catering team; it is not for the faint of heart. If you are known to have the grit that is associated with an entrepreneurial spirit, then we invite you to your next career opportunity.</p> <p>You understand how a successful sales department should be running; you have a trainer's mindset and can guide any team through all sales process phases. You gain deep satisfaction from setting the direction for the hotel's sales team and for overseeing the successful execution of strategic and tactical plans for sales including but not limited to advertising, public relations, social media, and direct sales.</p> <p>Success in this role is largely dependent on the Director of Sales' (DOS) ability to assess the competitive landscape to properly position the hotel to be the RevPAR leader. A key factor in measuring the success of the hotel's positioning will be the DOS's ability to diversify the base mix of business to allow the hotel to drive higher rated retail business to drive RevPAR growth.</p> <p>WHAT YOU WILL DO</p> <ul> <li>Reinforce the company's Art + Science ideologies to ensure the experiences of translocal hospitality, intuitive service, and collaboration are implemented and modeled by yourself and every leader of the hotel </li><li>Uphold and role model the company's principles of People, Place, and Character; and ensure direct reports also model our values that drive collaboration, intuition, and translocal hospitality. </li><li>You are a collaborative peer and a key partner with the SVP of Sales + Revenue, Corporate Director of Sales, the Corporate Revenue Management team, and the Director of Hotel Openings + Transitions; works as a team to develop best-in-class tools and training for our Sales Teams. </li><li>Professionally represents the hotel in community and industry organizations and events. </li><li>Incorporates marketing and public relations initiatives to support the sales strategies and activities. </li><li>Establishes a sense of urgency with the team to understand and achieve the needs of the hotel. </li><li>Develops and approves sales and catering team annual goals, and reviews and revises the goals as needed midyear. </li><li>Regular analysis of industry intelligence reports (STR, Demand 360, Agency 360, Knowland etc.) </li><li>Responsible for securing new sales and catering accounts, developing + maintaining existing accounts, and implementing effective sales strategies. Develop and maintain relationships with key clients to secure group, business travel and catering event business. </li><li>The vision to create and execute a strategic sales plan that addresses pace and productivity should the need arise. </li><li>Implementing marketing strategies for all applicable avenues including print, digital and social, supported by a proactive marketing plan to target need periods and distressed segments. Plans are always supported by ROI and metrics to validate and drive results. </li><li>Work with precision in drafting and validating monthly forecasts utilizing pace reports and trend data. </li><li>Evaluate, solicit, sell, and confirm transient, group and catering business for the hotel; meet overall budgeted sales revenue and profitability, through driving revenue </li><li>Based on market demands and staffing levels a booking goal may or may not be required. </li><li>Guide and mentor, your team to follow the strategy outlined in your budget to ensure your team is booking the right business at the right time in the best interest of your hotel </li><li>As the DOS, you will work closely with your team by reviewing your funnel every day to drive conversion. Your laser focus on funnel management will guide your team to focus on booking the right business that will be essential to our growth strategy for your hotel </li><li>Negotiate with clients using creative attractive menu presentations + event proposals to achieve both maximum revenue/profit potential and fulfillment of contractual responsibilities while satisfying client needs. </li><li>Dive deep to in Client needs, to discover unstated needs, hidden objections or concerns, and the hotel is the best choice for the client's needs; spend time developing the relationship with the client that goes beyond rapport to genuinely understand their individual needs. </li><li>Lead and direct the sales and catering team in developing and executing the sales plan and in refining their revenue forecasting; provide creative strategies to positively influence sales initiatives that drive revenue helping teams achieve their monthly, quarterly, and annual goals. </li><li>Craft and establish the annual sales goals, ensuring they are fully understood and implemented in the hotel; collect and maintain proper documentation of incentive worksheets to document achievements, which is best in the market. </li><li>Direct the reporting and apprising of results against planned objectives; coordinates sales associate activities; takes appropriate action to maximize sales and affect need periods. </li><li>Develop the annual budget and sales plan in collaboration with the General Manager and Controller, ensuring the department operates within cost constraints, achieves yield management goals; ensures proper market mix, group room rate, and average rate goals. </li><li>Coach Sales team by collaboratively helping them creatively solve problems when challenges arise; ensure the team receives the necessary learning and development to grow within their roles whether is functional training or soft skill development activities. </li><li>Conduct property tours and entertain planners of meetings, social events, and weddings. </li><li>Develop and maintain good relationships with officials and representatives of local community groups and companies to promote new business and increase sales for the hotel. </li><li>Build and maintain a trusting and transparent relationship with all stakeholders including ownership and asset management. Specifically taking the time to develop rapport and respect with the individuals of your peer group, known as the Executive Committee. </li><li>Clever in maximizing hotel revenue through effective pricing strategies for transient, group and space inventory, which is done by analyzing sales statistics against booked vs. consumed business; and having an educated understanding of the local market to determine client needs, occupancy potential, and desired rates. </li><li>Pivot short-term strategy to compensate for short-term needs, without compromising long-term goals, such as placing business on the books in the fourth quarter, without losing focus on the first quarter and gaining traction on long-term goals. </li><li>Collaborate with GM, PR agency, Director of Food & Beverage and Director of Lifestyle on strategic management of meeting/public space to ensure maximum revenue capture and seamless customer experience. </li><li>Establish regular and frequent communication with Aparium Headquarters to ensure initiatives are executed within the hotel marketing plan; champion the need for thorough and accurate reporting and forecasting to develop an informative database of business to identify needs, trends and gaps that will create better booking decisions. </li><li>Communicate regularly with the Corporate Director of Sales to provide updates and align on priorities, discuss plans, and request any additional resources to support the operations. </li><li>Additional tasks and responsibilities as requested by SVP of Sales + Revenue, Corporate Director of Sales, and/or hotel General Manager in support of a successful operation. </li><li>Ensure a sense of belonging for associates by upholding the company's values and guidelines for a Respectful Workplace, diverse, equitable, and inclusive environment; and the traits outlined within the Manager Code of Conduct, and Work Rules outlined the Associate Handbook. </li></ul> <p>HOW YOU WILL LEAD</p> <ul> <li>Exemplify leading by example by working directly with each member of your team and be willing to coach and counsel with gentle correction and critical but constructive feedback </li><li>Engage others in general conversation tactics to build rapport quickly; leading and adapting communication and presentation tactics to engage your audience; displaying adaptable interpersonal skills for a wide range of audiences and stakeholders </li><li>Approach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others that creates additional insight to uncover deeper issues that may need to be addressed or removed as a barrier to implementation. </li><li>Value the importance of making decisions with integrity, maintaining confidentiality across internal workgroups, and knowing how to use discretion when appropriate; knows how to keep a secret by understanding the difference between transparency and confidentiality </li><li>Highly analytical in thought and recommendations, although never acting like the smartest person in the room; and continually seeking out the facts; able to express a point of view without being driven by your ego. </li><li>Demonstrates business acumen and practices sound financial decisions by ensuring the actions and plans put into place support the achievement of sales goals and budgets </li><li>Demonstrates the ability to identify strategic needs yet can be a "soldier" to ensure a strategic plan is implemented. </li></ul> <p>WHAT YOU WILL NEED</p> <ul> <li>Minimum of five (5) years of hospitality sales experience within upscale, lifestyle or luxury hospitality companies </li><li>Minimum of three (3) years in a Director of Sales role </li><li>Delphi FDC and Lanyon system knowledge preferred but not required </li><li>Bachelor's degree in sales, marketing, communications, or hospitality is preferred though not required if you have the proven years of experience in a sales leader role </li><li>Adaptable interpersonal skills to communicate and address all associate levels of the hotel </li><li>Professional proficiency of the English language in reading, writing, and verbal communication </li></ul> <p>As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment, and sense of belonging for all employees. We do not discriminate and believe every individual should be proud of who they are, where they come from and take pride in who we serve.</p>