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Director of Sales - Aloft Beachwood
Ref No.: 16-12090
Location: Beachwood, Ohio
Why Waterton?
Founded over a box of Pop-Tarts® in 1995 by David Schwartz and Peter Vilim, Waterton has grown from very humble beginnings with one phone and two desks to the successful, nationally recognized real estate investment and management firm it is today. As Waterton has evolved and grown, one thing has remained constant, the drive to achieve results by exceeding expectations.
Waterton's values of Service Excellence, Empowerment, Integrity, Passion, Achievement and Teamwork are our guiding principles and they shape who Waterton is as an organization. When you join Waterton, you will learn new skills, acquire knowledge and use these values to help you grow in your career and fulfill your professional goals.
Waterton is committed to the service of our associates, residents, guests and investors and firmly believes that our superior ability to serve our customers differentiates us. We empower our associates to think and act like an owner and use our core values as guiding principles to serve our customers in a way that exceeds their expectations, going above and beyond to create the ultimate service experience or what we call Resitality!

Director of Sales
The Director of Sales possesses the overall responsibility for total revenue and yield strategies, implementation and results including group and transient rooms, group food and beverage, meeting room rental, local catering, outlet, and other revenues. Strategies will include market mix, pricing, status, direct sales, marketing, and acquisition status and results. Maximize profitability for the hotel and outstanding quality service for the guests. Accountable to market performance and potential performance as well as budget, forecast, and target goals.
  • Direct and manage all group, transient, and catering/banquet sales activities to maximize revenue for the hotel. Monitor status regularly and adjusts strategies as appropriate.
  • Manage the operation of the Sales department and related areas
  • Prepare, implement and compile data for the strategic sales plan, annual goals, sales and marketing budget, forecasts and other reports as directed/required.
  • Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management.
  • Recruit, direct, manage, train and counsel sales staff.
  • Oversee departmental matters as they relate to federal, state and local employment and civil rights laws.
  • Actively participate in sales presentations, property tours and guest meetings.
  • Conduct/attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/ requested.
  • Manage/direct all advertising, public relations and promotional activities.
  • Oversee inventory, purchasing, disbursement and cost control for all sales related and promotion items.
  • Responsible for overseeing all brand and property specific marketing and promotional collateral.
  • Work with corporate and brand team to ensure we are sending a consistent message to internal/external customer.
  • Responsible for leading all social media initiatives.
  • Responsible for taking advantage of all brand sales/marketing/training tools.
  • Create guest satisfaction by providing associates with the training and resources they need to maximize associate engagement, deliver quality results and promote teamwork:
  • Manage the selection, training and development of all Sales associates.
  • Communicate and reinforce the vision for exceptional service to associates.
  • Coordinate the department's activities with other departments to facilitate increased levels of communication and guest satisfaction.
  • Monitor Guest Satisfaction survey scores. Reward associates for positive results; develop and implement action plans to correct deficient areas.
  • Seek guest feedback and review management reports in order to develop strategies to improve department and hotel services.
  • Develop and implement strategies and practices which support associate engagement:
  • Recruit and select qualified candidates.
  • Provide associates with the orientation and training needed to understand expectations and perform job responsibilities. Develop and implement process for providing associates with guest service, technical and safety training on an on-going basis.
  • Communicate performance expectations and provide associates with continuous feedback.
  • Provide associates with coaching and counseling as needed to achieve performance objectives and reach their full potential.
  • Conduct effective monthly associate meetings and counseling sessions.
  • Introduce and recommend preferred vendors as determined with the revenue goal of the hotel. Maintain good working relations with preferred vendors of the hotel and ensure adherence to policies and all codes and regulations.
  • Maintain accurate par levels and inventory of supplies and equipment within the department.
  • Attend all department and hotel meetings as necessary.
  • Be a leader and a role model to all associates.
  • Follow Standard Operating Procedures (SOPs) as outlined in the Waterton SOPs.
  • Perform any other job duties as assigned.
Candidates most successful in this role will display the following characteristics:
  • Interpersonal Communication Skills – Easily makes connections with various kinds of people, driving toward results by enrolling the commitment and buy-in of others; maintains poise and an engaging, empathetic communication style based on natural warmth and enthusiasm; possesses a sincere appreciation for people and how they are each uniquely motivated; skilled in successful influence and persuasion of others by understanding how their individual needs and motivations link to department and company goals.
  • Leadership – Motivates and inspires team to achieve sales goals and results; self-confident and extroverted; effectively engages and positively impacts others; team builder and organization developer; Enlists team's support by using a "selling " rather "telling ".
  • Results-oriented – Strong sense of urgency to goal achievement; responsibility for the achievement of results is shared and effectively delegated when necessary; understands and quickly reacts to adapt self and others to changing environment.
  • Professionalism - Approaches others in an authoritative but tactful manner; reacts well under pressure; able to work in a hectic environment at a faster-than-average pace with ease; accepts responsibility for own actions.
Qualifications:
  • Superior Communication Skills (written & verbal, including phone & listening skills)
  • Computer Skills (Outlook, Word, Excel)
  • Internet Savvy (including Social Media)
  • Sales Software Knowledge Helpful (i.e. Delphi, SalesPro)
  • High Level of Professionalism
  • Demonstrated ability to multi-task, manage time and work well under pressure
  • High School Diploma (or equivalent), College Degree Preferred
  • Minimum 4-5 Years of high level Sales Experience (preferably in hospitality at the DOS or ADOS level)
  • Superior Negotiation Skills - Proven ability to close deals
  • Must hold a valid drivers license and have the ability to call on potential and current clients
  • Ability to sit, stand and walk for long periods of time

Hospitality is a 24/7 industry therefore, candidates should anticipate working weekends and holidays as needed.
EOE - M/F/D/V/SO