Director of Hotel Sales

Profile

Directors of Hotel Sales oversee all hotel activities related to sales, with the primary goal of making sure guests are satisfied, in order to stimulate new and recurring business. Besides ensuring return customers, Directors of Hotel Sales are also in charge of maintaining revenue goals in all areas, such as food, room rentals, beverages, and rentable spaces. Depending on the size of the hotel, job responsibilities might vary widely, especially at small hotels where the Director of Hotel Sales might be synonymous with Hotel Sales Manager, or in some cases even General Manager. Regardless of hotel size or how many hats the Director of Hotel Sales has to wear, most have a core set of responsibilities that include the following: Communicate in a professional and timely manner with guests in ways that stimulate return visits or referrals to new guestsOversee the flow of revenue in all departments of the hotel, including food and drink sales, room rentals, and meeting space rentals.Coordinate with customers, particularly those hosting major events at the hotel, to relay information, attend meetings, and ensure customer’s needs are met for rented spacesWork with front-end hotel staff to ensure positive guest experiencesPlans and directs sales force activities in order to maximize profitsDirects management staff in order to meet sales goals, including maximizing potential sales volumeNegotiate contracts with employees, vendors, and customers who rent meeting spacesResearch current market trends, determine inventory requirements, analyze inventory levels, and ensure hotel services meet customer needs The median salary for a Director of Hotel Sales is $58K a year. Obviously, that varies widely depending on the size of the hotel, but also on location. For instance, the median salary for Directors of Hotel Sales in New York City is about $100K a year. Similar to the variety in salaries, the opportunities to advance into higher positions also depends on the size and organizational layout of the hotel or hotel chain. Many Directors of Hotel Sales may advance into positions like Regional or National Sales Director if they work in large hotel chains, or into positions like a Vice President of Sales. Sometimes, Directors of Hotel Sales make lateral moves into General Hotel Managers if they want a career change (i.e. less sales oriented and more customer service oriented), and from there can use their experience to progress into positions like Vice President of Operations.

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