Area Director of Sales, Lodging

Lead and direct the development and implementation of strategic sales and marketing plans and initiatives to include, but not limited to, interacting with clients and the media, directing solicitation efforts, securing business, operating information management systems, preparing and presenting statistical and performance reports and managing all financial aspects of the operationPartners with the Director of Revenue Management (DORM) and finance to develop the group room night and Food and Beverage (F&B) revenue budgetPartner with the DORM to include, but not limited to, determining sales pricing strategies, developing rates, establishing group thresholds, determining space utilization policy, deploying competitive data strategies, conducting demand analysis and managing market mixPartners with the DORM to ensure all group contracts adhere to established Rev Max strategies, booking polices and reviewed for final contract approval. Review sales contracts for other key details e.g. room blocks, rooming lists, cut-off dates, deposit and payment schedules, banquet guarantees, attrition clauses and special concessions and confirm with clients. Required familiarity with certificates of insurance (COI) and hospitality contract languageAttend and participate in weekly overall hotel Rev Max meeting and bi-weekly Group Rev Max meetingsDaily management of group room nights in relation to meeting and event space utilization to ensure maximization of spaceMeet with Sales Managers individually on a weekly basis to review revenue goals vs. actuals, activities entered into Delphi vs. goal, prospecting review and 30/60/90 action plan to ensure all sales tactics and strategies are being implementedEnsure training programs are conducted regularly and Dollywood standards of performance are met. Give guidance and counsel staff toward improvementConduct performance evaluations, resolve problems, provide open communication and recommend discipline and/or termination when appropriateCompile and/or direct the preparation of reports pertaining to the operation of the Sales Department to include, but not limited to the annual and monthly forecast, lead management system, group booking pace report, star reports and sales meeting minutesDevelops and oversees the sales administration expense budget and ensures the team adheres to budget and purchasing guidelines. Attends the monthly PNL reviewCoordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies. Works alongside marketing to make reasonable recommendations to improve potential from various marketsEnsure timely response to all RFP’s and other leads/inquiries. Prepare proposals and/or contracts advising prospective customers of hotel room and/or meeting space availability and quoting ratesCreate and distribute group resumes, lead pre-and post-convention meetings (as applicable) and communicate any changes to appropriate departments and people in a timely mannerProfessionally represent Dollywood’s Resorts by participating in client and industry eventsMaintains current knowledge of competitors and competitive markets outside the area and is educated on how to sell against themOrganize and/or attend scheduled sales department, executive committee, and related meetings.Ability to access, understand and accurately input information using Delphi.fdc