Director of Sales in Philadelphia, Pennsylvania at Hilton City Ave

Position Summary

The Company operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting and ending times, and hours worked in a week.

The Director of Sales is responsible for maximizing occupancy and the average daily rate of the hotel, while upholding excellent service and accommodations to all guests. This position will work closely with the hotel’s preferred accounts and group reservations. The Director of Sales manages the sales team, leads selling efforts and supports the General Manager on operational issues.

Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job duties.
• Sales Strategy & Planning: Develop and execute comprehensive sales plans to meet corporate and property revenue goals. Direct forecasting activities, set performance benchmarks, and adjust strategies based on market conditions.
• Market & Competitive Analysis: Review market trends, customer needs, and competitor pricing to inform rate structures, discounts, and targeted promotions.
• Team Leadership: Direct, mentor, and evaluate the sales team, ensuring quotas and goals are met. Conduct weekly sales meetings to review pipelines, group activity, and performance.
• Business Development & Key Accounts: Build and maintain strong relationships with top clients. Assist team members with negotiations, presentations, and closing deals. Lead efforts to develop and grow tour operator contracts and other high-value accounts.
• Marketing & Promotions: Oversee promotional activities, advertising schedules, and creative development for all market segments. Plan and attend trade shows, sales blitzes, and industry conventions, representing the property to target markets.
• Lead Management: Oversee the generation and qualification of leads, including outbound calls, site visits, and digital prospecting efforts. Ensure the conversion of inquiries to confirmed bookings.
• Financial Oversight: Monitor and control departmental expenses to align with budgets. Prepare and analyze sales reports, including weekly performance summaries and market segment tracking.
• Cross-Functional Collaboration: Partner with operations, revenue management, and marketing teams to ensure cohesive strategies and optimal results across all revenue streams.
• Operational & Guest Service: Respond to guest inquiries, resolve concerns, and ensure guest satisfaction. Report guest issues or operational challenges to management for resolution.
• Compliance & Professional Standards: Adhere to company policies, safety, and sanitation standards.
• Other duties as assigned by management
Performance Expectations (KPIs)
This is a results-driven role. Each KPI listed below is tied to a specific numerical target. Meeting the following performance benchmarks is an essential condition of this role:
• Room Revenue: Attain individual room revenue goals through proactive prospecting, client management, and effective sales execution.
• F&B and Rental Revenue: Meet assigned revenue targets for food & beverage and space rentals through strategic upselling and event sales.
• RevPAR and Index Growth: Directly support hotel RevPAR performance and competitive market index growth as measured by STR reports through revenue-optimized selling practices.
• Top-Line Revenue: Achieve top-line sales goals by maintaining a strong pipeline and executing business development strategies.
Competencies
The following competencies are essential to performing the job successfully and meeting the expectations of the position:
• Exceptional verbal, written, and presentation communication skills
• Flexible, adaptable, and able to remain composed under pressure
• Effective working independently and as part of a team in a fast-paced setting
• Ethical, professional, and committed to high service standards
• Genuine passion for hospitality, with a strong sense of pride in work
• Commitment to continuous learning and growth

Education and Experience
The Company may consider equivalent combination of acceptable education and experience providing the knowledge, skills and abilities cited below
• 7+ years of progressive experience in hotel sales
• Bachelor’s degree in hospitality management, marketing, business, or related field
• 3+ years of experience working in a Hilton/Marriot-branded hotel

Working Conditions & Physical Effort
These requirements cannot be modified without impacting the core duties of the role.
This position is primarily performed in an indoor hotel and office environment and involves regular walking, standing, and occasional travel. The Sales Manager must be able to lift or move items weighing up to 25 pounds and will regularly use standard office equipment such as a computer, phone, and copier.