Area Director of Sales ("Director de Área de Ventas")

Azul Hospitality•Moab, UT

About The Position

Azul Hospitality Group seeks a strategic and performance-driven Regional Director of Sales to lead the commercial strategy for Red Cliffs Lodge Moab, Red Cliffs Lodge Zion, and Bryce Canyon Pines. This portfolio represents high-ADR, destination-driven properties where group, corporate, tour, and leisure segmentation must be precisely aligned to maximize profitability and protect premium rate positioning. This leader will oversee segmentation architecture, drive corporate and group penetration, optimize tour volume, and protect high-rated leisure patterns across the portfolio.

Requirements

Must be able to speak, read, write and understand the primary language used in the workplace.
Must be able to read and write to facilitate the communication process.
Requires good communication skills, both verbal and written.
Considerable knowledge of complex mathematical calculations and computer accounting programs.
Budgetary analysis capabilities required.
Extensive knowledge of the hotel, its services and facilities.
Must have excellent leadership capability and customer relation’s skills.
Most tasks are performed in a team environment with the staff member acting as a team leader. There is minimal direct supervision.
Must be detail oriented with outstanding organizational and communication skills.
Must possess basic computational ability.
Must possess basic computer skills.
Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required.
Ability to analyze, forecast data, and make judgments to ensure proper payroll and production control.
Ability to effectively deal with internal and external customers some of whom will require high levels of patience, tact and diplomacy and collect accurate information to resolve conflicts.
Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including, but not limited to the following statutes and their state and local analogues (where applicable): Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA.
5+ progressive hotel sales leadership experience.
Multi-property or cluster sales oversight.
Upper-upscale to luxury brand experience required.
Demonstrated success in high group demand and destination leisure markets.
Strong corporate segment development and account management expertise.
Experience balancing tour volume with ADR integrity.
Ability to provide and maintain a valid driver’s license as the position may require the operation of motorized and electric vehicles.
Regular attendance in conformance with the standards, which may be established by Azul Hospitality from time to time, is essential to the successful performance of this position.
Upon employment, all staff is required to fully comply with Azul Hospitality rules and regulations for the safe and effective operation of the hotel’s facilities.
Due to the cyclical nature of the hospitality industry, staff members may be required to work varying schedules to reflect the business needs of the hotel.
In addition, attendance at all scheduled training sessions and meetings is required.

Nice To Haves

Marriott brand experience strongly preferred, including fluency in Marriott sales and revenue platforms.
Established and transferable client base highly valued.
Experience in national park, Montana, Park City, Denver, or Utah destination markets preferred.
Bachelor’s Degree and/or equivalent level of education preferred.

Responsibilities

Develop and execute multi-year commercial strategy aligned with ownership ROI objectives.
Lead high group demand environments while elevating ADR and protecting leisure compression.
Expand corporate negotiated, incentive, executive retreat, and association business.
Strategically align tour and motorcoach volume to support need periods without displacing premium leisure.
Leverage Marriott systems and enterprise sales platforms where applicable.
Oversee forecasting, pacing, and segmentation analysis across all properties.
Lead, mentor, and hold accountable property sales leaders.
Provide executive-level reporting and forward-looking demand modeling to ownership.
Manage and direct the sales effort of the sales & marketing team for two hotels.
Enthusiastically and proactively sell the property’s concepts to group, corporate and leisure prospects in a way that best illustrates the identity of the brand as innovative and new.
Prospect and qualify all lead sources through cold calls, tele-prospecting and networking to generate new opportunities.
Consistently meets or exceeds individual and team sales and catering goals and hotel budgets
Managing preferred corporate, wholesale, leisure transient, and group accounts that meet or exceed hotel revenue goals
Negotiates contracts ensuring that all pertinent aspects of solicitation and closing are complete and documented
Actively pursue new clients through creative/innovative sales techniques and aggressive prospecting
Identify opportunities to upsell customer through food & beverage offerings, room upgrades, AV and lighting upgrades and spa faculties, if applicable
Manages lead sources to ensure quantity and quality of leads
Create customized Wedding Packages, Menus, and proposals, etc.
Respond to all customer inquiries within 24 hours or sooner
Maintain accurate CI/TY information on all bookings, specifically program details, client correspondence, traces and to-do lists
Conduct unique site inspections that create a WOW experience for the customer
Follow proper event management procedures for event execution to include but not limited to BEO creation, F&B forecasting, resume communication, amenity/VIP designation and room block management
Produce and distribute accurate banquet/catering event orders, timelines, diagrams, and resumes within timeframe set by hotel
Coordinate, plans and implements wedding related marketing tactics and events
Produce and distribute 10-day Events Schedule and BEO Packet, as well as Daily Events Schedule
Preside over weekly 10-day BEO reading and daily 3-day BEO readings
Drive strategies to develop long term business relationships and repeat business
Attend tradeshows, make on-site field presentations, and outside sales calls to prospective clients
Monitor sales activities/performance to ensure revenue goals meet or exceed established plan and accurately report variance/projections to management
Participate in weekly strategy meetings and use Revenue Management resources to help make informed decisions and maximize revenue
Ensure that the property is maximizing the use of all company, brand and local CVB programs
Recruit the best possible sales team and reduce turnover through coaching, counseling and training
Provide support and coaching for team members to drive high levels of performance, job satisfaction, and personal growth
Develop and maintaining positive relationships with peers, competitors and brand partners
Develop annual Group, Banquet, and Catering Operating Budget and Sales & Marketing plan in conjunction with the property’s executive team and executes marketing-related items
Work with other hotel departments to successfully market amenities including spa, restaurant, lounge and events (as applicable)
Manage/direct all advertising, public relations, and promotional activities.
Coordinate local advertising to promote hotel’s restaurant, lounge, spa, etc.
Coordinate, plan and implement wedding related marketing tactics and events
Add creativity and trend insights into driving catering revenue via wedding packages, promotions and public relations
Work with corporate marketing team, vendors and agencies to develop creative
Represent hotels at various meetings and events in support of community and public relations
Use brand opportunities to drive revenue
Track and report on all sales activities for hotels
Track and report on all event planner surveys and feedback
Keep informed of industry news that affects the organization and shares information with team
Partners with Operations in providing a customer experience that exceeds the customer’s expectations.
Effectively develop relationships within the community to strengthen and expand customer base for future sales opportunities.
Be an active part of the property management teams fostering and developing the desired Azul Hospitality Group culture
Stimulate a friendly, cheerful attitude in his/her conduct with other managers, guests, and fellow associates.
Drive product quality and a unique guest experience at every opportunity.
Ensure that all administrative procedures are in place and functioning effectively
Ensure a challenging and exciting environment to encourage full career development and personal growth
Establish and monitor cost and expense control systems and procedures to achieve budgeted operating results.
Take corrective measures and actions to ensure highest possible profitability.
Maximize revenues through pro-active action rather than re-active.
Work as a member of the yield team to ensure maximum occupancy is achieved at the highest possible average rate via effective setting and monitoring of rate occupancy controls.
Assist in revenue management, room inventory control, stay controls and distribution channels as needed.
Assist with new hotel opening’s sales efforts and ramp up.
Assist with transition of new hotel acquisitions to the company’s portfolio.
Advise the General Managers of all matters relating to Sales & Marketing.
Attend weekly leadership meetings.
Perform all accountabilities in a timely and efficient manner, following established company policy and projecting a favorable image of Azul Hospitality Group to achieve objectives.
All other duties assigned by the Vice President of Sales & Marketing.