Director of group sales job description

• Creating and executing a strategic sales plan for the Group Health line of business
• Closing new business at or above Dane Streets expected revenue target of $2.5M in annual revenue
• Building a referenceable client base with a strong 3-5 year growth plan into new services and referral types

The candidate will be a self-starter who does not require micro-management, and who ideally possesses a rolodex of key relationships with Health Plans in this space at the Chief Medical Officer/Medical Director level.

Requirements

• Strong Hunter mentality
• Demonstrated revenue impact in previous organizations, with proven annual sales > $2M.
• Excellent communication/presentation skills both written and verbal.
• Ability to work cross functionally
• Health Plan knowledge and experience in Commercial Appeals and/or Medicare and Medicaid.

The Director of Sales is responsible for all aspects of new business development within the national Group Health market. An understanding of the Group Health/Claims marketplace is strongly preferred, along with a rolodex of key industry relationships.

Benefits

We offer generous Paid Time Off, excellent benefits package and a competitive salary. If you want to work in an exciting, fast-paced environment where you can provide meaningful contributions, then we encourage you to apply.

ABOUT DANE STREET:

A fast-paced, Inc. 500 Company with a high-performance culture, is seeking insightful, astute forward-thinking professionals. We process over 200,000 insurance claims annually for leading national and regional Workers Compensation, Disability, Auto and Group Health Carriers, Third-Party Administrators, Managed Care Organizations, Employers and Pharmacy Benefit Managers. We provide customized Independent Medical Exam and Peer Review programs that assist our clients in reaching the appropriate medical determination as part of the claims management process.

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The Director of Group Sales with DoubleTree Crystal City manages and directs sales staff to secure and to establish long-term relationships with clients. Responds to sales inquiries, initiates new sales, prospects and qualifies leads and solicits potential clients, conducts site visits and answers questions, determines rates, prepares proposals, negotiates contracts, services accounts and analyzes lost business for the hotel/s. Develops sales plans and strategies to meet or exceed established revenue and room night goals. Works with various departments to ensure requested services are provided to customers. Interviews, trains, supervises, counsels, schedules and evaluates staff. This Team Member will sell the government market.

We're half a mile south of The Pentagon near I-395. We offer a free shuttle to Reagan National Airport. For trips into Washington, DC. the Pentagon City Metro station is a three-block walk. There are metro stops near Arlington National Cemetery and major DC attractions near the National Mall.
What are we looking for?

Since being founded in 1919, Hilton has been a leader in the hospitality industry. Today, Hilton remains a beacon of innovation, quality, and success. This continued leadership is the result of our Team Members staying true to our Vision, Mission, and Values. Specifically, we look for demonstration of these Values:

* Hospitality - We're passionate about delivering exceptional guest experiences.
* Integrity - We do the right thing, all the time.
* Leadership - We're leaders in our industry and in our communities.
* Teamwork - We're team players in everything we do.
* Ownership - We're the owners of our actions and decisions.
* Now - We operate with a sense of urgency and discipline

In addition, we look for the demonstration of the following key attributes:

* Quality
* Productivity
* Dependability
* Customer Focus
* Adaptability

What will it be like to work for Hilton?

Hilton is the leading global hospitality company, spanning the lodging sector from luxurious full-service hotels and resorts to extended-stay suites and mid-priced hotels. For nearly a century, Hilton has offered business and leisure travelers the finest in accommodations, service, amenities and value. Hilton is dedicated to continuing its tradition of providing exceptional guest experiences across its global brands. Our vision "to fill the earth with the light and warmth of hospitality" unites us as a team to create remarkable hospitality experiences around the world every day. And, our amazing Team Members are at the heart of it all!

Who we are:
We love what we do and what we do is important! We believe that everyone should leave feeling better - this means not just our guests, but also our teammates. Everyone should go home feeling better because they learned something new or had fun working that day. Therefore, we hire unique individuals who work together to create amazing experiences for our guests. We recognize that every member of the team contributes to the success of the whole hotel. No-one is more important than anyone else, and unless we are in it together, we can't create that special experience for our guests.
Your mission:
The Director of Group Sales is the visionary for the rainmakers. Through the usual functions they lead direct sales solicitation, book the most profitable business and exude excellent communication and leadership skills. This is a tall order- we need a vibrant, creative, and passionate individual for the development of business to set the hotel up for success.
Cool under pressure and specializing in problem solving, the Director of Group Sales is a titan of the industry involved in networking organizations and a proud representative of Virgin Hotels. Through their untouched relationships they have a pulse on supply, demand and market fluctuations. The hotel's profitability is top priority as is creating a culture of passion, inclusiveness and teamwork.
What Exactly You Will Be Doing:
In helping you understand your role in working for a world class organization, the following is a list of your essential job responsibilities. Please keep in mind that this list is not all inclusive and that you may be asked to perform other job tasks by your manager not listed below in the constant quest to provide “out of this world” customer service experience for our guests:
Motivate continuously and focus on education. Weekly Virgin Hotels' educational sessions will be created and presented. The team is measured on performance and the Director of Group Sales is to guide and foster them to ensure revenue goals are being met.
Oversee the team is booking the most profitable business (rate, date, space commitments) for guest rooms, event space and encompassing the proper mix of business at the hotel.
Reporting is to be organized in conjunction with Director of Revenue Management. This includes annual and monthly forecast, sales & marketing annual plans and budget, STAR report and analysis. Lead team meetings, Marketing Committee meetings and co-facilitate REVMAX meetings (minutes taken for all). This is done to ensure the team is achieving budgeted revenues and goals and maximizing profitability.
Sales plans by segment including target accounts will be prepared quarterly and continuously reviewed by the team. The Director of Group Sales is to ensure each strategy is being met and/or alternate creative solutions are prepared to increase occupancy and/or rate.
Work closely with Catering on menu pricing, food and beverage minimums and event facility standards. Upselling encouraged and finding ways to drive measurable incremental occupancy/rates are vital.
Coordinate ongoing research of the travel industry to detect market trends. Review monthly reports and sales forecasts to analyze current/potential market and sales trends, coordinate activities to increase revenue and market share and monitor performance to ensure actual sales meet or exceed established revenue plan.
Ensure team has the information, data and tools to successfully carry out job duties.
Encourage and oversee creation of client events, prospecting blitzes and targeted marketing campaigns to showcase the hotel. Attend trade shows and major market events locally and nationally to promote new business and increase sales and marketing opportunities for the hotel. Coordinate and encourage cross-selling to other Virgin Hotels and other Virgin brands.
Lead local marketing efforts to highlight hotel services and amenities. Excel and educate in the Virgin Hotels' tone of voice and style standards. Identify operational challenges that reduce the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department on solutions.
Develop awareness and reputation of the hotel and the brand in the local community. Remember, you are a proud representative of Virgin Hotels and encompass the enthusiasm of the brand. Work closely with key business leaders, officials and representatives of local community (including convention & tourism bureau) to ensure constant high-profile exposure for the hotel.
Manage team's workflow through Delphi system. Communicate with Director of Revenue Management and General Manager to ensure pricing is appropriate and adjust selling strategies as needed.
What Qualities Are We Looking For:
You've got skills? If you can perform the following, then you have come to the right place...
Great team player with the ability create excellent working relationships across the group. Collaborative approach with all departments, particularly food & beverage and of course, the sales & marketing and events team.
Ability to break down barriers and resolving potential conflicts swiftly and effortlessly
Strong communication and presentation skills to all levels of management
Creativity and innovation are essential!
Ability to think outside the box and approach all issues with a completely fresh approach
Ability to anticipate needs and over deliver wherever possible
Candidates must think on their feet and use their initiative to solve problems and deliver solutions
Excellent customer relations, communication, presentation and organization skills of utmost importance
Comply with all safety and health department procedures, as well as, all state and federal liquor laws.
Able to change direction and work on multiple project aspects at once
Enthusiastic, passionate, able to enthuse and motivate others
Leadership ability and behavior consistent with Virgin Hotels Core Values: Fun, innovative, original and personable, and striving to deliver high quality and brilliant customer service
Local market expertise (5 years preferred) and existing key client relationships
Background Must Have:
Current, legal and unrestricted ability to work in the United States
Candidates must have previous hospitality experience. Hospitality could encompass; hotels, bars, restaurants, nightclubs, and other event spaces
Minimum 5 years of previous sales as well as supervisory experience
Ability to clearly and pleasantly communicate in English with clients, guests, vendors, teammates/management, in person, in writing and on the telephone
Proficient computer knowledge.
*Virgin Hotels celebrates diversity and welcomes teammates from all backgrounds. We are proud to be an inclusive and Equal Opportunity Employer*