Director of Sales – Kona Village | Rose Wood

December 12, 2023

Job Description

Overview/Job Summary
Target, solicit and cultivate business within the group and leisure market segments, as well as all event sales, with efforts directed toward securing need period production and revenue generation, as well as securing ancillary revenues.
Essential Duties and Responsibilities – (Key Activities)
  • Solicit new and develop existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication.
  • Prepare correspondence to customers, internal booking reports and file maintenance.
  • Participate in scheduled sales meetings, pre-event meetings, training and other sales strategy related meetings as required.
  • Develop & maintain knowledge of market trends, competition and customers.
  • Professionally represent the hotel in community and industry organizations and events.
  • Responsible for the entire sales/event effort for the department.  This entails the group and leisure Sales Managers, group and leisure Sales Assistant and Event Sales team to achieve budgeted room night and revenue goals.
  • Proactively manage, qualify, and solicit all existing and new group and leisure accounts in assigned territory.  Manage the preparation of proposals and contracts for the group and leisure segment.  Responsible for ensuring the closing of the sale, the collection of deposits, and prepayment of assigned accounts.
  • Maintain and further develop of customer database.  Ensure that accounts are rated according to Rosewood Hotels & Resorts coding system.
  • Create “Need Period” database for traditional low occupancy dates.  Develop promotions and sales campaigns for implementation in the group/leisure and event sales market segments.
  • Responsible for the group room control in order to manage room availability, room allotments, and rate guidelines.  Maximize yield in the group segment to compliment the leisure market segment.
  • Contribute to the annual marketing plans and budget process.   Review goals and action plan on a scheduled basis.   Maintain expenses within the budgeted guidelines.
  • Maintain a respectful working relationship with on-property colleagues and facilitate flow of communication.
  • Develop new marketing tools/collateral for the group/leisure/event sales market segment.  Coordinate and monitor scheduled direct mail efforts.
  • Conduct sales calls on key accounts.  Organize sales blitzes in assigned territory with Global Sales Office and sister properties.  Solicit, organize, and participate in familiarization trips from key client base.
  • Represent hotels at appropriate travel industry trade shows and conferences.  Identify and participate in appropriate networking channels and action plans to maximize exposure/opportunity for Kona Village, A Rosewood Resort (i.e. Airlines, Visitor & Convention Bureaus and Destination Management Companies).
  • Maintain knowledge of all Rosewood Hotels & Resorts to facilitate cross selling.  Build relationship with sales counterparts from Global Sales Office and sister hotels to relay leads and requests.  Communicate need period dates and respond promptly to all leads.
  • Prepare and submit timely monthly reports to Director of Sales & Marketing.  Recognize and include communication of market trends and competitive intelligence.
  • Attend sales meetings and leadership training sessions as required.
  • All other duties as required.
Required Skills
  • Requires good communication skills, both verbal and written.
  • Knowledge of all departments of the resort.
  • Ability to communicate customer needs and resolve complaints independently.
  • Ability to establish, monitor and achieve goals.
  • Ability to identify and develop accounts.
  • Ability to act independently with minimal or no supervision.
  • Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel, Opera, and Delphi.
  • Math skills, as well as budgetary analysis capabilities required.
General Skills
  • Perform job functions with attention to detail, speed and accuracy
  • Prioritize, organize and follow-up on all actions
  • Be a clear thinker, remaining calm and resolving problems using good judgment
  • Follow directions thoroughly
  • Understand guest service needs
  • Work cohesively with co-workers as part of a team
  • Work with minimal supervision
  • Maintain confidentiality of guest and client information and pertinent hotel data.
 Technical Skills
  • Strong written and verbal communication skills
  • Exceptional interpersonal skills – able to represent the property in the community
  • Ability to prioritize and organize work assignments
  • Affinity for detail
  • Ability to meet deadlines
  • Revenue/Yield management skills
  • Business acumen
  • Required to speak, read and write English
Physical Requirements
  • Must be able to endure various physical movements throughout the work areas, reach up and down, remain stationary at times throughout work periods, lift up to 20 pounds, and satisfactorily communicate with guests and co-workers to their understanding.
  • While this job description is intended to be an accurate reflection of the duties involved in this position, the company reserves the right to add, remove or alter duties when business need dictates.
  • Bachelor’s Degree or an equivalent combination of international degree in Hotel Management or Marketing and progressive work-related experience.
  • Minimum of 5 years hotel sales experience – luxury brand preferred