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Job Details


Requisition Number 18-0141
Post Date 9/6/2018
Title Vice President of Sales
Property Name Corporate - NY
City New York
State NY
Part Time No
Shift M-F
Description Position Summary: Through alignment of Denihan’s strategic vision manages the sales process generating maximum revenue for our hotels. Creates win/win decisions for Denihan and our customers through the clear direction of the Sales force.

Major Duties and Responsibilities:
• Provides an issue free work environment for the department through motivation, support, empowerment and development for all Sales personnel.
• Proactively strives to build positive working relationships with Sales and Operations through teamwork and clear communication resulting in win/win decisions.
• Ensures that all Sales decisions and resulting actions are aligned with Denihan’s policy of 100% guest satisfaction producing a high level of service.
• Directs the comprehensive sales effort for Denihan by providing creative and effective leadership to the Sales force.
- Analysis of market segmentation to ensure penetration and proper utilization of sales resources
- Securing sources of new business as well as maintaining existing accounts
- Separates the function of selling vs. servicing through the Coordinator and Group Department positions
- Accomplishing strategic and marketing objectives which create win/win results for Denihan and our customers
- Proactively improving the sales function through initiative
- Effective operation of the Reservation Sales Center (RSC)
- Positive relationships with Operations through regular attendance of meetings
Requirements Leadership Skill Requirements:
Consistently demonstrates our established Leadership Competencies:
• Vision and Strategic Leadership
• Change Leadership
• Customer Satisfaction and Quality Leadership
• Learning and Development Passion
• Teaming
• Communication
• Associate Satisfaction Leadership

Technical Skill Requirements:
• Able to create, implement and analyze manual and automated sales reports
• Comprehensive knowledge of all market segments
• Comprehensive knowledge of Sales management strategies and techniques
• Comprehensive knowledge of technical and managerial applications of PMS, Delphi and appropriate PC applications
• Excellent working knowledge of reservations sales process
• Excellent working knowledge of national sales process
• Familiar with legal and contractual agreements
• Able to develop and manage budgets and forecasts
• Able to develop and deliver effective training
• Operational knowledge and/or appreciation of operations challenges for hotels
• Operational knowledge of the RSC
• Analytical approach to problem solving
• Knowledge of advertising and marketing functions
• Comprehensive knowledge of Top Accounts for each hotel within Denihan’s portfolio
• Comprehensive knowledge of NYC markets and trends
• Participates in the creation of Denihan’s rate structure
• Able to coordinate and participate in sales related events, receptions, family trips, trade shows etc.

Other Skill Requirements:
• Builds positive relationships between Sales, Corporate departments and Operations
• Leads by example
• Provides constructive and consistent coaching, counseling and direction to Sales personnel
• Actively supports the selection, development, training, mentoring and empowerment of Sales personnel
• Knows how and when to impose deadlines, delegate tasks and hold staff accountable
• Manages the Quality process in areas of customer service and associate guest satisfaction
• Motivates and provides a work environment in which staff are productive and compensated fairly
• Demonstrates self confidence, energy and enthusiasm through actions
• Presents ideas, expectations and information in a concise, well organized way
• Uses effective listening skills as a basis for clear communication
• Manages group or interpersonal conflict situations effectively
• Understands how to manage in a culturally diverse work environment
• Uses problem solving methodology for decision making and follow-up
• Has personal integrity
• Manages time well, correctly prioritizes tasks; is flexible
• Provides appropriate recognition and incentives to motivate Sales personnel producing win/win results
• Effectively interprets, analyzes and manages data to accomplish strategic objectives as defined by our vision and internal customers
• Able to negotiate and create win-win situations with our clients

Experience and Qualifications:
Essential:
• Proven team leader with a high level of energy and motivation. Results orientated with an emphasis on both individual and team accountability. Has the ability to manage a diverse work force. Direct experience in hotel Sales at the Director of Marketing and Sales or General Manager level preferred.
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