Director of Leisure Sales

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.

With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.

With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com

The Director of Leisure Sales - will provide sales support in the segments of Leisure and Business Travel Sales supporting the Royal Lahaina Resort. The position is responsible for improving market share as measured through Hoteligence/Agency 360. Responding to global and local business travel RFPs. The position will proactively engage in leisure sales activities to include but not limited to; trade shows, events, joint sales calls and collaboration with wholesale BTM's to generate revenue as measured by wholesale revenue production for the assigned accounts. Conduct reservations training and agency presentations to drive education and awareness. Will execute preferred partnerships with key retail leisure consortia, including Virtuoso, Signature, Travel Leaders, AAA, Ensemble, and others. Key to the success of this position is to build key customer relationships and identify new business opportunities to achieve revenue goals. This position will require a great understanding of market trends, competitive market knowledge and market conditions. Success will be measured by achieving the monthly, quarterly and annual sales target measured by month end reporting, tracking of account and GDS production and leisure group business. The position can be remote in one of our key feeder markets - San Francisco, Los Angeles or Orange County area.

Travel Agency & Business Travel sales. Develop strategic alliances with travel agents, wholesalers, BT & Retail Leisure Consortia, Government Agencies such as SATO, CWT and agencies that specialize in Project Business and Government related travel.
• Account management of current clients & develop new accounts and business opportunities.
• Attend Trade Shows & Events, conduct Sales Calls, on site and online travel events and onsite / online training
• Travel is required.
• Participate in trade shows, seminars, and industry events, as required
• Must be able to work nights and weekends
• Develop a full working knowledge of the operations of the hotels, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company sales policies and SOP's and ensure knowledge of and adherence to those policies by the sales team.
• Meet or exceed set goals.
• Operate the Sales Department within established sales expense budget.
• Initiate and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Meet or exceed sales solicitation call goals as assigned by the Director of Sales & Marketing.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Entertain clients.
• Be responsive to agent needs, issue resolution, and good follow up
• Document all activities via sales reporting tools provided

• Must be able to effectively communicate both verbally and written with all levels of customers, employees and guests in an attentive, friendly, courteous and service-oriented manner.
• Must be effective at listening, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with customers, guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend hotels required meetings and trainings.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Being able to travel up to 60% of the time is crucial for this job Travel by plane and car is required depending on the location of client opportunity. Travel consists of attending sales appointments, meetings, trade shows, FAM trips, supplier functions, company meetings, training functions both in destination and in the territory.
• Customer Service - Knowledge of principles and processes for providing customer service. This includes assessment of customer needs, meeting quality standards for services and evaluation of customer satisfaction
• Analytical Skills: the ability to dissect reporting and take appropriate action to grow revenue. Good grasp of reading reports, understanding data. Knowledge of pivot tables a plus.
• Learning from Past Experience - Understanding the implications of new information for both current and future problem-solving and decision-making
• Excellent communication skills: the ability to write clearly, concisely. Strong verbal skills - the ability to communicate clearly the benefits of our products with the how/why an agency should work with us. Strong listening skills - ask the right questions and hear what is important to an agency.
• Perform other duties as requested by management.
• At least 4 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.
• Must have a driver's license in the applicable state.
• Must be proficient in Windows Office, Word, Power Point, Excel, Sales Management Systems such as Delphi