Director of Group 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

Located in Boston's Back Bay neighborhood, we're a 5-minute walk from Prudential Center and three blocks from Fenway Park - home of the Boston Red Sox. The Charles River, Boston Commons, and many historical and cultural venues are within walking distance. Our hotel also features a fitness center and a Corner Pantry.

It is a thrill to share that the Hilton Boston Back Bay is undergoing a beautiful $40 million dollar transformation to enhance our guests' future stays. In the meantime, while we refresh our spaces, we're also growing our team!

The Director of Group Sales is responsible for growing existing accounts and generating new business to ensure that Room revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. and Lobby Ambassador coverage as required.
• 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.
• Perform other duties as requested by management.
• Supervise, administer and ensure timely completion of all activities of the Group Sales Team.
• Develop a full working knowledge of the operations of the hotel, 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.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set goals
• Coordinate group bookings to maximize profits.
• 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.
• Coordinate all group sales solicitations to maximize overall profits.
• Administer training in the Sales department, according to Highgate Hotel standards.
• Assist in the preparation of required reports in a timely manner.
• Conduct weekly sales meetings according to Highgate Hotel standards.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and food and beverage revenues.
• Motivate and coach all Group Sales department personnel according to Highgate Hotel SOP's.
• Review meeting planner evaluations as received to ensure that any problems are rectified.

• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
• 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.
• Ensure that Group Sales Managers are planning and executing sales trips as outlined.
• Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP's. Ensure that Sales Managers can explain the importance and components of the report.
• Coordinate preparation of the annual revenue budget.
• Responsible in achieving revenue goals for a specific group market segment including the group sales team goals.
• Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.

Education & Experience:

• At least 6 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.
• Supervisory experience required.
• Must have a driver's license in the applicable state.
• Must be proficient in Windows, Company approved spreadsheets and word processing.

Physical requirements:

• Long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.