Annual Salary: $115,000 - $120,000

SUMMARY:
The Director of Sales and Marketing at Juniper Preserve oversees all group sales efforts, events, resort reservations, owners services, resort and club promotional, marketing and PR to maximize revenue and profitability for the facility, and deliver outstanding quality service for customers. This position sits on the Resort’s Executive Team and reports directly to the Resort’s General Manager.

ESSENTIAL DUTIES AND RESPONSIBILITIES

SALES

Directs and manages all group, leisure, catering, banquet, recreation, and reservations sales activities to maximize revenue for the resort.
  Regional and local sales campaigns including but not limited to cold calling, networking and regional sales trips to drive top line revenue and maximize company profitability.
  Prepares, implements, and compiles data for various reports such as annual sales plan, monthly sales report, annual goals, sales budget, forecasts, etc.
  Develops rates, group ceilings, and deployment strategies through review of competitive data, demand analysis, and mix management.
  Actively participates in sales presentations, property tours, and customer meetings.
  Conducts outreach programs for wedding sales, social sales, and golf sales.
  Administers ongoing sales training programs.
  Implements policies and procedures for the Sales department, including compliance of all company standards relating to quality of products and services.
  Develops, implements and delivers an annual sales plan to maximize resort revenue.
 

EVENTS

Develop and implement a comprehensive events strategy that aligns with organizational objectives.
  Create annual event calendars and manage budgets for event programming.
  Identify market trends to innovate and enhance event offerings.
  Lead, mentor, and inspire a team of event professionals, fostering a culture of collaboration and excellence.
  Conduct regular performance evaluations and provide training opportunities to enhance team skills.
  Manage budgets for all events, ensuring profitability and adherence to financial goals.
  Monitor expenses, track revenue, and provide detailed reports on event performance.
  Identify opportunities for cost-saving measures without compromising quality.
 

RESERVATIONS

Conducts various sales meetings such as staff, daily business review, weekly strategic reservations, monthly revenue recap, forecast, budget management and yield management.
  Monitors business volume forecast and plans accordingly in areas of manpower, productivity, costs, and other expenses.
  Oversees resort reservations, pricing, and package creation.
  Manages and monitors all reservations including inhouse and third party partners.
 

MARKETING

Manages, directs and uses critical thinking skills to drive revenue through marketing, PR and promotional campaigns.
  Manages the relationships, work flow and direction for any third party partners, agencies and or consultants.
  Directs, oversees the administration for member and resort communication.
  Facilitates Resort & Club strategic initiatives for all PR and promotional programs to drive sales.
  When appropriate, will work with the General Manager and Marketing on strategic initiatives being performed by agencies and or consultants.
 

OWNER SERVICES

Manages, directs and monitors all rental program contracts, statistics and rental program sales
  Manages and directs any rental program sales process
  Overseas and manages any owner services functions that are offered to homeowners with the community.
  Further develop owner service programs and opportunities to drive ancillary sales to the resort
  Develops and administers process, SOP’s and business volume reports in accordance with owner service production.
 

GENERAL

Implements policies and procedures for the Sales Department, including compliance of all company standards and communication relating to SOP’s, services and programs.
  Monitors business volume forecast and plans accordingly in areas of manpower, productivity, costs and other expenses.
  Conducts, at a minimum, a weekly sales meeting and a monthly departmental communications meeting with subordinates.
  Incorporates safe work practices in job performance.
  Regular and reliable attendance.
  Ensure proper and ethical procurement of products and vendors who provide not only the best pricing options, but also meet the service standards and products in line with the business requirements. In addition, the benefit of any acquired rebates, incentives, discounts, etc. are intended purely for the benefit of the company, not the personal gain of the manager. At no time is a quid quo pro agreement to be made, nor any promise of future services based on current discounting without prior approval of the General Manager
  Maintains a professional standard at Juniper Preserve including, but not limited to, appearance, interaction with members, associates, guests of the club, verbal discussions and written correspondence. Does not discuss work related issues with members and resort guests.
Maintains positive attitude and the flexibility to take on new and different tasks as assigned by the General Manager.
 

SUPERVISORY RESPONSIBILITIES

Oversee day to day operations of Sales staff and the department as a whole.
  Responsible for interviewing, hiring, training, planning, assigning, and directing work, evaluating performance, rewarding, and disciplining associates; addressing complaints and resolving problems.
  Manages department members that may include, but is not limited to: Reservations, Marketing, Sales and owner services.
 

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
 

Required

Sales experience in a dynamic resort or hotel setting
  Experience in Group Sales, Events, Vacation Rental Sales and FIT Sales
  Oversight of Resort & Club Marketing and PR
  Forecasting experience.
  Presentation skills, direct selling and property tours that may require day travel.
  Experience in team management
  Strong data analysis skills
  Knowledge of Microsoft Office, Delphi, STR, AIRDNA & Google applications.
 

Desirable

College education in the hospitality field or a combination of education and previous hospitality experience.
  Revenue management and yield management 10 years
  10 years of experience in Sales & Marketing
  Knowledge of SMS & IDEAS
  Has previous experience in Owner Services and HOA Services
  Experience in Banqueting & Event Planning
  Experience in Resort Wellness
 

SKILLS

Ability to read and speak English may be required in order to perform the duties of the job (e.g. the associates may be required to communicate with English speaking customers or co-workers, the manuals for the equipment the associates may use are in English).
  Good writing skills, as is a demonstrated knowledge of and success in sales. The position requires a person who can prepare and deliver effective oral presentations with the ability to effectively present information and respond to questions from groups of managers, clients, members, and the general public.
  Excellent organizational and communication skills.
  Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals
  Ability to compute rate, ratio, and percentages.
  Ability to define problems, collect data, establish facts, and draw valid conclusions.
  Ability to interpret a variety of job related instruction manuals.
 

TRAVEL REQUIREMENTS

Local travel will be required often. Regional travel for sales purposes may be occasionally required.
 

PHYSICAL DEMANDS

Frequent or occasional need to perform the following physical activities: reaching, bending, pushing, pulling, twisting, lifting, and climbing. Have frequent need to perform standing and walking activities related to inspecting property.
  Constant need to perform the following physical activities: grasping, turning, finger dexterity.
  Occasionally will need to stand for long periods of time.
  Lifting/carrying up to 10 lbs. frequently and 25 lbs. occasionally.
  Vision requirements: constant need to view small print. Frequent need to see small details and things clearly beyond arms’ reach.
  Hearing requirements: constant need to speak on telephone and/or two-way radio, respond to the general public and converse with staff. Ability to hear fire alarms and emergency equipment.