Sales & Marketing | Director of Group Sales

Overview

"IF YOU CREATE THE STAGE SETTING AND IT IS GRAND, EVERYONE WHO ENTERS WILL PLAY THEIR PART." - Morris Lapidus A spectacular blend of Golden Era glamour and modern luxury, Fontainebleau today reinvents the original vision of legendary architect Morris Lapidus - a stage where everyone plays their unique part. At Fontainebleau, striking design, contemporary art, music, fashion and technology merge into a vibrant new kind of guest experience. Guests are invited to enter a world where they are free to play, shop, dine, spa, meet or simply relax - however they define a perfect day. Situated on oceanfront Collins Avenue in the heart of Millionaire's Row, Fontainebleau Miami Beach is one of the most historically and architecturally significant hotels on Miami Beach. Opened in 1954 and designed by Morris Lapidus, it was the most luxurious hotel on Miami Beach, and is thought to be the most significant building of Lapidus' career.

Responsibilities

The Director of Group Sales is responsible for mentoring and developing strong Group Sales Managers to ensure our group market segment performace is performing at expected levels.  This position will work closely with the Group Sales Team to develop new accounts, grow market share, and support managing key accounts to maximize the profitibility of this most important segment to our overall business.

 

The Director of Group Sales manages the daily sales efforts of the team and supports the Vice President of Sales in achieving hotel goals.

 

Examples of Duties, includes but is not limited to the following: 

Responsible for total group room night production, banquet food and beverage, and ancillary group revenues.

Implementation and accountability to an individual and team market performance to meet and exceed team goals.

Strategies will include further development of individual and team through increasing market share through pricing, solicitation, direct sales, marketing, and public relations.

Assist the solicitation efforts of the sales team through effectively qualifying business that meets the Fontainebleau group business parameters.

Will assist VP of Sales in recruiting, interviewing, hiring, and development of staff.

Recommend performance evaluations, resolve problems, provide open communication, and recommend discipline and/or termination when appropriate.

Coordinate ongoing research of the Meetings industry to anticipate market trends and related information for development of new marketing strategies. Make reasonable recommendations to improve potential from various markets.

Initiate preparation of group sales business plan and execute plans as outlined, critically examining and adjusting as deemed necessary by current market trends and conditions.

Organize and/or attend scheduled sales department, executive committee, asset/owner's meering and other related meetings as requested by VP of Sales.

Assist and execute site inspections of the hotel.

Conduct weekly and monthly Sales Strategy Meetings with group sales team to review:

Booking Funnel, Prospects and Tentative, MBL (Must Book List)

Overcoming Customer Objections

Closing business opportunities

Account awareness initiatives

Attend various domestic and international trade shows representing Fontainebleau and its group sales efforts.

Other duties as assigned by the VP of Sales

Qualifications

• This position requires excellent communication skills, both verbal and written.
• Position requires excellence in public speaking to a large audience, effectively selling the asset in a very fast paced environment
• Proficiency in Delphi, Social Tables, and Microsoft Outlook, Word, Excel
• Knowledge of computer accounting programs, math skills, as well as budgetary analysis capabilites required. - Ability to report on Group pace, Group Production, To be booked reports, Reach analysis.
• Preparation of Group Sales Marketing plan as part of overall Fontainebleau Marketing Plan.  
• Extensive knowledge of sales skills, revenue management, recruitment, supervision, training, and motivation of managers and administative support team.
• Bachelor's degree and combination of 10 years relevant education and group sales experience required in a large group volume hotel/resort.
• Graduate degree, e.g., MBA or related degree preferred.