Associate Director of Sales

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate's portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry's most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

The Newbury Boston at One Newbury Street, located in the premier shopping and dining neighborhood of Boston's Back Bay is an iconic property originally opened in 1927 as one of the first Ritz-Carlton hotels in the U.S. and most recently was the Taj Boston. The building was recently transformed into a 286-room luxury hotel with 16,000-sq-ft of stunning event spaces, signature dining experiences and a reimagined front entrance on Newbury Street.

The Associate Director of Sales is responsible for leading all sales efforts related to the entertainment, sports, and production segments, while supporting the overall group and business transient sales strategy under the direction of the Director of Sales & Marketing together with the Director of Group Sales. This role is focused on developing and growing relationships with key accounts in the entertainment and sports industries, including film, music, television, professional sports, and related production business. In addition to these verticals, the Director will also manage select markets as needed to support overall revenue goals. The Director will be expected to drive new business, maintain a robust pipeline, and ensure that group room and event revenue targets are met or exceeded. This individual serves as a brand ambassador for The Newbury within high-profile, fast-paced markets, and must ensure that all engagements align with the property's luxury positioning and service standards.

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
• Assist the Director of Sales & Marketing in operating 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
• Administer training in the Sales departments, according to Highgate Hotel standards.
• Assist in the preparation of required reports in a timely manner.
• Assist Director of Sales and Marketing in conducting bi-weekly sales meetings according to Highgate Hotel standards.
• Assist Director of Group Sales in conducing daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet revenues.
• Conduct as needed Group Sales Managers and Sales Coordinators Performance Appraisals according to Highgate Hotel SOP's.
• Motivate, coach, counsel and discipline as needed Sales Managers and Sales Coordinators 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
• Develop strategies with Director of Group Sales to increase share from competitors when the hotel revenue penetration goals are not being met.
• Use your property's Delphi FDC 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 in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
• Coordinate with the Director of Group Sales the preparation of the annual revenue budget.
• Coordinate and direct with the Director of Group Sales the preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
• Meet and greet onsite contacts.
• Develop networking opportunities through active participation in community and professional associations activities and events
• Entertain clients.

Education & Experience:

• At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 4 years of related experience; or a 2-year college degree and at least 6 years of hotel sales experience.
• 3 years of Supervisory experience required.
• Must have a driver's license in the applicable state.
• Must be proficient in Microsoft Suite Programs and Delphi FDC.

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.

General Requirements:

• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, 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 guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel 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.
• 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.