Buffalo Lodging Associates

  • Director of Sales

    Location US-MA-Canton
    Job ID
    Location Name
    Homewood Suites Canton
  • Overview

    General Summary:


    Primary function is outside sales calls.  Responsible for revenue production of the hotel, meeting or exceeding planned revenue objectives for RevPar, occupancy and average daily rate (ADR). Must utilize a hands on approach to be actively involved on a daily basis in securing qualifying and follow-up on leads to book clients.


    Principal Responsibilities:


    • Actively sells room nights through public relations, advertising, sales blitzes, direct mail campaigns and other promotional programs.
    • Effectively analyzes the strength and weaknesses of all hotels in the competitive set and develops marketing strategies to counteract their success.
    • Develops and maintains sales and marketing plan and sales budget with the General Manager ensuring maximization of room revenue during forecasted low occupancy periods.
    • Forecast occupancy fluctuations and direct selling activities to maximize revenues.


    Job Duties:


    • Problem Solving- Identifies and resolves problems in a timely manner. Develops alternative solutions, uses reason at all times.  Makes timely decisions while exhibiting sound judgment.  Includes appropriate people in decision making process.
    • Project Management – Organize, maintain and track sales data using sales pro or provided sales tracking software.  Prepares weekly, monthly and annual sales reports as required.
    • Customer Service –Manages difficult or emotional customer situations. Responds promptly to customer needs, requests for service and assistance.
    • Communication - Demonstrates group presentation skills. Speaks clearly and persuasively in positive or negative situations. Writes clearly, and has the ability to read and interpret written information. Communicates change effectively.  Identifies and maintains constant communication with hotels key accounts.   Establishes lists of top accounts and top target accounts maintaining communications on a monthly basis with them.
    • Team Work – Exhibits objectivity and openness to the views of others and contributes to building a positive team spirit. Upholds organizational values, treats people with respect and promotes a harassment free environment.  Works closely with company revenue manager to maximize revenue results.  Works as a manager on duty as assigned by the General Manager. Works with Marketing team on a regular basis.
    • Quality Management – Aligns work with strategic goals, looking for ways to improve and promote quality while demonstrating accuracy and thoroughness.  Strives to increase productivity.
    • Adaptability – Able to deal with frequent change, delays or unexpected events, changing approach or method to best fit a situation.
    • Initiative - Take independent actions and calculated risks, meets challenges with resourcefulness, generates suggestion for improving work and takes responsibility for own actions. Delegates work assignments, sets expectations and monitors delegated activities.  Schedule and track all sales appointments ensuring the required amount of sales calls are achieved.  Actively sell to in-house guests.
    • People Management – Develops subordinates skills and encourages growth. Manages difficult or emotional employee situations.  Provides sales training to staff of hotel as applicable.
    • Compliance - Maintains confidentiality.  Ensures adherence to the rules, regulations, policies, procedures and the pricing and marketing philosophy as set forth by the company and hotel brand.  Follows up on franchise RFP programs as required by brand.
    • Business Acumen – Must achieve occupancy and rate index as outlined by Buffalo Lodging.  Achieve or exceed occupancy, rate and RevPar as outlined in property budget. Leads and directs sales efforts of hotel.  Understands business implications of decisions, aligns work with strategic goals. Accurately forecast occupancy changes based on the changing market conditions. Analyzes revenue management strategy using such tool s as Star reports, demand analysis and applicable front office systems.  Knows the principle competition for each market segment.   Reports and follows up on LNR productions.




    A Bachelor’s degree (B.A) from a four year college or university; or two to four years related management or comparable experience is strongly preferred.  Familiarity with analyzing profit and loss statements and other financial data is essential.   Ability to develop an understanding of concepts, practices, pre-established guidelines and procedures used by the company in relation to guest service is necessary.  Computer knowledge including

    intranet, Property management system, WORD, and EXCEL is strongly preferred.   Must have valid drivers license, and acceptable driving history subject to company approval.




    At Buffalo Lodging, we are committed to keeping our most important assets – our employees – healthy, happy and productive. To achieve this, we offer a comprehensive benefits package to full time employees that includes the following:

    • Medical & Dental Insurance
    • 401(k) savings plan
    • Life Insurance
    • Supplemental Life Insurance
    • Flexible Spending Plans
    • Short Term Disability Insurance
    • Employee Assistance Programs




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