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Director of Sales

Company: Eaton Hotel
Location: Washington
Posted on: June 25, 2022

Job Description:

Eaton Workshop is a purpose-driven global hospitality company dedicated to shaping a better world based on values of inclusivity, integrity, and imagination and driven by a triple bottom line of people, planet, and profit. Founded by Hong Kong-born Asian-American Katherine Lo in 2018, she started Eaton to reimagine how we could build physical and digital spaces as platforms for creativity and collective change with an eye towards a more fair world. Eaton Workshop's physical and digital spaces are a place for kindred spirits to commune, collaborate, and make an impact. Our properties, Eaton DC in Washington DC and Eaton HK in Hong Kong, champion our brand pillars: Impact (social and environmental impact), Culture (the arts, literature, theater, music), Media (radio, film), Wellness (holistic mind-body-spirit healing), and House (purpose-driven members workspace), as well as beautifully designed, ethical hotel and F&B offerings.

We encourage people from underrepresented groups to apply to work with us at Eaton Workshop - BIPOC, women, LGBTQIA, international citizens, and more. We welcome professionals who strongly believe in our mission and can demonstrate parallel or applicable experience and skills to help us achieve it.

We are looking for people who embody integrity, compassion, humility, an open mind, and a collaborative spirit. We are not looking for people who pursue ego, who put self gain and profit above all else, and who don't truly support our mission. Ultimately, we are looking for people who carry an adaptive growth mindset, can build on their expertise, collaborate across disciplines, and see the higher purpose in going beyond the status quo.

Director of Sales - Eaton DC

The Director of Sales is responsible for conceiving and executing a triple bottom-line Sales strategy for Eaton DC that furthers and drives the mission of Eaton Workshop to support and promote radical, progressive social change for a more just world, while at the same time maximizing business and revenue. Responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and the Sales Administrators in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.

The Director of Sales reports to the Hotel General Manager.


--- Take ownership of mission-driven and purpose-driven Sales strategy which achieves a triple bottom line: for people, planet, and profit.

--- Work innovatively and closely with Brand Pillars team to achieve Pillars goals and overall Eaton Workshop mission while retaining profitability.

--- Operate the Sales Department within established sales expense budget.

--- Work closely with Director of Revenue to layer in business to exceed budgetary goals.

--- Ensure the sales team are penetrating their market segments, obtaining enough current and forward looking business and participating in the appropriate corporate negotiated accounts and groups/citywide as required and coach and discipline if necessary.

--- Direct and manage all group, transient, and catering/banquet sales activities to maximize revenue for the hotel.

--- Oversee Business Travel market by connecting and establishing relationships with Business Travel managers, travel agencies, and all related groups to the travel segment.

--- Actively follow and adapt to the Business Travel and Travel Industry updates to capture business and maximize profits for the hotel.

--- Prepare, implement and compile data for the strategic sales plan, monthly and annual goals, sales and marketing budget, forecasts and other reports as directed/required.

--- Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management.

--- Recruit, direct, manage, train and counsel sales staff. Ensure all hotel policies and local laws are followed.

--- Oversee the sales efforts to ensure there is ample solicitation and prospecting, along with planning ahead to drive business in need periods.

--- Initiate local marketing (i.e. - specific to an account, CCTB, Consortia, etc.).

--- Lead and inspire your team of managers and staff to achieve and ideally, exceed Company and individual targets and goals arising from the company core objectives and budgets.

--- To Ensure appropriate and effective focus on these objectives on a day to day basis, while contributing to the strategic development of the hotel.

--- To be fully accountable for the people, product and profit within the hotel.

--- Liaise with all Department Heads and operating departments to ensure we live up to the service promise to our guests made by the sales team.

--- Lead, develop, motivate and empower employees to deliver operational best practices, identifying opportunities and asking recommendations for improving efficiency and quality of service and operating standards.

--- Participate in sales presentations, property tours and customer meetings.

--- Conduct and attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/ requested.

--- Manage and direct all advertising, public relations and promotional activities.

--- Represent the hotel in community and industry organizations and events.

--- Participate as team player with other key executive members.

--- Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Front Office, Housekeeping and Revenue Management.

--- 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 established goals.

--- Monitor production of all top accounts and evaluate trends within said market. Ensure sales staff is held accountable for those accounts within their respective territories!

--- Coordinate all non-group transient sales and catering solicitations to maximize market mix.

--- Administer training in the Sales department.

--- Conduct weekly sales meetings and daily line ups.

--- Conduct regular business review meetings with Sales and Catering, operations staff and General Manager.

--- Review meeting planner evaluations as received to ensure that any problems are rectified.


The Director of Sales will be responsible for the following Triple Bottom Line Achievements:

--- Financial

--- Social

--- Environmental

--- Team Building

--- Benefit Corporation Compliance

Director of Sales Direct Reports:

-Sales and Senior Sales Managers
-Director of Catering

Keywords: Eaton Hotel, Washington DC , Director of Sales, Executive , Washington, DC

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