Director of Sales

Dillard House a Farm Resort; Dillard (GA); On-site; USD 90,000 - 130,000; Full time

Job summary

Dillard House a Mountain Farm Resort in Dillard, GA is seeking a Director of Sales to lead the resort's sales department and collaborate with department heads and the corporate sales and revenue team. The role reports to the Resort Manager and focuses on growing revenues through strategic sales initiatives.

The ideal candidate will oversee planning, budgeting, and execution of sales plans, while guiding the team to achieve quarterly and annual revenue goals.

Qualifications

• College degree preferred.
• High school diploma or GED and three years related experience and/or training; or equivalent combination of education and experience.

Responsibilities

• Assist in annual business and marketing plans and department budgets.
• Develop and execute strategic plans to drive revenues and reach annual goals.
• Set annual and monthly sales objectives aligned with the business plan.
• Develop sales action plans and monitor performance to meet targets.
• Maintain knowledge of industry trends and local market partners (CVBs).
• Lead, train and mentor sales staff, including hiring and evaluations.
• Oversee contracts, billing, and audit guidelines to protect company interests.
• Solicit new business opportunities through calls, presentations, and meetings.
• Build new leads from conferences, groups, tour operators, and associations.
• Coordinate with third-party F&B providers to maximize cross-sell opportunities.
• Attend local trade shows and assist in company-wide marketing initiatives.

Education

College degree preferred

High school diploma or GED with experience

Job description

Job Details

Job Location: Dillard House a Mountain Farm Resort - Dillard, GA 30537

Position Type: Full Time

Company Overview: This one-of-a-kind property is nestled in the picturesque Tennessee River Valley within a two-hour drive north of Atlanta in Rabun County. It will represent tradition with authentically sourced cuisine, numerous outdoor activities and outstanding southern charm and hospitality.

Summary

Director of Sales will lead the resort sales department. This position reports to the Resort Manager and works closely with the resort department heads and corporate sales and revenue team.

Essential Duties and Responsibilities

• Self-starting personality with an even disposition to effectively communicate with guests, team members and community.
• Be familiar with and adhere to Legacy Ventures Service standards as outlined in the Blueprint and other policies / rules of conduct, to include personal appearance / grooming, attendance, and safe / efficient operations.

Planning

• Assist in the production of annual business and marketing plans as well as revenue and sales department expense budgets.
• Develop and execute strategic and promotional plans to drive revenues to reach/exceed annual goals. Plans include strategic initiatives, competitive analysis, insights on new areas of opportunity, staffing, partnerships, evaluation of rates and need periods, etc.
• Establish both annual and monthly sales objectives in coordination with the Company's business plan.
• Develop sales action plans for entire sales team; continuously monitor performance to plan and make effective adjustments in order to meet and exceed targets.
• Keep up-to-date with industry knowledge as well as the competitive positioning of the resort and fully integrate into local CVBs to capitalize business that comes into the local market.
• Develop forecasts and budgets in accordance with prescribed schedule and Company standards that maximize revenues through the most effective mix of business.

Leading / Managing / Follow-up

• Lead, train and mentor sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations.
• Perform as the driver of all revenue and ensure quarterly and annual revenue goals are achieved.
• Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company's strategic goals.
• Monitor and direct sales leads to sales managers. Provide motivation, support, encouragement, and direction to all members of the sales department.
• Maintain efficient sales office procedures for productive use of staff time and ensure the maintenance of accurate and updated account files and follow-up procedures and to ensure the resort is easy for clients to do business with.
• Manage customer contracts to ensure that all contracts are executed according to Company standards, ensuring that standard contract language remains intact and contracts are executed appropriately to protect Company interests.
• Hold sales team accountable to results and celebrate successes.
• Ensure that billing, credit procedures and audit guidelines are followed.

Selling

• Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales and presentations to potential clients in keeping with assigned market segment. Resolicit and retain existing business by maintaining good client relationships and ensuring the resort provides best-in-class meetings experiences. Leverage readerboard and agency subscriptions to identify opportunities.
• Build/Generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to: conventions, corporations, DMCs, tour operators, meeting planners, associations, film companies, political affiliations, SMERF (Social, Military, Educational, Religious and Fraternal) groups, concierges, organizations (i.e. Chamber of Commerce, MPI, etc.) etc.
• Identify and penetrate new accounts.
• Conduct inquiry calls, account maintenance, qualification calls, outside sales calls, site visits, concierge visits, and other sales activities; ensure that these activities are timely updated and logged in the Sales Database.
• Attend local trade-shows, participate in sales blitzes and other off-site sales efforts.
• Participate in executing all company-wide marketing initiatives.

Coordinate with Third Party F&B Provider

• Ensure fair/consistent space release program and rooms space ratios are in place and upheld to maximize revenues.
• Partner with reputable on-site F&B provider for consistent cross-sell and upsell opportunities to maximize both catering and group sales.
• Develop strategic plans and programs that benefit both the resort and the F&B provider and work together to ensure a win-win relationship.

Other duties may be assigned by a supervisor as needed.

Qualifications

Qualification Requirements: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Must have a flexible schedule and ability to workdays, evenings, or nights any day of the week, including weekends and holidays.
• Must have exceptional customer service skills.
• Flexibility to travel locally and/or nationally, potentially including overnight stays.
• Demonstrate ability to perform multiple tasks in a busy environment and remain flexible.
• Ability to work well in a team environment.
• Must possess excellent written, verbal, and organizational skills.
• Computer literacy and financial management a must.

Education and/or Experience: College degree preferred. High school diploma or general education degree (GED) and three years related experience and/or training; or equivalent combination of education and experience.