Aparium Hotel Group: Headquarters (Corporate) Director Of Sales

HEADQUARTERS (CORPORATE) DIRECTOR OF SALESReports to head of sales and revenue, the position is exempt.WHO YOU AREYou are humble and understand the need to work side by side with others, and you take feedback to make things better seriously.

You are confident in your abilities to be a General (strategic thinker) and a Soldier (tactical doer).

Your experiences have led you to understand that there is an art + science to the how and what a sales leader is responsible for, the passion for understanding and supporting the direction of the business, and the importance of knowing how people drive the success of the company.

You are a leader and mentor who is passionate about sales, collaboration, and communication with the ability to train your team of varying levels to be the very best they can be through instilling a sense of ownership and accountability to all that they do.You are a talented and highly effective sales leader who loves to see your team succeed and surpass all their goals, reaching for new heights at every opportunity.

You enjoy the solidarity of a team and know that everyone plays an important role, no matter their title.

When one of the team members goes down, you are the first to jump in, pick them up, course correct, and elevate them to the best they can be.

You are a trainer and can guide your team through all phases of the sales process.

You know the importance of having a tactical strategy; you can develop a measurable plan to guide and direct sales efforts for all Group, Business Travel, and Banquet and Catering segments.

You thrive on seeking out and understanding how we can continue to steal share from the competition and always seek creative ways to enhance your teams’ sales efforts.

You are attuned to the trends influencing our business and bring forth innovative ideas and solutions that drive customer awareness and business to our hotels, banquet & catering operations, and the brand.

Your experience will drive how you approach this role, but you are always striving to learn more.

You continually find ways to partner with your peers to identify areas of opportunity and have the grit and tenacity to see it through.WHO WE AREHotels Done Differently is not a slogan for us; it’s who we are.

Each hotel in our portfolio is an individual, representing the People, Place, and Character of its community.

Aparium was founded in 2011 for a company that could bring c-suite service and accommodations to underserved yet distinct and important cities while maintaining and celebrating the unadulterated character of each.

Driven by the belief that the poetics of their surroundings should fuel all hospitality experiences, Aparium was born with an intense focus on unearthing the amazing moments unique to every city.

We are a sophisticated hotel brand known for its singular ability to combine the business acumen of large hospitality companies with the charm of boutique hotels, bringing the disparate forces together in bustling, smaller markets.THE ROLEThe Corporate Director of Sales is based in Chicago and will lead the Sales and Catering efforts for Aparium.

The role will lead all strategic sales initiatives by working directly with the National Sales Director and the property Directors of Sales and their teams to achieve topline revenue for all hotels.

This leadership role is not for the faint of heart as it requires a strong and talented sales expert with the tenacity to lead, train and guide the sales teams.

The role requires a leader who can pivot from being the strategic leader of Sales to understanding the day-to-day role of the sales team to support all facets of the role.

You manage dynamic tasks and projects with ease and are skilled in critically evaluating, developing, and evolving strategic plans to maximize sales results.

The role requires a collaborative relationship with the Revenue Management and Marketing team, fostering a shared strategic vision with defined objectives on driving revenues and improving performance for all hotels.

This role offers unlimited paid time off, competitive compensation, and health benefits beginning day one.

If you are known to have the grit associated with an entrepreneurial spirit, we invite you to your next career opportunity.WHAT YOU WILL DOUphold and role model the company’s principles of People, Place, and Character, and ensure your team and peers are also modeling the way of our values that drive collaboration, intuition, and translocal hospitality.Build and maintain a trusting and transparent relationship with all stakeholders, specifically developing rapport and respect with the hotel Directors of Sales and General Managers.Lead and direct the sales and catering teams in developing and executing the sales and marketing plan and refine their revenue forecasting; provide creative strategies to positively influence sales initiatives that drive revenue helping teams achieve their goals.Define how you measure sales efforts outside of topline revenue goals establish KPI’s and goals tied to need periods, prospecting efforts, market share, and system usage.Establish a system for Sales leaders to collaborate and work with their counterparts for knowledge and best practice sharing as a peer resource.Collaborate with the Directors of Sales to craft and establish the annual sales goals, ensuring they are fully understood and implemented in the hotel; collect and maintain proper documentation of incentive worksheets to document achievements, which is best in the market.Collaborate with Corporate Director of Revenue to define the annual budget and sales + marketing plan.

Work with the DOS, General Managers, and Directors of Finance, ensuring the hotels operate within cost constraints and achieves revenue objectives through an optimal mix of business and RevPAR index goals.Collaborate with the Director of Sales to develop an optimal business mix and ensure proper sales resource allocation through strategic deployment for all segments.Establish regular and frequent communication with the property teams.

Carry out property visits as needed to ensure initiatives are executed within the hotel marketing plan; champion the need for thorough and accurate Delphi data entry, activity tracking, and reporting to develop an informative database of business to identify needs, trends, and gaps will create better booking decisions.Review and enhance all existing Sales job descriptions, SOP’s, task lists, and reporting to ensure the hotel DOS has all the resources and guidelines to sell and operate within defined parameters effectively.Direct the reporting and apprising of results against planned objectives; takes appropriate action to ensure sales teams affect need periods and utilize key technology, industry reports brand programs to make strategic selling decisions (e.G., Delphi, Knowland, STR Report, Agency360, etc.).Identify need periods and risk to budget for the portfolio and understand specific hotel segment shortfalls and opportunities.

Collaborate with marketing to strategically implement campaigns and offers to target specific need segments.

Together with marketing track and evaluate results, identify opportunities for improvement of future campaigns.Coach and mentor DOS’s by collaboratively helping them creatively solve problems when challenges arise; ensure the team receives the necessary learning and development to grow within their roles, whether functional training or soft skill development activities.Collaborate with the head of sales and revenue to strategically evolve the sales organization, including tools, programs, structure, deployment, and training to assess strengths and opportunities of the sales + catering teams’ strengths and opportunities and craft necessary training to support growth.Demonstrates a high degree of drive and determination and the willingness to complete tasks and projects as assigned by the head of sales and revenue.WHAT YOU WILL NEEDThe position is based in our Chicago office in the West Loop; a remote position is unavailable.Minimum of Four (4) years as a Regional / Corporate Director of Sales within upscale, lifestyle, or luxury hospitality with multi-property oversightPast Director of Sales experience at the hotel level within upscale, lifestyle, or luxury hospitalityBachelor’s degree in sales, marketing, communications, or hospitality, or seven (7) relevant years of multi-property sales leadershipTravel required 30% of the time, sometimes a little less or little moreExperience of working within a boutique-lifestyle hotel companyMust possess computer skills and detailed knowledge of various programs, including but not limited to a thorough knowledge of Hotel Sales and Catering Systems.

Preferred system knowledge of Delphi FDC.HOW YOU LEADHighly analytical in thought and recommendations; although will never actlike the smartest person in the room, and continually seek out the facts; can express a point of view without it being driven by ego.Engages others in general conversation tactics to build rapport quickly, and can lead and adapt communication and presentation tactics to engage the audience; displays adaptable interpersonal skills for a wide range of audiences and stakeholders.Approaches fact-finding and discovery missions in a collaborative effort; values input and experiences of others create additional insight to uncover deeper issues that need to be addressed or removed as a barrier to implementation.Values the importance of making decisions with integrity, maintaining confidentiality across internal workgroups, knowing how to use discretion when appropriate, understands the difference between transparency and confidentiality.Demonstrates the ability to identify strategic needs yet can be a “soldier” to ensure implementation of a strategic plan is implemented.Passionate in driving results of their effort and others; can influence others totake direction to execute on the strategy through tactical methods; and is comfortable in prioritizing their work and that of others.Support open communication and operates in a circle of trust to encourage exchanging ideas and encouraging our sales + catering teams to be part of the process and sales vision.As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment for all employees to ensure they feel a sense of belonging.

We do not discriminate and believe every individual should be proud of who they are, where they come from, and take pride in who we serve.