Director of Sales and Marketing

Job Summary

This position is responsible for the creation and maintenance of a hotel-wide sales culture contributing to the top-line growth of the property and is an integral part of the hotel's relationship with the community. Through leadership of the sales and event services teams, the Director establishes standards of performance, and acquisition of business and helps set pricing levels to exceed the budgeted goals of the property. As the marketing leader for the property, the Director leads the development of the annual marketing strategic plan and partners with other departments to ensure the positioning of the property is maintained, and exposure and awareness is continually improved in the local and regional markets.

Complies with all guest service basics, such as uniforms, name tags, and proper guest greetings. Knowledgeable about hotel facilities and services to assist guests as appropriate. Ensures all communication containing Company, hotel, brand, and guest information is consistent with privacy policies, practices, and regulations. Strive to exceed guest expectations with quality and timely service in a pleasant and friendly manner.

Essential Duties & Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Effectively lead staff through respectful communications, clear expectations, relevant training, productive coaching, holding regular team meetings, and appropriate performance management.
• Be the leader of hotel top-line operations creating a culture of engagement through establishing expectations and personal accountability.
• Direct and supervise activities of sales and event services teams and direct marketing operations.
• Seek out and cultivate partnerships with local industry pillar businesses to strengthen the relationship, identify new revenue opportunities and create a positive position within the local and regional community.
• Establish service and performance standards for sales and event services and outline the level of service delivery for banquet and catering events.
• Work with the General Manager and Director of Revenue / Reservations to establish group and transient sales guidelines, create and promote packages, develop strategies for special events and establish rate guidelines.
• Prospect & develop new accounts in the local and Boston markets and maintain current local client base through outside sales efforts.
• Actively participate in community and trade organizations to maintain and increase brand awareness.
• Attend trade shows and local marketing events as needed.
• Prepare and analyze monthly forecasting for all rooms, F&B, and rental revenues.
• Work with accounting to reconcile aged receivable accounts when needed.
• Set and track revenue / booking goals for all group and catering segments.
• Establish sales parameters, including room to space ratios, to optimize total revenue.
• Work with the General Manager and Director of Revenue / Reservations to set standards and goals for business transient market to optimize occupancy levels.
• Review and analyze competition and customer needs to competitively position the property.
• Produce monthly sales-related reports.
• Negotiate guest room rates and / or hotel services within approved booking guidelines.
• Produce / review sales contracts as needed.
• Work closely with other hotel departments to facilitate services agreed upon by the sales office and prospective clients.
• Arrange and conduct special events, site inspections, and off-site presentations for potential clients.
• Participate in appropriate organizations, networking events and attend trade shows per market segment.
• Maintain knowledge and compliance with departmental policies, service procedures, and standards.
• Work as a team member to ensure our guests have the best possible experience.
• Understand the company's emergency procedures and be able to apply them when necessary.
• Attend departmental meetings and training sessions when necessary.
• Delegate work as appropriate, clearly stating objectives and timeline requirements.
• Responsible management of department budgets.
• Work collaboratively with others to analyze and improve work processes.
• Positive interaction with all levels of management and vendors.
• Brings issues to the attention of the supervisor and / or Human Resources as necessary.
• Other duties as assigned by the General Manager.

Skills Required

The Company may consider an equivalent combination of acceptable education and experience, providing the knowledge, skills, and abilities cited below.

Education and Experience : High school education plus schooling in hospitality management, business, or related experience. Two or more years of related experience. Familiarity with hospitality industry practices preferred.

Skills and Abilities : Professional appearance. Knowledge of hotel and food & beverage operations. Strong knowledge of hotel financial accounting requirements for departmental budgeting and tracking. Excellent written and verbal communication skills. Organized and detail-oriented with excellent time management and interpersonal skills. Ability to work efficiently in high-pressure situations while maintaining composure. Technical knowledge and competency in necessary systems and software : Outlook, Word, Excel, Delphi, Infor.

Working Conditions & Physical Effort

While performing job duties, the associate speaks, listens, completes documents, processes requests, and operates office equipment such as a telephone, calculator, computer, copier, and fax. Physical requirements include extended periods of standing and / or walking, bending, reaching, pulling, pushing, kneeling, and lifting up to 50 pounds. The job requires close vision with or without corrective lenses.

Expected Conduct