Director Sales & Marketing

Job Summary

The Director of Sales and Marketing has direct oversight of the sales and marketing operations of the hotel. Responsibilities include sales, marketing, events, budget/P&L, revenue forecasting, advertising, marketing, developing and writing business plans, managing sales, catering and convention services managers, and ownership meetings. This role also leads the development and implementation of strategies in all sales, catering and marketing channels to achieve hotel’s revenue goals and increase market share performance.

Essential Job Functions

• Generate, achieve, and develop targeted group room sales volume, reflecting budgeted levels of revenue generation and profitability.
• Excel at proactive selling. Target key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identify, qualify, and solicit new business to achieve personal and hotel revenue goals. Focus on accounts with larger potential sales revenue.
• Consistently meet/exceed personal room night and revenue production goals.
• Complete Group Sales components of Marketing Plans (updated quarterly) including strategic action plans for all relevant market segments, booking channels and revenue streams.
• Set Group Sales & Marketing goals and objectives, utilizing goal setting models and market knowledge to ensure the Sales Managers are effectively deployed to maximize productivity and revenue opportunities for the hotels.
• Establish group booking guidelines based on historical data and forecasts to maximize revenue per group room night.
• Prepare and present Group information for property reviews with owner representatives and corporate executives.
• Review production and pace reports and reforecasts 30/60/90-Day Budget with Director of Revenue Management.
• Administer Sales Department expenses.
• Lead Tentative Meetings and develop action plans to improve booking pace and productivity.
• Evaluate new and incremental business opportunities/promotions to maximize revenue for the hotels.
• Complete Group Sales Activity Critiques (weekly/monthly/quarterly) with information that explains the Group Sales productivity, provide insights into opportunities and threats, and update the stakeholders with market news.
• Conduct disciplinary action as required.
• Ensures a high level of customer satisfaction and builds long terms mutually beneficial customer relationships to support future revenue growth.
• Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event.
• Greet customer during the event. Be available to solve problems and/or suggest alternatives to previous arrangements.
• Display leadership in hospitality and ensure consistent, high level service throughout all phases of hotel events. Ensure products and services sold to the Event Planners meet or exceed their expectations, create loyalty that leads to increased market share.
• Reviews Guest Service Results with leaders. Participates in the development and implementation of corrective action plans.
• Approve Group bookings to ensure Sales Managers are maximizing revenue opportunities without displacing transient business.
• Administer Delphi Rate guidelines and “Need Dates”.
• Approve Catering space releases in accordance with the stated policies.
• Administer Lost Business Reports and Reader board Surveys.
• Develop strategic action plans and establish “Measuring Sticks” with each Sales Manager.
• Review Group Sales attrition, cancellation charges, and adjustments.
• Submit Group Sales incentive program results.
• Complete ROIs on new projects/ expenditures not forecasted.
• Audit Delphi and creates follow-up action plans as needed.

Knowledge, Skills, Abilities

• Must possess a bachelor's degree in hotel management or culinary arts or the equivalent experience.
• Must possess a minimum of 5 years of hotel sales experience.
• Must possess the ability to effectively interact with people of diverse socioeconomic, cultural, ability, and ethnic backgrounds.
• Must possess a proven track record of a consistent ability to exceed sales goals.
• Must possess aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.
• Must possess excellent verbal and written communication skills.
• Must possess strong knowledge of Microsoft Office suites, especially excel, and other hotel property sales and property management systems such as Delphi, Salesforce, Opera, etc.
• Must possess the ability to work nights and weekends when necessary, based on business and staffing needs.
• Knowledge of overall hotel operations.

Physical Requirements

• Must be capable of frequent walking, standing, sitting, hearing, talking, smiling.
• Must be able to use a computer.
• Must be capable of lifting, pushing and pulling of objects weighing up to thirty (30) pounds.
• Must possess the ability to work holidays, weekends and evenings as required to service groups.

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future.

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