The Hilton Washington DC National Mall, opening in Spring 2018, is currently seeking a Director of Sales & Marketing to join their team! The Hilton Washington DC has an unrivaled location near the U.S. National Mall. This is an exciting opportunity for an experienced DC Sales Hotelier. The ideal candidate will have hotel opening experience and experience as a Director of Sales & Marketing.
For the Director of Sales & Marketing, the emphasis is on attaining the hotel goals of maximum revenue and profit in rooms and food & beverage while providing the guest with the highest level of quality service. The DOSM develops marketing plans, sales quotas and forecasts. Also, solicits and services business in the hotel in accordance with the marketing plan and assigned market segments. Generates a high profile and quality perception in the marketplace. As the DOSM during the hotel opening, the DOSM will engage and drive the public relations while optimizing revenues.
- Develop pricing and market strategies with the General Manager and Revenue Manager, constant monitoring of competition and marketplace in general; must be prepared and able to react under fluctuating market conditions.
- Prepare and execute annual marketing plan, promotion and advertising plans covering sales, food and beverage events, hotel promotions, media relations as well as participating in multiple property campaigns.
- Design plans and materials for promotions and public relations.
- Set, meet and/or exceed revenues, booking goals and within budgeted costs and revenue on a monthly average with the liberty to negotiate as needed on individual functions (within established limits) yet maintaining the overall revenue goals.
- Drive proactive efforts for sales and catering team to obtain our fair share of revenue in the marketplace.
- Responsible for prompt handling (within the business day) of inquiry calls and monitoring the efficient flow of paperwork relative to confirming function details to the client.
- Solicit new and repeat guest room and meeting business. Maintain client base of key accounts and conventions.
- Determine the guest’s needs, space availability, and meeting details.
- Compiles lists of prospective clients for use as sales leads based on information from newspapers, business directories and other sources.
- Make outside sales calls and telemarket to obtain business. Also utilize site inspections and on-site luncheons to book business.
- Monitor pricing, service levels, facilities and function activities at competitive facilities to ensure the Hotel remains in a competitive position.
- Evaluate a potential piece of business for profitability and overall benefit to the Hotel.
- Have acquired knowledge with the ability to upsell clients, while promoting a level of service parallel to the luxury stature of the facility.
- Complete coordination of the sales group functions; accurate and timely preparation of detailed sales proposals, contracts and group resumes as necessary to ensure a common quality understanding of what the client is to receive in terms of products and services. Review function contracts prior to distribution to client and hotel staff.
- Follows up on the progress of groups booked, such as room night pick up, rooming lists, cut off dates,
- Generate follow up efforts to clients after functions with prompt follow up of negative client feedback as necessary.
- Follow up on bookings and solicit repeat business.
- Represent hotel in community affairs and industry related events.
- Prepares periodic sales reports.
- Understand and prepare, as needed, weekly activity report to include all financial booking performance and personal call reports for active solicitation performed.
- Hold a daily business review meeting with staff prior to starting the day reporting to stations.
- Be prepared for each daily activity and review any variations with management and staff.
- Work shifts are covered with adequate staff, ensure correct staffing during peak periods and high occupancy.
- Work in conjunction and communicate daily with department managers and MOD to assure consistency and pass on pertinent information.
- Consistently monitor the performance of associates on an on-going basis and provide feedback. Reward, discipline and document associate performance and provide timely counseling. Address associate complaints and resolve problems.
- Supervise the staff and handle any associate situation.
- Hire qualified, goal and service oriented individuals and develop these individuals with clear guidelines to associates.
- Ensure staff is properly groomed and uniformed at all times.
- Ensure work area cleanliness is maintained at all times.
- Maintain efficiency in the operation of the staff in a high standard of quality of service and courtesy, bringing total satisfaction to our guests and the hotel.
- Maintain close supplies, and equipment.
- Prepare and post weekly schedules in accordance to guest needs and staff availability.
- Conduct frequent hospitality audits to ensure the staff are conducting themselves in the manner appropriate for the department. Ensure service standards are in place.
- Maintain a complete and accurate set of logs.
- Prepare and submit accident or injury reports when needed.
- Be a Team Player and encourage the teamwork attitude among staff.
- Ensure all guests who experience a problem receive an appropriate response, any promised compensation is delivered, and an appropriate follow up in a timely and professional manner.
- Carries out supervisory responsibilities in accordance with Hotel policy and applicable laws.
- Plan, assign and direct work of associates.
- Prepare payroll.
- Promote open channels of communication between all hotel departments.
- Provide technical and sales expertise to Catering Managers, while fostering the open channel of communication between Sales and Catering Departments.
- Have a thorough knowledge of hotel fire regulations and policy, accident reports, safety programs, and what the direct duties are in relation to each; ensure that all associates are properly trained in these procedures.
- Implement proper training program and control the training of the staff to top efficiency and in accordance with Hilton policies.
- Facilitate new hire training.
- Facilitate departmental training modules; continually monitor, evaluate, and revise training content to reflect changes in the process; address the needs identified by associates.
- Accountable for the financial performance of the department with emphasis on achieving or exceeding of predetermined booking goals.
- Prepare and control hotel budget for sales, promotions and advertising.
- Monitor departmental, payroll and supply expenses in accordance with budgetary goals.
- Prepare 30-60-90 Day Revenue Forecast on a monthly basis for presentation.
- Holds department meetings and attends inter-departmental meetings.
- Conduct inspections of work areas regularly and address items that need attention.
- Be familiar with the operating procedures of all other areas of the hotel, cooperating fully and in a friendly manner with those areas to assure customer satisfaction.
- Route associate commendations received from guests to the person responsible for assembling the daily packet.
- Notify management of any pertinent information related to shift activities.
- Determine the requirements for and the follow up on special groups, VIPs, etc.
- Follow supervisor’s instructions and complete all other duties as assigned.
- Participate in Hotel Manager on Duty Program.
- As needed, check banquet functions prior to guest arrival and make personal contact with client at the time of function with proper introduction of service staff who will handle the event
- Monitor physical condition of hotel and maintain quality standards of all equipment, uniforms and décor.
- Maintain active liaison with competitors regionally through personal contacts, professional and industry associations.
- 5 years:
As a Director of Sales at a full service property with at least 300 guest rooms and 15,000 square feet of meeting space
- 1 year:
Hotel Opening Experience
- 1 year:
Upper Scale Brand Experience
- 1 year:
Previous Washington, DC experience
- 1 year:
Hilton Brand Experience
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.