Director of Sales & Marketing

BASIC FUNCTION: The Director of Sales and Marketing is responsible for the daily sales efforts of the sales team and for the overall positioning of the hotel including rooms, dining outlets, and events. In addition, they are responsible for room rental revenue, yield strategy implementation, and meeting budget, forecast, and optimal business mix targets. Strategies will include pricing, direct sales, market mix, and marketing. Candidates must have a dynamic leadership style, possess excellent communication and decision-making skills, and have strong business acumen.

QUALIFICATIONS: EDUCATION, KNOWLEDGE, TRAINING, & WORK EXPERIENCE

• A four-year college degree or equivalent education/experience
• A minimum of 5+ years of experience in hospitality sales and catering
• Excellent technical skills including proficiency in the use of applicable sales systems (Delphi.FDC/Salesforce, CI/TY, Envision) Point of Sales and Property Management Systems as well as Microsoft Word and Excel.
• Exceptional communication skills in terms of the ability to negotiate, sell, and influence clients and hotel guests.
• Exceptional leadership skills in terms of managing, motivating and coaching the sales and operational teams.
• Ability to handle multiple ongoing projects/tasks in a fast-paced team environment and deal with/interact all levels of the organization.
• Must be able to speak, read, write, and communicate in English to adequately perform the duties of the job.
• Knowledge of hospitality sales principles and practices.
• Ability to investigate and analyze current activities or information in the sales/marketing field.
• Ability to travel to area businesses and accounts to solicit new business as needed.
• Ability to make decisions based on established policies and procedures and guidance from the GM & RVP/SVP of Sales & Marketing.
• Must be effective at listening to, understanding, and clarifying inquiries made by guests, staff, and corporate officers.
• Outstanding customer service skills and ability to engage with guests and associates in an attentive, friendly, courteous, and service-oriented manner.
• Ability to multitask and prioritize daily workload.
• Outstanding organizational and time management skills.
• Ability to handle sensitive material with the utmost discretion and confidentiality.
• Must be energetic, a self-starter, and able to work in a fast-paced environment.
• Must be effective in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
• Must be able to show initiative, including anticipating guest and/or operational needs.
• Must be able to maintain standards of attendance and punctuality and must be able to work varying schedules that include evenings, weekends, holidays, and extended hours as business dictates.
• Excellent attention to detail, flexible and adaptable to change.
• Job will require some travel.
• Willing to be entrepreneurial and take risks.
• Positive, outgoing and self-motivated with pleasant personality.
• Ability to maintain a professional manner and appearance in all situations.

ESSENTIAL FUNCTIONS:

1. Solicit, negotiate, and book new and repeat group, BT and catering business through various efforts including outside sales calls, telemarketing, solicitation e-mailing, referrals, networking, etc., to maximize topline revenue.
2. Oversee process and/or respond to all RFP’s received via all channels including internet/website, direct inquiries, third-party lead sites, and walk-ins. Create and send proposals, collateral, and menus, follow up with potential clients and log all activity in Delphi.FDC/Salesforce.
3. Direct all facets of the sales effort to meet or exceed budgeted revenue and department profits.
4. Develop and manage annual marketing budget to achieve revenue targets in a cost-effective model.
5. Develop and implement the annual marketing plan, monitoring all programs for measurement against desired results.
6. Create and execute sales and marketing strategies for all key market segments.
7. Work in tandem with the Revenue team to establish pricing and yield management execution to maximize rate and occupancy with varying supply and demand conditions.
8. Work with the General Manager & Director of Finance in forecasting topline and expenses monthly, quarterly, and annually.
9. Assist, coach, train, motivate, and counsel all Sales and Catering Managers and sales staff.
10. Establish and hold team accountable for reaching group and catering goals.
11. Direct the sales and administrative effort on a day-to-day basis in accordance with objectives outlined in the Marketing Plan.
12. Stay abreast of market and industry trends and make recommendations for changes that would affect operations.
13. Set-up and conduct or assist with site inspections for clients.
14. Prepare all monthly reports for OTH and owners on an accurate and timely basis.
15. Be knowledgeable in sales, revenue, and property management systems.
16. Help create, implement, and monitor the advertising and public relations strategy toward key target markets to achieve revenue objectives.
17. Ensure quick, efficient responses to customer issues, comments, and problems to ensure a quality experience and enhance future sales prospects.
18. Develop and continually train staff on enhancing relationships with key sales clients to maintain and increase market share.
19. Hold regular meetings with the F&B/banquet department to review Resumes and BEOs for upcoming events and updates on other groups/events as needed.
20. Maintain up-to-date hotel standards for all property offerings including food & beverage minimums, room rental pricing, seasonal discounts/promotions, meeting space layout, capacities, and catering menus/pricing.
21. Participate in trade shows, community, professional, and industry organizations to maintain high visibility/exposure for hotel.
22. Oversee office processes and procedures to ensure smooth operation and maintenance of accurate sales history and continuity of quality service.
23. Participate in the planning and execution of hotel events and fundraisers ensuring that the events are successful.
24. Oversee group and event billing process to ensure final bills include all charges such as F&B, meeting room rental, AV charges, and attrition/cancellation.
25. Anticipate and effectively respond to client issues, comments, and problems to ensure a quality experience and enhance future sales opportunities.
26. Assist with planning and conducting pre and post-convention meetings with clients and respective departments.
27. Ensure all site inspections and client visits to the hotel are successful by establishing best practices for planning, execution, and advance communication in advance to all departments.
28. Assist sales staff in developing and continually enhancing relationships with key corporate, business, and travel industry accounts to maintain and increase our market share.
29. Effectively communicate all hotel policies, procedures, and charges for services being provided to the client.
30. Assist all division heads in establishing quality product standards and service levels that establish the property as a 4- star competitor.
31. Fill in and support coworkers and team as needed to ensure efficient operation.
32. Exemplify a positive “can do” attitude and lead by example. Foster and promote a cooperative working climate maximizing team morale.  

MARGINAL FUNCTIONS:

1.  Will perform additional duties as requested. 

ENVIRONMENT: 

Office setting, with overhead lighting and adjustable ventilation