Director of Sales and Marketing

Position Title      Director of Sales and Marketing

Job Description

The Director of Sales ( DOS) at the The DoubleTree by Hilton Racine Harbourwalk is primarily responsible for driving all hotels’ sales and marketing efforts to achieve maximum revenue results and delivering exceptional service to the guests. Increase room night sales and improve market penetration while delivering exceptional financial results. Create solid business relationships with local corporate clients and network with local business associations and chambers of commerce to increase hotel’s visibility in the local communities. S/he will be responsible for exemplifying the Hotel’s Culture and should be service-oriented and outgoing.

Essential Job Functions

• The DOS will interview, select, train, schedule, coach and support sales employees, ensuring they perform in accordance with established brand or company standards.
• Use internal and external resources and data to independently develop strategic plans to incorporate all business segments.
• Understand sales and business processes and support corporate and hotel goals
• Identify customer business requirements and craft customer offers via a contractual document
• Monitor achievement of objectives for the sales team and take appropriate action to correct shortfalls versus the annual business plan.
• Achieve annual hotel revenue goals as agreed upon and established.
• Maintain hotel relationships with key accounts to increase customer satisfaction and account revenue.
• Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
• Articulate and leverage the benefits of the hotel to close sales opportunities.
• Prepare and maintain a current annual business plan with measurable and specific initiatives detailed to maintain and grow each business segment.
• Accept leadership responsibilities by modeling proper selling techniques, effective development of others and commitment to industry and personal development.
• Participate in sales blitzes and other sales generation activity.
• Develop effective presentations (orally and written) where ideas, opinions, recommendations and conclusions are clearly understood.
• Develop marketing initiative, promotions, packages and ad campaigns to ensure successful consumer response and positively impact market yield and RevPAR.
• Work closely with Revenue Management and rate strategy initiatives to maximize revenue goals.
• Maintain accurate forecasting for all group/individual segments and identify value periods for all sales emphasis.
• Establish programs and direct efforts to achieve group and individual room night goals (including volume accounts) and to develop ongoing relationships with customers
• Identify and develop marketing communication activities in collaboration with the General Manager.
• Establish account qualifications criteria and use market research and telemarketing resources to identify priority markets and accounts; assign sales managers to assure coverage of all major markets.
• Provide customer intelligence and evaluation of market & economic trends and adapts sales strategy to exceed customer expectations, generate increased revenue and ensure competitive position in our marketplace.
• Analyze marketing opportunities, develop and executes creation and distribution of collateral (online and traditional) to support business goals and destination awareness.
• Develop strong partnerships with local and external organizations to further brand/product awareness.
• Take an active role in regional tourism organizations and participates in sales activities both on and off-property.
• Partner with operations departments to ensure full participation in servicing accounts.
• Ensure all billing from groups and events are completed and sent out by the sales and events team.
• Work with Sales team to ensure the accuracy of all banquet event orders as well as group resume and billing.
• Performs other duties as assigned. 
  
• Event Planning Responsibilities:
• Prepare all meeting and documentation in coordination with sales, hotel departments and customer to ensure consistent, high level service throughout pre-event, event and post event phases.
• Obtain and input group and meeting details from clients and enter into a group resume and banquet event order (BEO).
• Prepare all Group Resume and BEO packets each week with help from Sales Coordinator.
• Attend or lead applicable hotel meetings: Sales, BEO, and Group Resume.
• Work closely with operations team through execution of definite programs working as the intermediate source of communication between the operations team and the client.
• Maintain sales files with detailed notes in the CRM on all client correspondence.
• Coordinate with outside vendors while following hotel and company guidelines.
• Assist in building strong relations with other hotel departments, employees, and outside agencies and vendors.
• Travel locally to conduct outside calls, promote the hotel and review competition

Qualifications

• A minimum of 3 years of hotel sales experience, ideally in a leadership role
• A degree preferably in Sales and Marketing and/or Hospitality Management is highly desirable
• Must be proficient in Microsoft Office products
• Proficiency with Hilton sales systems (PEP,Delphi) is a plus