Executive Director of Sales

What will I be doing?

As the Hotel del Coronado emerges from its $400M renovation and re-positioning, this role is fully accountable for all hotel topline revenue performance including rooms, local and group catering.

Direct reports include leaders of Sales, Catering, Revenue Management and Marketing disciplines.  Internal partnership with leaders of other revenue generating departments will be critical for this role.

The role is accountable for achieving all sales targets including but not limited to budget, forecast and market share achievement. 

Concurrently, the role is directly responsible and charged with design and deployment of longer-term sales vision targeting incremental revenue outcomes and longer-term success. 

Business processes should be designed to impact all revenue streams. Key deliverables for this role are to move the business analytics, processes, including cadence of activities to a "predictive and prescriptive" approach to drive performance.  

The role is based upon driving topline revenue performance, total asset profitability strategy and execution will be key to the success of this role’s performance.

This includes, but is not limited to, development and communication of sales strategies and standards through a structured sales cadence and analysis of company revenue performance against established goals.

More specifically, you will: 

In this role, you should possess strong leadership, strategic vision, communication, and networking skills. You will facilitate the delivery of the hotel(s) Sales Operating Model.

Key responsibilities include:

       In partnership with the AVP/Regional Sales Director, and General Manager, design the annual and multi-year strategic intentions, sales strategy and performance targets to present to key business partners and ownership groups.

       Sales and revenue performance management process designed to continually define and re-optimize expectations within the defined performance windows (short-term, mid-term, long-term).

       Influence positive change by creating space for an innovative culture that thrives on continuous improvement throughout all levels of the resort, creating a feeling of belonging.

       Lead weekly, monthly, and quarterly Sales Model Optimization Process for the hotel. Convert the outcome of the optimization process into actionable business strategies and articulate those strategies.

       Lead annual sales cadence communication regarding current realities of performance and performance drivers on a monthly, quarterly, and semi-annual basis.

       Maintain deep understanding of current affairs, industry trends, future platforms, and competitive threats, actively design strategies to counter the potential negative impact, develop strategies to benefit from potential positive impacts, and memorialize results.

       Lead cross-functional work stream teams of sales leaders to ensure transparency, relevance, and timeliness in articulating sales performance targets, and potential gaps or upside (strengths & weaknesses).

       Directly accountable for setting the strategy and delivery of all sales revenues which today includes: rooms, local and group catering.

       Create a robust people culture built on engagement and trust that supports the effective business execution needed to keep pace with the industries evolving environment

       Ensure business review guidelines (current to 5 years) and group pricing & rate quotation strategies are in place to maximize all pricing components of sales and catering opportunities which will achieve positive group market share.

       Support hotel’s market level marketing and public relations activities.

       Establish optimal mix, review and validate revenue forecasts to improve accuracy while developing strategies for different demand periods, and review and approve retail and group pricing strategies.

       Lead hotel Directors of Marketing, Catering and Revenue Management to develop a clear and positive business plan that supports the optimal mix and long-term financial objectives.

       Liaise with regional support and brand teams in collaboration with the hotel’s GM, Director of Finance, and Operations Director to ensure profits are maximized in line with TGOP and EBITDA targets.

       Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools (under the mentorship of regional sales director).

       Lead, engage, and develop team members, including ongoing performance development and succession plans while ensuring ESG and DEI culture are established within the property sales team and aligned with Hilton goals.

 Examples: In addition to the traditional driving of rooms, group and catering revenues, this role will be expected to create, drive, and execute on revenue centers such as but not limited to:

       Owning the revenue driving strategies in transitioning beach services internally from third party vendor.

       Creating and executing strategies on branding and naming rights opportunities of events, seasons, and specific areas of the resort

       Standing up of guest, public, and member event calendar and programming to drive relevant traffic, demand, and revenue capture into the resort. i.e. concert series, wine and spirits events, (new) seasonal programming, etc.

 Direct Reports: This position will oversee direct reports for the following disciplines:

       Sales

       Catering Sales

       Marketing

       Revenue Management

What are we looking for?

 To fulfill this role successfully, you should demonstrate the following minimum qualifications:

       Minimum of five (5) Years of Sales, Revenue, Marketing, Catering Sales or Analytical Experience.

       Bachelor’s Degree preferred

       Management Experience (type): Director

       Minimum Years of Management Leadership Experience:  4 plus