Director of Sales & Marketing

We are seeking a dynamic Director of Sales who brings strong leadership and revenue-focused hotel experience and an interest in joining an industry-leading company.

You will engage in leading a team of sales associates responsibly for account development and revenue generation.

If you are goal-oriented, energetic, and have previous leadership experience in a convention hotel, then we offer the perfect environment for you to succeed.

The purpose of this position is to develop and execute strategic sales plans to generate and optimize overall revenues, through direct sales that will impact positively the hotel.

This person will lead, motivate and support the sales team to maximize revenues and margins; maintain positive interdepartmental communications;

contribute to the overall direction of the hotel and effectively manage all sales expenses while exceeding overall budgeted revenues and RevPAR goals.

Success is initially measured through annual sales, increased revenues, improved account revenue share, increased customer value, and ultimately RevPAR Index premiums.

Job Requirements

Responsibilities

• Establish and maintain an experienced and successful sales team.
• Implement and maintain brand standards.
• Develop, maintain and implement strategies / action plans to generate revenues for the hotel.
• Motivate productivity of all sales staff through leadership, development, and support.
• Active solicitation of key accounts to generate direct sales.
• Maintain Sales Team's focus on a Proactive solicitation environment.
• Assist in the achievement of overall Food and Beverage revenue.
• Develop, maintain and implement the budgeting and forecasting process.
• Ensure that all administrative procedures are in place and functioning effectively.
• Ensure that all required reports are completed on a timely basis.
• Promote high visibility of hotels through active involvement in city activities, industry associations, and trade shows.
• Provide proper collateral and information vehicles to keep customers informed and updated on the hotel.
• Ensure a challenging and exciting environment to encourage full career development and personal growth.
• Support and promote all Corporate programs to increase customer awareness and ensure that the customer receives the appropriate benefits of each program.
• Be able to effectively communicate expectations to the team while creating a challenging but fun work environment.
• Always looking for ways to encourage, support, and assist the team; setting up the team for success each day to drive the greatest possible results.
• Understand and contribute to overall revenue management initiatives and strategies to ensure we are maximizing every revenue opportunity.

Business Planning

Uses resources and data to develop strategic plans to sell segments.

These plans will incorporate both customer expectations and the company’s goals relative to revenue.

• Understands brand sales and business processes, supports corporate and hotel goals and contributes to the enhancement of customer value.
• Develops and executes tactical sales processes that support the hotel’s strategic plan.
• Organizes activities and resources in a manner that maximizes productivity and efficiency.
• Focuses on personal sales efforts to achieve maximum revenue return from Key Accounts.
• Monitors achievement objectives and goals for the hotel and takes appropriate action to correct shortfalls versus the strategic plan.
• Prepare and manage pre-opening and annual budgets for travel and other business expense.
• Grow relationships at the appropriate levels, both internally and externally that enable the development and advancement of sales initiatives.

Leadership

• The ability to successfully lead sales efforts to increase overall revenue.
• Seek input and opinions from all relevant parties.

Secures all facts prior to making decisions.

• Can accurately recognize the strengths / limitations of others.
• Accepts leadership responsibilities by modeling proper selling techniques, effective development of others, and commitment to the industry and personal development.

Communication

• Develops effective presentation (orally and written) where ideas, opinions, recommendations, and conclusions are understandable
• Maintains communication with Key Accounts.

Understand the hotel’s performance, customer issues, and trends.

• Clearly articulates vision, goals, initiatives, and expectations for the hotel.
• Promotes and provides leadership in fostering property sales / national sales synergies.

Basic Skills & Requirements

Account Planning Skills.

Identifying and understanding account potential and the ability to set mutual Brand / Customer expectations

• Management of the customer decision and relationship process.
• Ability to communicate issues and concerns at all levels of the organization.
• Ability to direct and lead activities through internal and external resources.
• Strong interpersonal skills and the ability to work in a team-oriented environment.
• Business planning skills and budget management skills.
• Ability to scan and assess the competitive arena as it relates to region and segment to refine / improve the customer value proposition.
• Creative and strategic skills.
• Ability to manage multiple priorities and reprioritize when necessary,
• Financial analysis skills.

Ties strategies and planned actions and results.

• Strong statistical analysis and business case development
• Communication skills including group presentations, written and oral.
• Team management skills include participation, engaging in difficult issues, and effectively influencing non-direct reports.
• Strong understanding and expertise in the sales & marketing process.

Qualifications

• Director of Sales Experience
• College degree or equivalent experience
• Proficient in the use of Excel, Word, and Access database tools
30+ days ago