Area Director of Sales and Marketing

Find out exactly what skills, experience, and qualifications you will need to succeed in this role before applying below.

SUMMARY

The Area Director of Sales & Marketing drives rooms and events sales and marketing efforts for Ace Hotel New York and Ace Hotel Brooklyn by overseeing the team and working closely with Revenue and Food & Beverage Director along with Vice President of Sales and Atelier Brand team.

This role is responsible for giving all direction to the team, ensuring their growth and development while overseeing their individual market.

This person must lead efforts in order to maintain and grow existing business while also working on the strategic planning for new account acquisition.

The Area Director of Sales & Marketing must be in tune with the market trends and be able to continually work on bringing new and creative sales strategies to the table.

The person in this role must be an effective communicator between teams, colleagues, peers, brand and ownership.

CORE FOCUS & ESSENTIAL RESPONSIBILITIES

Qualified candidates must be able to satisfactorily complete the following responsibilities and other duties may be assigned.

• Develop and implement strategic marketing plans and sales plans and forecasts to achieve corporate objectives for products and services.
• Develop and manage sales / marketing operating budgets, including monitoring employee expenditures.
• Prepare annual sales & marketing plan.
• Hold a weekly GRC meeting with the Reservations Manager and Director of Revenue Management.
• Monitor Sales Managers productivity via weekly Delphi reports.
• Responsible for ensuring that the team is 100% Delphi compliant at all times. Must monitor usage daily and take corrective action as necessary to ensure the optimization of Delphi.
• Implement Group Business Review process.
• Prepare a monthly production report from Opera and / or Revinate to evaluate which companies and segments are producing at the hotel.
• Work closely with the Area Director of Revenue, Cultural Engineer and Atelier Ace staff to create need date promotions well in advance of need date.
• Plan and oversee, with the direction of Atelier Ace, the advertising and promotion activities including print, online, electronic media, and direct mail.
• Oversee and manage relationships with outside PR agencies with input from Atelier.
• Review sales managers contracts prior to being distributed to client and countersigned upon return and completion by client.
• Manage and resolve operational challenges as encountered by the sales team to ensure that the team is spending less time servicing and more time selling.
• Provide the necessary support, direction and teaching to ensure that the sales team is traveling and proactively selling and achieving their financial, prospecting and outside sales calls targets.
• Provide necessary support in tandem with Atelier Global Director of Marketing, direction and teaching to Marketing and Community Manager increase followers, social media presence while maintaining brand integrity.
• Provide necessary support in tandem with Atelier Global Director of Marketing and Atelier Director of Distribution to the Marketing and Community Manager on digital and performance marketing.
• Coordinate and Guide Marketing and Community Managers with management and execution of barter agreements.
• Collaborate with Marketing and Community Manager, DORM Director of Food & Beverage and venues on property specific marketing initiatives for the hotel.
• Work with the Director of Revenue in developing and recommending product positioning, packaging, and pricing strategy to produce the highest possible long-term market share in all market segments but concentrating on Group, Consortia, FIT, and Corporate.
• Work with the Complex Director of F&B in developing events menu pricing, F&B minimums.
• Prepare group and event forecast weekly.
• Achieve satisfactory profit / loss ratio and market share in relation to preset standards and industry and economic trends.
• Establish and maintain relationships with industry influencers and key strategic partners.
• Establish and maintain a consistent corporate image throughout all product lines, promotional materials, and events.
• Direct sales forecasting activities and set performance goals accordingly.
• Manage incentive program for the sales manager quarterly, submit to the Managing Director and Area Finance Director in a timely manner.
• Direct staffing, training, and performance evaluations to develop and control sales and marketing programs.
• Direct market channel development activity and coordinate sales distribution by establishing sales territories, quotas, and goals.
• Meet with key clients, assisting sales representatives with maintaining relationships and negotiating and closing deals.
• Submit consortia agreements annually.
• Responsible for the contracting and production of the Wholesale / FIT market if there is not a member of sales department dedicated to that market.
• Review and analyze sales performances against programs, quotes and plans to determine effectiveness.
• Implement timely corrective action as necessary.
• Conduct regular sales meetings and one on one meetings with sales staff.
• Manage and direct staff including recruitment, selection, and development to achieve company goals and objectives.

SUPPORTING FUNCTIONS

In addition to the core focus & responsibilities, the candidate is expected to complete the following duties :

• Attend hotel operational meetings.
• Attend industry events as needed to remain up-to-date on industry trends.
• Complete duties of Sales Managers & Events Managers in their absence.

ESSENTIAL QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to satisfactorily communicate in verbal and written English with guests, management, and co-workers to their understanding.
• Prioritize and organize work assignments, have timely follow up and execution.
• Have superb time management skills.
• Maintain complete knowledge of all hotel services / features and hours of operation.
• Other language, mathematical, and reasoning abilities as outlined below.
• Ability to comply with physical demands as outlined below.
• Knowledge and understanding of Atelier Ace culture & initiatives.
• Technologically sound with Microsoft Office and Google applications.
• Ability to compute basic mathematical calculations.

REQUIRED EDUCATION and / or EXPERIENCE

Bachelors Degree in Sales, Marketing, or Business. Minimum of five years experience with multi-properties related experience with progressive managerial responsibilities.

Previous supervisory experience required.

LANGUAGE, MATHEMATICAL, and REASONING ABILITIES

Candidate must meet the following cognitive abilities :

• Ability to understand guests service needs & requests.
• Ability to acknowledge guests requests in a polite manner.
• Ability to clearly communicate in verbal and written English (additional foreign languages are encouraged and preferred).
• Ability to apply logical thinking and understanding to carry out written and oral instructions.
• Ability to address and solve problems involving guest and operational issues.
• Ability to compute basic mathematical calculations.

PHYSICAL DEMANDS / WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

The typical environment is an office atmosphere with ambient room temperatures, ambient lighting, and common office equipment.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Sit, walk, and stand continuously.
• Lift / carry 10lbs (frequently) and 25lbs (occasionally).
• Bend, squat, crawl, and reach above shoulder level.
• Use dominate hand coordination for simple grasping, pushing / pulling, and fine manipulation.
• May be exposed to extreme temperatures, dust, dampness, height, and moving machinery.

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