DIRECTOR OF SALES & MARKETING
REPORTS TO: General Manager
DEPARTMENT: Sales and Marketing
POSITION SUMMARY: Responsible for the strategic direction, management and top-line revenues for the hotel. Responsible for working directly with the General Manager in creating a clear and credible vision for the hotel, understands market mix and aligns human resources, structures and systems to achieve strategic goals and maximize revenues. Works tactically with the Director of Revenue Management to ensure a strategically symbiotic relationship between the two disciplines.
RESPONSIBILITIES (include but are not limited to):
- Continually assess strengths/challenges of sales team members.
- Provides coaching, mentoring and training to sales team.
- Incorporates marketing initiatives to support sales strategies and activities.
- Establishes a sense of urgency with the team to understand and achieve the needs of the hotel.
- Handles hotel specific accounts assigned by General Manager and Vice President of Sales, Marketing and Distribution.
- Handles assigned market segment based upon experience and depth of contact base to benefit hotel.
- Knowledgeable of hotels' competitive set and recommends sales/pricing strategies, service and product improvements to stay competitive.
- Responsible for achieving rooms revenue budgets for hotel.
- Responsible for oversight of the catering department to achieve food and beverage budget.
- Consistently reviews shifts in market mix with Revenue and General Manager teams and makes deployment/pricing recommendations.
- Stays abreast of industry trends.
- Works with Corporate/Global Sales Team to communicate specific account needs to impact revenues for the hotels.
- Responsible for appropriate identification of key markets and supporting deployment and travel schedule strategies.
- With the General Manager, serves as a primary liaison for the hotel to community and trade organizations, and philanthropic relationships.
- Review and approve business contracts for the hotel.
- Prepare sales and marketing plan, budget and sales manager goals, while executing strategies and initiatives.
- Responsible for completing and communicating monthly sales/revenue results to General Manager, Vice President of Sales, Marketing and Distribution, and Regional Vice President, The Americas.
- Develops appropriate production goals for the sales team with General Manager's buy-in and support.
- Establish catering sales goals and monitors efforts and activities associated with generation of meeting room and private outdoor space revenue.
- Actively participates in weekly meetings.
- Works with Director of Revenue Management on weekly, monthly, quarterly and annual forecasting.
- Regular analysis of industry intelligence reports (i.e. STR and Hotelligence). Pulls and analyzes appropriate data to develop and recommend appropriate actions.
- Writes Annual/Quarterly Marketing Plans.
- Coordinate public relations and marketing collateral and events with PR and marketing teams.
- Conducts Performance Reviews of sales team.
- Ensure that accurate and thorough notes/traces of accounts are maintained via PMS and applicable databases.
- Serves as primary liaison between General Manager and sales team.
- Acts as Manager on Duty when required.
- Assist in the building of an efficient team by taking active interest in employees’ welfare, safety, and development. Encourage the team to maintain positive and productive relationships with colleagues and other departments.
- Complete projects and other tasks as assigned/as they become necessary.
QUALIFICATIONS (to do this kind of work, you must possess/be able to):
- College degree in hospitality, business management, or relevant field required.
- Previous relevant NYC Director of Sales in the hospitality industry required.
- Previous director level experience at a full service Lifestyle or Boutique hotel preferred.
- Bilingual English/Spanish preferred.
- Must be legally authorized to work in the United States.
- Ability to communicate and negotiate effectively with internal/external customers both in written and verbal format.
- Must possess strong selling skills.
- Ability to inspire, lead and manage a team by example.
- Ability to act as the owner of the hotel and communicate a clear sense of strategy and purpose.
- Strong computer skills including Word, Excel, PowerPoint, and Outlook.
- Well organized, detail oriented with excellent follow-up skills.
- Ability to effectively plan and organize the work of others, change activity frequently, and cope with interruptions.
- Must be flexible and able to work all shifts, including mornings, evenings, overnight, weekends and/or holidays.
- Must be able to travel for business reasons both nationally and internationally.
MINIMUM REQUIREMENTS: 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.
EDUCATION and EXPERIENCE: Prior experience required. College degree required.
LANGUAGE SKILLS: Ability to read, write, and verbally communicate effectively and professionally with other business departments, guests, and vendors. Ability to diplomatically deal with difficult situations and people, while exhibiting a consistent level of professionalism.
MATH and LOGICAL SKILLS: Requires mathematical development sufficient to be able to: Deal with system of real numbers; algebraic solution of equations and probability and statistical inference. Apply fractions, percentages, ratio and proportion. Ability to determine time, place and sequence of operations or action to be taken on the basis of analysis of data; executing determination and/or reporting on events.
PHYSICAL DEMANDS: While performing the duties of this job, the employee is regularly be required to stand, walk, and talk or hear. The employee frequently is required to use hands to finger, handle, or feel objects, or telephone. The employee is required to use body members, hand tools, and/or special devices to work, move, or carry objects or materials. The employee must regularly lift and/or move up to 10-25 pounds and frequently lift and/or move up to 50 pounds. Requires walking and standing; and to a significant degree, reaching, handling, feeling, talking, hearing, seeing.
(Please note: management reserves the right to change, modify, and/or alter any of the duties listed above to meet business demands.)
