JOB SUMMARY
The Director of Sales & Marketing is responsible for the leadership and management of the sales team to include overseeing and coordinating Marketing, Sales, Catering and Conference Services Managers. The Director of Sales & Marketing will implement, monitor and control sales and Marketing strategies. The Director of Sales & Marketing is also responsible for meeting assigned monthly sales goals.
JOB DUTIES
•\tManage the sales team to achieve/exceed budgeted revenues for current year, along with future year pre- \t\t\t\tbooking goals
•\tInitiate and maintain a direct and aggressive sales effort to meet/exceed budgeted goals and achieve RevPAR and penetration growth
•\tHands-on sales responsibility with supervisory accountability for the daily activities of sales team members, providing them with the leadership, mentorship, and training necessary to implement effective sales strategies that maximize all revenue streams for the hotel
•\tManagement of each member of the sales team to direct the effort and execution of exceeding monthly sales activities and productivity goals
•\tEnsure each member of the team adheres to professional and timely correspondences, proposals, contracts, and follow up
•\tDirects hiring and training of all new employees in the Sales, Catering and Conference Services departments
•\tEstablish sales team policies and procedures relating to Sales, Revenue Management, and Reservations
•\tDemonstrate the ability to attract and retain high performing sales associates
•\tWith guidance from assigned Corporate Director of Sales, assist in development and implementation of quarterly and annual booking goals for the Sales Department
•\tAssist the General Manager with the Sales and Marketing portion of the Annual Marketing Plan and Quarterly Ownership Review presentations
•\tSupport all direct sales efforts to include sales trips, off property functions and customer entertainment
•\tKnowledgeable about each hotel’s top accounts. Accompanies sellers on outside sales appointments and “shadows” sellers during telephone prospecting and solicitation calls as needed
•\tMonitor quality and accuracy of final group sales and wholesale contracts to ensure proper application of hotel deposit, space allocation, yield and SOP policies.
•\tPrepare and train Sales, Catering and Conference Services Managers in relation to performance benchmarks and budgets
•\tDevelop strategies for Group forecasting and analyzing hotel revenue needs
•\tResponsible for monthly group forecasts and revisions
•\tCollaborate and produce rate strategies with Revenue Management to ensure hotel has effective pricing and selling strategies in place to achieve the optimal mix of business, minimum 12-month period
•\tPlan, manage and evaluate all financial aspects of the sales efforts throughout the properties to ensure cost effectiveness and optimal utilization of resources
•\tDevelop, implement and evaluate short and long-term tactics and programs focused on customer and market needs/ conditions to ensure the achievement of all sales associate and team revenue goals
•\tAttend and actively participate in weekly yield and group pick up management meetings with Revenue Management, General Manager and HRIL Senior Leadership
•\tPlan, manage and evaluate all financial aspects of the sales effort to ensure cost effectiveness and optimal utilization of resources
•\tWork with Corporate Marketing Manager in taking an active role in developing Marketing and PR strategies to support the revenue goals
•\tManage and engage with outside agencies that support marketing efforts on a weekly basis, including brand marketing (if applicable)
•\tEnsure accurate and current Marketing data is readily available to support and document decision making process
•\tManage the HRIL Sales and Marketing Incentive Plan process for the Sales Department
•\tCreate and manage Sales, Catering, Banquet and Marketing revenue and expense budget/forecast
•\tResponsible for producing and distribution accurate month-end sales reports to HRIL Senior Leadership
•\tConduct sales department meetings with written minutes
•\tReceive department related guest complaints and ensure necessary corrective action is administered
•\tMaintain open door communication policy for all associates
•\tCreate and implement development plans for Sales team and provide coaching and action plans to team when necessary
•\tComplete and maintain accurate, objective and timely performance reviews for the department
•\tBe a champion of sales excellence by creating initiatives to motivate and inspire Sales team
•\tConduct frequent sales calls to existing and new accounts, as well as uncover new business in assigned market segment(s)
•\tBuild and strengthen relationships with existing and new accounts to enable future bookings. Activities include sales calls, entertainment, trade shows, etc.
•\tArrange site inspections of the hotel for new accounts that the Sales Leader is assigned too
•\tMaintain accurate sales records in the hotel sales system to provide complete history, ensure future and current quality of service and enhance future prospects
•\tRespond to all sales inquiries within 24 business hours
•\tPartner with operations team to coordinate customer specifications, effectively respond to customer issues and comments to ensure customer satisfaction
•\tAdjust work schedule as needed to meet the business demands, which may include hours in early morning, evening and/or weekend hours
•\tOther duties as assigned
Work Experience
Education
•\tBachelor’s Degree or equivalent industry experience
Experience
•\tMinimum of 5 years’ experience as a Director of Sales & Marketing or Director of Sales in a similar sized property
Skills and Knowledge
The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she may perform the essential functions of the job, with or without reasonable accommodation.
•\tMust be able to read, write, an understand English
•\tExcellent verbal and written communication skills including leading and participating in formal presentations
•\tStrong sales and negotiation skills as well as the ability to cultivate leads, build relationships and achieve financial expectations
•\tStrong organizational skills with the ability to handle multiple tasks in a fast-paced environment
•\tExperience with hotel PMS and sales systems
•\tStrong computer skills. Microsoft Office, Delphi, or other hotel sales system, and other programs as it pertains to this position
•\tStrong knowledge of TravelClick products such as Demand 360, Rate 360, and A360
•\tStrong knowledge of reading and understanding STR reports
•\tExcellent working knowledge of all department operations
•\tSkilled at both monthly group forecasting and the annual budget process
•\tSkilled at preparing and presenting annual marketing plans and quarterly ownership presentations
•\tUnderstanding of Group and Catering pace reports and sales productivity reporting
•\tUnderstanding of budgetary and fiscal responsibility to the sales department
•\t Ability to provide strong leadership, mentorship, training, and coaching & counseling skills to his or her direct reports
•\tStrong desire to deliver high quality of customer service
•\tDetail oriented and organized as it pertains to accuracy and efficiency
•\tGood personnel and management and organizational skills
•\tStrong knowledge of, Social Media, Digital Marketing and PR
•\tGood understanding of reading and analyzing data/reports and developing sound E-commerce, Social Media, Digital Marketing and PR strategies
Disclaimer
This job posting is for a position at a hotel that is owned and operated by an independent franchisee. The franchisee controls all aspects of the hotel’s employment practices, including recruiting, hiring, salary, benefits and compensation decisions, and the collection and processing of the personal data that you provide on this website. If you accept this position, you will be employed by a franchisee and not by Hilton. You will not be eligible from compensation or benefits from Hilton. You will be eligible for compensation or benefits only as may be provided to you by the independent franchisee.