Director of Sales & Marketing

About the role

The Director of Sales & Marketing (DOSM) oversees and manages sales staff and reservations to ensure maximum revenue, promotional coverage, and marketing opportunities are achieved. The DOSM works closely with revenue management and marketing functions to develop strategies to maximize RevPAR and grow market share.

Directors Duties and Responsibilities

• Maintain and promote a team work environment with effective and clear communication amongst co-workers.
• Ensure best client service is being made available through communication amongst the team, cross training within the department and appropriate office and event coverage where and when needed.
• Works with sales managers to ensure understanding of sales strategy and effective implementation of this strategy for the segment.
• Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOSM.
• Set example through professional, friendly attitude towards clients and co-workers, timely response to clients and co-workers needs and observance of sales office standard.
• Participate in Manager on Duty program when needed and requested.
• Monitor all Hilton/Canopy NOW newsletters and updates to ensure changes are implemented and communicated to the appropriate departments in a timely manner.
• Ensure hotel meets or exceeds budgeted goals for Business Transient, FIT, Group and Catering revenues.
• Follow and track company (Hilton) cross-sell procedures.
• Lead the development and timely implementation of promotions, both internal and external, and ensures they are on Canopy brand.
• Utilize company profile database to determine geographic areas for travel agent calls while maintaining top and existing travel agent accounts.
• Organize travel agent month and travel agent appreciation rates for slow months.
• Assists with the development and implementation of promotions, both internal and external.
• Create a focus on attracting new business.
• Attends and contributes to the weekly hotel meetings, monthly sales strategy meeting as well as the revenue meetings.
• Participates in annual budgeting process and business planning.
• Update and own the sales strategy & sales plan with the General Manager.
• Review and approve any special corporate negotiated rates by signing the contract.
• Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals).
• Leads on-property sales functions to build long-term, value-based customer relationships that enable achievement of hotel sales objectives.
• Recommends monthly room nights target goals for sales team members.
• Participates in sales calls with members of sales team to acquire new business and/or close on business.
• Utilizes efficient sales strategy for the maximization of hotel revenue and with consideration of cost aspect of the hotel. Tools such as BT rate chart and displacement tools to be used to present appropriate business cases.
• Create and send informative press releases to targeted lists highlighting all activities and promotions.
• Explore PR and Social Media opportunities on a weekly basis and update hotel team accordingly.
• Participate in community partnerships that are in line with the hotel’s brand message and present updates to the hotel team accordingly.
• Maintain and expand corporate incentive program via direct mail, personal visits etc.
• Oversee and ensure the updating of rates, promotions and information on hotel website, OTA's (Online travel agents), GDS etc. without any rate parity issues.
• Responsible for the training of sales managers and other hotel staff on sales and client related subjects.
• Follow and promote hotel brand and marketing standards with guests, co-workers.
• Evaluate and drive the hotel’s participation in the various sales channels, Market Sales, Event Booking Centers, electronic lead channels, etc.
• Monitor all day to day activities of direct reports.
• Execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence). This includes the distribution of accurate and complete resumes and BEOs 10 days prior to arrival.
• Collaborate and work with Hilton E-commerce team to implement and execute E-commerce strategies. All efforts to be aligned within the allocated budgets and forecast.

Prerequisites

• A high degree of commercial awareness and ability to understand links between sales and profit with excellent sales and negotiation skills.
• Good business sense and the ability to motivate and lead a team.

Education

• A 3-year degree in Business Administration, Marketing, Hotel and Restaurant Management, or MBA.

Experience

• 5 to 6 years’ experience in the sales and marketing or related professional area, and minimum three years’ experience in a senior sales role.
• Hilton brand experience is a plus.