Director of Sales & Marketing

Responsibilities

• Supervision and administration of all activities of the Sales Department.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company sales policies and SOP’s, and assist the Director of Sales in ensuring knowledge of and adherence to those policies by the Sales and Catering team.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set goals.
• Initiate and follow up on leads.
• Aid in coordination of group and transient bookings to maximize profits.
• Maintain and participate in an active sales solicitation program.
• Attend the weekly staff meeting according to Highgate Hotel standards.
• Aid in the administration of training in the sales department.
• Aid in the preparation of required reports in a timely manner.
• Aid in the administration of weekly sales meetings according to Highgate Hotel Standards.
• Review the KRA process with the Director of Sales to ensure that deadlines are met.
• Aid in coordination of all non-group transient sales and catering solicitations to maximize overall profits.
• Aid the Director of Sales by conducting all employee/manager Performance Appraisals according to Highgate Hotel SOP’s.
• Motivate, coach, counsel and discipline the Sales and Catering Team according to Highgate Hotel SOP’s.
• Monitor production of all top accounts and evaluate trends within your market and ensure the Sales Team is held accountable for those accounts within their territory.
• In the absence of the Director of Sales, conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager.
• Aid in the hiring and development of Sales and Catering Department employees and managers.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Review meeting planner evaluations with the Director of Sales as received to ensure that any problems are rectified.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and beneficial to the property, and ensure that all Sales Managers conduct thorough site inspections.
• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
• Use your property’s computerized sales management system to manage the hotel’s business, including but not limited to generating reports, entering business, blocking space and building accounts.
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Aid in ensuring that Sales Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRAs) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
• Aid in preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP.
• Explain the components of the end-of-month report and analyze the report with the DOS.
• Aid in ensuring that Sales Managers can explain the importance and components of the report.
• Aid in preparing the annual budget.
• Aid in preparing the annual Marketing Plan.
• Aid in preparing the monthly reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
• Meet and greet onsite contacts.
• Attend all-employee meetings and any other functions required by management.
• Abide by Prime Selling Time (PST).
• Understand all GDS systems.
• Understand ISIS.
• Understand loading rates into ISIS/GDS.
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• React to negative trends in the market place by implementing blitzes or catering promotions.
• Handle inquiries as part of Inquiry Day Program.

Qualifications

• At least 5 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.
• Must have a valid driver’s license in the applicable state.
• Must be skilled in Windows, Company approved spreadsheets and word processing.
• Long hours sometimes required.
• Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Attend all hotel required meetings and trainings.
• Participate in M.O.D. coverage as required.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which include wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.