Director of Sales & Marketing

Key Responsibilities

• Initiates and implements area sales, marketing, digital and social media plans to sell hotel rooms and meeting/event space effectively and most profitably.
• Regularly reviews forecasts, business plans and group and catering pace, identifying, and mitigating risks.
• Completes profit analysis and/or displacement analysis for contract and/or complex business opportunities.
• Achieve budgeted revenues and meet or exceed personal and team goals to maximize profitability.
• Set and measure quarterly and annual goals for the sales, marketing, digital and social managers.
• Create and implement tactical sales plans that drive measurable increases in revenue, particularly in midand off-season months.
• Review market analysis tools (i.e., Agency 360, Demand 360, Kalibri, CoStar, Knowland etc.) to develop new accounts and to grow market share of existing accounts.
• Meet with key clients & decision makers, assisting sales teams with maintaining relationships and negotiating/closing definite bookings.
• Oversight and review of master groups and event contracts, with annual modifications and addendums where necessary.
• Lead negotiations of large contracts and/or multi-year contracts.
• Cultivate and develop relationships with community leaders and representatives.
• Analyze sales team effectiveness; Monitor the performance of and provides direction, training, mentoring and leadership of the Sales, Catering and Event Managers.
• Act as the liaison between hotel sales teams and the corporate office, communicating strategies, action plans, property visits and results.
• Analyze and control sales and marketing expenses, monetizing spend.
• Prepare sales reports and presentations as required on a timely basis.
• Partner with the General Manager, Operations Manager, Revenue Manager and Director of Finance (if applicable on property) to develop annual budgets and business plans.
• Foster employee relations by recognizing sales team successes.
• Conduct sales audits to review group sales agreements, group block management, sales CRM efficiency, sales activities, use of brand and paid tools & resources, brand initiative compliance and pull through.
• Actively engages in the sales interview process, onboards new team members, provides continuous training and maintains employee relations.
• Collaborate with the General Manager, HR Manager and SVP to coach and counsel a sales team member and/or place on a performance improvement plan (PIP) when necessary.
• Facilitate communication to synergize the sales teams, share best practices and leverage the Company hotels.
• Presents the Company portfolio on non-brand-initiated sales calls, trade shows and networking events.
• Leads company sales training and projects as directed by the SVP.
• Be knowledgeable of market conditions, trends, and transactions affecting top line revenues.

Behavioral Expectations

• Be effective and innovative in handling and solving problems in the workplace.
• Remain positive and helpful while working in a demanding environment.
• Committed to the success and growth of the company.
• Act honorably, even when no one is watching.
• Eagerness to grow and/or develop within the company.
• Passionately provide personalized guest service.