Area Director of Sales

Highgate Hotels•Chandler, AZ

About The Position

The Area Director of Sales & Marketing leads and drives top-line revenue strategy for customary sales segments, including group and volume transient business, at the primary hotel while serving as its Director of Sales & Marketing. The role also oversees sales leadership and area sales synergies at other assigned hotels. The individual monitors market trends, market-share movement, and competitive hotel performance; directs sales teams toward budgeted revenue goals; and develops and implements a marketing communications plan and sales and marketing budget to support revenue attainment. This area role offers multi-hotel oversight experience as preparation for larger regional responsibility. The position represents the voice of the customer, communicates key issues throughout the organization, and leads owner relations and communications for the primary and assigned area hotels. It requires interpreting hotel reporting and market data, understanding demand and economic factors, evaluating competitors and new supply, identifying geographic source markets, and developing segment, account, sales deployment, and production strategies.

Requirements

At least 5 years of experience as a DOSM or sales leader, including prior hotel sales experience.
Proficiency with sales automation systems such as DELPHI or alternatives, and PMS systems.
Experience working collaboratively with revenue management and operations teams.
Well-rounded knowledge of market segments and channel distribution sources, and the ability to develop a strategic plan for each.
Excellent communication and presentation skills.
Strong interpersonal skills and ability to work in a team environment.
Ability to direct, lead, train, motivate, and drive a direct sales team and foster a cooperative, competitive team spirit and winning attitude.
Proficiency in MS Office, including Word, Excel, and PowerPoint.
Ability to multitask and prioritize departmental functions to meet deadlines.

Nice To Haves

Bachelor's degree in Hotel Management, Business, or Marketing.
Area or regional sales oversight of multiple hotels.
Experience dealing with and communicating with ownership groups and asset management.

Responsibilities

Lead and drive top-line revenue for group and volume transient sales segments at the primary hotel, while overseeing sales leaders at assigned area hotels.
Assess and respond to market trends, market share, and the competitive hotel environment.
Develop and implement a marketing communications plan to achieve the hotel's desired positioning and manage the sales and marketing budget.
Represent the hotel's voice of the customer and communicate key issues and concerns throughout the organization.
Use Smith Travel Research data, financial P&L statements, sales mix, forecasts, group pace and position, and other hotel reports.
Analyze market trends, demand generators, supply and demand, and economic factors affecting hotel performance.
Conduct competitive set reviews and SWOT analyses, and monitor new hotel supply.
Understand geographic source markets and develop plans to penetrate primary markets.
Develop and implement key segment strategies and manage existing and target key accounts.
Design sales deployment plans and market assignments.
Develop sales goals to achieve budget and market-share targets.
Measure group pace and set sales production goals.
Manage sales activity and travel schedules.
Lead owner relations, communications, and expectations for the primary hotel and assigned area hotels on behalf of Highgate Hotels.

Benefits

Medical insurance
Dental insurance
Vision insurance
Life insurance
Short-term and long-term disability insurance
401(k) retirement plan with employer matching contributions
Paid holidays
Paid vacation
Paid sick leave in accordance with applicable law
Employee assistance program
Educational opportunities and tuition reimbursement
Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law