Complex Director of Sales & Marketing

Sonesta Hotels

103d

About The Position

The Complex Director of Sales & Marketing (CDOSM) develops and implements the total sales and marketing strategy of two or more hotels located in the same market to ensure that joint occupancy, average daily rate, and market share goals are achieved. This includes creating and implementing specific revenue, sales and marketing strategies and tactical plans by hotel and the joint enterprise. Results are monitored and adjusted to current market conditions to stay nimble and react advantageously to competitors, as well as position each hotel appropriately in the market. The ADOSM will work directly with multiple General Managers and the Regional leadership team to identify specific top line revenue strategies and tactics to drive revenue according to the market’s seasonal demand. They also manage multiple hotel Non-Shared Group Sales Managers who will both represent an individual hotel and the joint enterprise, as well as will work with Sonesta’s Marketing, Revenue Management, Regional Account Director, Global Sales & Group Shared Services Sales teams to leverage national brand strategies at the local level.

Requirements

• Proven experience in sales and marketing within the hospitality industry.
• Strong leadership and team management skills.
• Excellent analytical and forecasting abilities.
• Ability to develop and implement strategic sales plans.
• Strong communication and interpersonal skills.
• Experience with revenue management strategies.
• Knowledge of hospitality systems, particularly Delphi.fdc.
• Ability to work collaboratively with various departments.

Nice To Haves

• Experience in managing multiple hotel properties.
• Familiarity with local market trends and competition.
• Previous experience in a corporate sales environment.

Responsibilities

• Develop and implement hotel’s total revenue re-positioning post conversion.
• Professionally represent the hotel in community and industry organizations and events.
• Participate as a team player with other Executive Team Members.
• Provide constructive feedback to all departments and to hotel sales and marketing staff.
• Be a leader and role model to all employees.
• Actively lead DBR, weekly sales and strategy meetings.
• Oversight of the property revenue management teams, and overall responsibility for total revenue and yield strategies.
• Analyze short- and long-term forecasting.
• Analyze trends in group, extended stay and transient inventory to include occupancy, rates, product line and strategic sales goals.
• Review and vet revenue reports and information for Owners, Corporate Office, General Managers, Department Heads, and all related meetings.
• Set up regularly scheduled visits to the hotels managed to conduct business reviews and long-term forecasts.
• Create and implement a cohesive Sales Plan including: Direct Sales, PR, and Ecommerce for rooms, catering, and outlet revenue.
• Manage the team Sales employees, direct the day-to-day activities of the team, plan, organize, and assign work, develop, and communicate strategies and goals.
• Create, train, and motivate those responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotels, while maintaining guest satisfaction.
• Advise staff of formal policies and procedures.
• Manage all human resources-related actions in accordance with Company’s rules and policies.
• Create and implement the tactical sales plans that drive measurable incremental occupancy, increase average rates, and increase business volume during off-peak periods.
• Enhance the image of the hotels in the local community.
• Monitor sales activities/performance to ensure actual sales exceed the established revenue plan.
• Assist with the direction of the entire sales and catering team; carry out supervisory responsibilities in accordance with company policies which may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
• Incorporate marketing and public relations initiatives to support the sales strategies and activities.
• Establish a sense of urgency with the team to understand and achieve the needs of the hotel.
• Handle specific accounts/segments assigned by the Regional Sales Director (RSD).
• Work with General Managers, Area Director of Revenue and Operations team to develop and execute revenue management strategies to maximize revenues and market share with an eye on raising profitability of the business.
• Work closely with the corporate functional leaders to ensure that Sonesta property is maximizing sales and marketing opportunities that require Sonesta corporate support including but not limited to SEO, PPC, Direct Marketing, Advertising, Public Relations.
• Ensure that the sales team is properly deployed, is working the correct market segments, and participates in the right trade shows and corporate supported GSO missions.
• Be responsible for total hotel revenue to include Food and Beverage, and Banquets and Catering revenue.
• Develop and maintain positive relationships with officials and representatives of local community groups.
• In coordination with the General Managers, serve as the market representative for media related inquiries and refer sensitive matters to the Corporate Communications Department as necessary.
• Prepare Weekly/Monthly reporting on account, individual, segment, and tier production.
• Develop and execute sales, marketing, and revenue strategies through preparation of a strategic sales plan, implementation and administration of the impacted budgets and the establishment of annual seller and revenue management goals.
• Conduct in-depth analysis of industry intelligence reports (STR, Knowland etc.) and pull and analyze appropriate data to develop and recommend appropriate actions.
• Assist with individual quarterly SMART Plans.
• Develop and approve sales and catering team annual goals, and review and revise the goals as needed midyear.
• Directly work with the corporate sales, marketing, and property catering teams to develop strategies for revenue management, public relations, advertising, marketing/sales providers with responsibility for managing the plans set forth and approved.
• Develop and execute action plans against existing and new target accounts to achieve and exceed sales quotas within the assigned segment.
• Drive Top Line Revenue in all segments.
• Act as a steward of the hotels annual Sales and Marketing travel and marketing budget.
• Work closely with the sales and catering team towards achievement of aggressive both quarterly and annual goals for production and consumption.
• Demonstrate financial acumen and strong reporting and analytics knowledge of Hospitality Systems, Delphi.fdc.
• Recruit, supervise, train and motivate multiple levels of managers.
• Ensure team members receive proper training applicable to their position and career aspirations and in accordance with company policy and/or local laws.
• Monitor, measure, and recognize performance management of team members who directly report to the role and indirect reports.
• Support, comply and promote company initiatives, policies, and guidelines.
• Handle employee issues in a professional, thoughtful, and timely manner.
• Utilize and collaborate with resources across different departments capable of influencing peer group to perform to their highest standard and establishing a trusting environment to enrich the culture.
• Focus on the mission and well-being of the department, hotel, and company.
• Lead by example and operate with integrity and respect.
• Inspire your teams to embrace and demonstrate our values and GUEST People Standards.

Benefits

• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts
• Hospital Indemnity
• Critical Illness Insurance
• Accident Insurance

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees