Director of Sales and Marketing

HEI Hotels & Resorts•Miami, FL

23d•Onsite

About The Position

The Director of Sales and Marketing is responsible for total room, banquet, catering, and room-rental revenue, yield strategies, implementation, and performance against market, budget, forecast, and business-mix targets. The role develops strategies for market mix, pricing, status, and direct sales, and generates business from all markets to secure advance bookings that support successful and profitable hotel operations. The director leads the Sales Department, overseeing staff solicitation efforts, group room sales commitments, training and performance, reporting, market research, sales presentations, and execution of the annual business plan. The position manages group, transient, catering, and banquet sales activities; develops rates and sales deployment strategies; and represents the hotel in community and industry organizations. The role also oversees departmental compliance with applicable employment and civil rights laws. The position is based at Brickell Arch, a Luxury Collection Hotel in Miami. The job description requires regular attendance and the ability to stand and move throughout the hotel property while performing essential functions, with or without reasonable accommodation.

Requirements

Knowledge of the travel industry, current market trends, and economic factors.
Ability to access, understand, and accurately input information using a moderately complex computer system.
Proficiency in Microsoft Word, Excel, and Delphi.
Knowledge of computer accounting programs, math skills, and budgetary analysis capabilities.
Extensive knowledge of sales skills, revenue management, recruitment, supervision, training, and motivating managers.
Ability to listen effectively, communicate, and use diplomacy with internal and external customers and staff.
Ability to stand and move throughout the hotel property and continuously perform essential job functions, with or without reasonable accommodation.
Effective verbal and written communication skills.
Ability to adapt communication style to different audiences, including supervisors, coworkers, and the public.

Nice To Haves

Bachelor’s degree preferred.
Five or more years of sales leadership experience in a similar-sized operation preferred.

Responsibilities

Direct sales staff solicitation efforts through effective oral and written communication and oversee rate, date, and space commitments for group room sales.
Recruit, interview, hire, train, recommend performance evaluations, resolve problems, maintain open communication, and recommend discipline or termination when appropriate.
Ensure training programs are conducted regularly and HEI performance standards are met; guide and counsel staff toward improvement.
Compile or direct preparation of Sales Department reports, including annual and monthly forecasts, lead management system reports, group booking pace reports, STAR reports, and sales meeting minutes.
Research the travel industry and detect market trends and related information to develop marketing strategies; recommend ways to improve potential across markets.
Develop and deliver persuasive verbal sales presentations to prospective clients.
Initiate preparation of the computerized annual business plan, execute it, and adjust it as necessary based on market conditions.
Organize or attend scheduled Sales Department, executive committee, and related meetings.
Direct and manage group, transient, and catering/banquet sales activities to maximize hotel revenue.
Prepare, implement, and compile data for the strategic sales plan, monthly reports, annual goals, sales budget, forecasts, and other required reports.
Develop rates, group sales, and catering deployment strategies by reviewing competitive data, demand analysis, and mix management.
Represent the hotel professionally at community and industry organizations and events.
Oversee departmental matters concerning federal, state, and local employment and civil rights laws.
Comply with attendance rules and be available to work regularly.
Perform other job-related duties as assigned.