Director of Sales and Marketing

HRI Hospitality•San Antonio, TX

About The Position

The Director of Sales and Marketing leads and manages the hotel sales team, including coordinating Marketing, Sales, Catering, and Conference Services Managers. This role implements, monitors, and controls sales and marketing strategies and is responsible for meeting assigned monthly sales goals. The Director has hands-on sales responsibilities and supervisory accountability for the sales team, supporting revenue growth, future bookings, and exceptional customer service at a 226-room Hill Country hotel with 12,643 square feet of meeting and event space. The position oversees sales, catering, conference services, marketing, and public relations efforts; develops and manages related budgets and forecasts; works with Revenue Management on rate strategies; and collaborates with hotel operations and outside marketing agencies. The Director also hires, trains, mentors, and coaches team members, supports annual marketing plans and quarterly ownership presentations, and adjusts their schedule as needed for business demands, including early mornings, evenings, or weekends.

Requirements

Bachelor’s degree or equivalent industry experience.
At least 5 years of experience as a Director of Sales and Marketing or Director of Sales at a similarly sized property.
Excellent verbal and written communication skills, including the ability to lead and participate in formal presentations.
Strong sales and negotiation skills and the ability to cultivate leads, build relationships, and achieve financial expectations.
Strong organizational skills and the ability to handle multiple tasks in a fast-paced environment.
Experience with hotel and sales systems.
Strong computer skills, including Microsoft Office, Delphi or another hotel sales system, and other programs relevant to the position.
Strong knowledge of sales and business intelligence products such as D360, A360, STR Reports, and Pace Reports.
Excellent working knowledge of all department operations.
Skill in monthly group forecasting and the annual budget process.
Skill in preparing and presenting annual marketing plans and quarterly ownership presentations.
Understanding of budgetary and fiscal responsibility for the sales department.
Ability to provide leadership, mentorship, training, coaching, and counseling to direct reports.
Strong knowledge of social media, digital marketing, and PR.
Ability to read and analyze data and reports and develop sound e-commerce, social media, digital marketing, and PR strategies.
Ability to adjust work schedule to business demands, including early morning, evening, and weekend hours.

Responsibilities

Manage the sales team to achieve or exceed current-year budgeted revenues and future-year pre-booking goals.
Lead direct sales efforts to meet or exceed budgeted goals and achieve RevPAR and market penetration growth.
Provide leadership, mentorship, and training to sales team members and oversee their daily activities and sales strategies.
Direct team members’ sales activities and productivity to exceed monthly goals.
Ensure timely, professional correspondence, proposals, contracts, and follow-up by sales team members.
Direct hiring and training for new employees in Sales, Catering, and Conference Services.
Establish sales team policies and procedures relating to Sales, Revenue Management, and Reservations.
Assist in developing and implementing quarterly and annual booking goals for the Sales Department.
Assist the General Manager with the sales and marketing components of the Annual Marketing Plan and Quarterly Ownership Review presentations.
Support direct sales efforts, including sales trips, off-property functions, and customer entertainment.
Stay knowledgeable about the hotel’s top accounts; accompany sellers on outside appointments and shadow prospecting and solicitation calls as needed.
Collaborate with Revenue Management on rate strategies and effective pricing and selling strategies for an optimal business mix, with a minimum 12-month outlook.
Plan, manage, and evaluate the financial aspects of sales efforts to ensure cost effectiveness and optimal use of resources.
Work with the Corporate Marketing Manager to develop marketing and PR strategies supporting revenue goals.
Manage and engage outside agencies supporting marketing efforts on a weekly basis, including brand marketing where applicable.
Create and manage Sales, Catering, Banquet, and Marketing revenue and expense budgets and forecasts.
Handle department-related guest complaints and ensure corrective action is taken.
Create development plans for the Sales team and provide coaching and action plans when needed.
Promote sales excellence through initiatives that motivate and inspire the Sales team.
Conduct frequent sales calls to existing and prospective accounts and uncover business in assigned market segments.
Build and strengthen account relationships to generate future bookings through sales calls, entertainment, site visits, and trade shows.
Maintain accurate records in the hotel sales system to document account history, support service quality, and develop future prospects.
Partner with hotel operations to coordinate customer specifications and address customer issues and comments.
Adjust work schedule to meet business demands, potentially including early mornings, evenings, and weekends.
Perform other duties as assigned.