Director of Sales and Marketing

Washington Marriott Capitol Hill•Washington, DC

15d•$150,000 - $155,000•Hybrid

About The Position

Develop and execute strategic sales and marketing plans against a defined hotel budget to maximize revenues through direct sales, marketing, e-commerce channels, public relations and community partnerships. This role involves developing a strong e-commerce presence, managing internet market and social media opportunities, and working in partnership with the Director of Revenue Management to develop and implement sales strategies. The position requires understanding sales and business processes, identifying customer needs, and crafting offers to increase revenue share. The Director will monitor the sales team's performance, achieve annual hotel revenue goals, maintain key account relationships, and use professional sales techniques to negotiate terms. A current annual marketing plan with measurable initiatives is required. Leadership responsibilities include modeling proper selling techniques, developing others, and committing to industry and personal development. The role also involves interviewing, selecting, training, scheduling, coaching, and supporting associates, as well as local travel for sales calls and competitive analysis.

Requirements

Four-year college degree required
Previous sales experience in a comparable hotel size and scope required
Public relations and community marketing experience required
Proficient in use of Excel, Word, Delphi and access database tools.

Nice To Haves

Additional/advanced degree coursework in business administration, marketing and communications a plus.
Operations experience preferred.

Responsibilities

Develop and execute strategic sales and marketing plans against a defined hotel budget to maximize revenues through direct sales, marketing, e-commerce channels, public relations and community partnerships.
Develop a strong Ecommerce presence managing internet market and social media opportunities and relationships.
Work in partnership with the Director of Revenue Management to develop, communicate and implement sales strategies, mix of business, channel management, and pricing strategies.
Use internal and external resources and data to develop strategic plans to incorporate all business segments.
Understand sales and business processes, support corporate and hotel goals and contribute to enhancement of customer value.
Identify customer business requirements and craft customer offers, which result in increased revenue share for the hotel.
Monitor achievement of objectives for the sales team and take appropriate action to correct shortfalls versus the annual marketing plan.
Achieve annual hotel revenue goals as agreed upon and established in the annual budget.
Maintain hotel relationships with key accounts to increase customer satisfaction and account revenue.
Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
Articulate and leverage the benefits of the hotel to close sales opportunities.
Prepare and maintain a current annual marketing plan with measurable and specific initiatives detailed to maintain and grow each business segment.
Accept leadership responsibilities by modeling proper selling techniques, effective development of others and commitment to industry and personal development.
Develop effective presentations (orally and written) where ideas, opinions, recommendations and conclusions are clearly understood.
Interview, select, train, schedule, coach and support associates, ensuring they perform in accordance with established brand or hotel standards and consistent with HHM core values.
Travel locally to conduct outside calls, promote the hotel and review competition.
Perform other duties as requested by management.