Director of Sales and Marketing

AccorHotel • Long Beach, CA

8h • $175,000 - $185,000 • Onsite

About The Position

Fairmont Breakers is seeking a Director of Sales and Marketing to develop and execute comprehensive sales and marketing strategies. This role is crucial in achieving revenue, profitability, occupancy, ADR, and market share goals for the hotel. The Director will lead the creation of the annual Sales & Marketing Business Plan and budget, identify new market opportunities, and drive business across various segments including group, transient, catering, and leisure. Collaboration with the Executive Committee and Revenue Management is key to aligning commercial strategies with operational objectives. The position involves leading contract negotiations, directing sales activities, and supporting client engagement through various channels. Additionally, the Director will oversee integrated marketing plans, including digital marketing, public relations, and social media, ensuring alignment with Fairmont brand standards. A significant part of the role involves leading, developing, and retaining a high-performing Sales & Marketing team, managing departmental budgets, and serving as a visible ambassador for Fairmont Breakers Long Beach.

Requirements

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, Communications, or a related field required. Equivalent combination of education and experience may be considered.
• Minimum of five (5) years of progressive experience in hotel sales, catering, marketing, or commercial operations, including at least three (3) years in a leadership or management role within a full-service hotel.
• Luxury or upper-upscale hospitality experience strongly preferred.
• Demonstrated success in developing and executing sales and marketing strategies that achieve revenue, occupancy, ADR, and market share objectives.
• Experience managing multiple market segments including group, corporate, leisure, transient, catering, and special events.
• Strong knowledge of hotel sales, marketing, revenue management principles, market segmentation, yield management, and cost controls.
• Excellent leadership, coaching, mentoring, and team development skills.
• Strong analytical, organizational, problem-solving, and decision-making abilities.
• Ability to develop strategic business plans and successfully execute initiatives that drive revenue growth.
• Exceptional verbal, written, presentation, and negotiation skills.
• Ability to build and maintain strong relationships with clients, ownership, colleagues, community partners, and industry organizations.
• Demonstrated ability to manage multiple priorities while maintaining attention to detail, accuracy, and deadlines.
• Ability to exercise sound judgment, maintain confidentiality, and handle sensitive business information.
• Self-motivated with the ability to work independently and collaboratively in a fast-paced environment.
• Strong financial acumen with experience preparing budgets, forecasts, and business performance reports.
• Ability to adapt quickly to changing business conditions and operational priorities.
• Proficient in Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook.
• Working knowledge of hotel property management, sales, CRM, and catering systems, such as Opera Cloud, Delphi/Opera Sales & Catering, or comparable platforms.
• Experience utilizing reporting, forecasting, and business intelligence tools to analyze performance and identify opportunities.
• Ability to learn and effectively utilize company-specific software, reporting systems, and technology platforms.
• Excellent command of the English language, both written and verbal.
• Ability to perform basic business mathematics and financial analysis.
• Ability to travel locally and occasionally outside the market for client meetings, industry events, and sales activities.
• Ability to work a flexible schedule, including evenings, weekends, and holidays, based on business needs.

Responsibilities

• Develop and execute short- and long-term sales and marketing strategies to achieve revenue, profitability, occupancy, ADR, and market share goals.
• Lead the creation and implementation of the annual Sales & Marketing Business Plan and budget.
• Identify new market opportunities, business segments, partnerships, and revenue streams to drive hotel performance.
• Maintain comprehensive knowledge of market trends, economic conditions, competitor activity, and demand drivers impacting hotel performance.
• Collaborate with Executive Committee members to align commercial strategies with operational objectives and guest experience standards.
• Drive group, transient, catering, leisure, entertainment, and corporate business to maximize total hotel revenue.
• Partner with Revenue Management to develop and execute pricing, inventory, forecasting, and segmentation strategies.
• Analyze booking pace, market share, demand trends, and business mix to identify opportunities and implement corrective actions as needed.
• Participate in total revenue management initiatives impacting Rooms, Food & Beverage, Catering, Spa, and ancillary revenue streams.
• Lead contract negotiations and secure strategic partnerships that support revenue growth and brand visibility.
• Direct all sales activities to achieve established revenue goals and budgeted performance.
• Establish sales targets, account strategies, and prospecting plans for all sales team members.
• Conduct regular sales meetings, pipeline reviews, account evaluations, and business development planning sessions.
• Support client engagement through site inspections, presentations, industry events, trade shows, and sales missions.
• Maintain strong relationships with key accounts, meeting planners, travel advisors, corporate clients, and community partners.
• Develop and oversee integrated marketing plans that strengthen brand awareness and drive demand.
• Direct digital marketing, public relations, social media, advertising, promotional campaigns, and content strategies.
• Ensure all marketing initiatives align with Fairmont brand standards and luxury positioning.
• Monitor campaign performance and ROI, adjusting strategies and budgets to maximize effectiveness.
• Collaborate with corporate, regional, and agency partners to execute marketing initiatives and enhance market presence.
• Recruit, develop, coach, and retain a high-performing Sales & Marketing team.
• Establish performance goals, conduct evaluations, and create development plans for team members.
• Foster a culture of accountability, collaboration, innovation, and exceptional service.
• Ensure all team members are properly trained on sales systems, policies, procedures, and brand initiatives.
• Promote colleague engagement and support succession planning within the department.
• Develop and manage departmental operating budgets and expense forecasts.
• Monitor sales and marketing expenditures to ensure fiscal responsibility and return on investment.
• Prepare and present revenue forecasts, business reviews, performance analyses, and strategic recommendations.
• Utilize data analytics and reporting tools to measure success and guide decision-making.
• Maintain accurate records, reports, contracts, and business documentation.
• Serve as a visible ambassador for Fairmont Breakers Long Beach within the local community and hospitality industry.
• Build relationships with tourism organizations, convention and visitor bureaus, local businesses, community groups, and industry partners.
• Represent the hotel at industry functions, networking events, trade shows, and community engagements.
• Support initiatives that enhance the hotel's reputation as Long Beach's premier luxury destination.
• Ensure compliance with all company policies, brand standards, and legal requirements.
• Maintain proficiency with all sales, marketing, CRM, and reporting platforms utilized by the hotel.
• Perform other duties and special projects as assigned.

Benefits

• Salary range: USD $175,000-$185,000 gross per annum
• Discounted hotel rooms and food & beverage rates to employees at our sister properties around the globe.
• Learning programs through our Academies to promote growth and development.
• Opportunity to develop your talent and grow within your property and across the world!
• Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21 and WATCH.

What This Job Offers

• Job Type: Full-time
• Career Level: Director