Director of Sales and Marketing

Hersha Hospitality Management LP•Washington, DC

6d•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 hotel revenue share. It also involves monitoring the sales team's performance, achieving annual revenue goals, maintaining key account relationships, and using professional sales techniques to negotiate terms. The Director will prepare an annual marketing plan, accept leadership responsibilities, develop effective presentations, and manage staff by interviewing, training, coaching, and supporting them. Local travel is required for outside calls, promoting the hotel, and reviewing competition.

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.
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.
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.