Director of Sales and Marketing

HEI Hotels & Resorts•San Antonio, TX

15d•Onsite

About The Position

The Director of Sales and Marketing is responsible for total room, banquet, catering, and room rental revenue, including yield strategies and implementation. The role is accountable for market performance and meeting budget, forecast, and optimal business-mix targets through strategies involving market mix, pricing, status, and direct sales. The position develops and solicits business across markets to secure the advance bookings needed for a successful and profitable hotel operation. The director leads the Sales Department and directs group, transient, catering, and banquet sales activities to maximize hotel revenue. The role oversees staff solicitation efforts, sales commitments, planning, reporting, market research, and sales strategy, while representing the hotel in community and industry organizations. It also oversees departmental matters related to applicable employment and civil-rights laws.

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 manager motivation.
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.
Comply with attendance rules and be regularly available to work.

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 to identify market trends and related information and recommend ways to improve business potential in various markets.
Develop and deliver persuasive verbal sales presentations to prospective clients.
Prepare the computerized annual business plan and execute it, critically examining and adjusting plans as market conditions warrant.
Organize or attend sales department, executive committee, and related meetings.
Direct and manage group, transient, catering, and 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 and group sales and catering deployment strategies by reviewing competitive data, demand analysis, and mix management.
Represent the hotel professionally in community and industry organizations and events.
Oversee departmental matters related to 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.