Director of Sales and Marketing

HEI Hotels and Resorts•Miami, FL

About The Position

The Director of Sales and Marketing is responsible for total room, banquet, catering, and room-rental revenue, yield strategies, and their implementation. The role is accountable for market performance, meeting budget and forecast targets, and achieving an optimal business mix. Strategies include market mix, pricing, status, and direct sales. The Director develops and solicits business across markets to secure the advance bookings needed for a successful and profitable hotel operation. The position directs and manages group, transient, and catering/banquet sales activities to maximize hotel revenue; leads the Sales Department and its staff; and develops sales strategies, business plans, budgets, forecasts, and reports. The Director also researches travel-industry and market trends, represents the hotel in community and industry organizations, and oversees departmental matters related to employment and civil-rights laws. The role is with Brickell Arch, a Luxury Collection Hotel, Miami, part of HEI Hotels & Resorts.

Requirements

Bachelor’s degree preferred.
At least 5 years of sales leadership experience in a similar-sized operation preferred.
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 perform essential job functions continuously, with or without reasonable accommodation.
Effective verbal and written communication skills.
Ability to adapt communication style for different audiences, including supervisors, coworkers, and the public.
Knowledge of the travel industry, current market trends, and economic factors.
Ability to access, understand, and accurately enter information using a moderately complex computer system.

Nice To Haves

Bachelor’s degree.
At least 5 years of sales leadership experience in a similar-sized operation.

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 for new marketing strategies, and recommend ways to improve potential in various markets.
Develop and deliver persuasive verbal sales presentations to prospective clients.
Prepare and execute the computerized annual business plan, critically examining and adjusting it as market conditions warrant.
Organize or attend sales department, executive committee, and related meetings.
Direct and manage group, transient, and catering/banquet sales activities to maximize hotel revenue.
Prepare, implement, and compile information for the strategic sales plan, monthly reports, annual goals, sales budget, forecasts, and other required reports.
Develop rates, group sales, and catering deployment strategies using competitive data, demand analysis, and mix management.
Represent the hotel professionally at 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 on a regular basis.
Perform other job-related duties as assigned.