Director of Sales and Marketing

HEI Hotels and Resorts•San Antonio, TX

14d

About The Position

The Director of Sales and Marketing is responsible for total room, banquet, catering, and room rental revenue, including yield strategies and their implementation. The role is accountable for market performance, meeting budget and forecast targets, and achieving an optimal business mix. The director develops and solicits business across markets to secure the advance bookings needed for a successful and profitable hotel operation. The position directs sales staff and oversees group room sales commitments, manages group, transient, catering, and banquet sales activities, and develops sales and catering strategies using competitive data, demand analysis, and mix management. It also leads the Sales Department’s staffing, training, reporting, planning, and market research activities, while representing the hotel in community and industry organizations.

Requirements

At least 5 years of sales leadership experience in a similar-sized operation is 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 motivation of managers.
Ability to listen effectively, communicate, and use diplomacy with internal and external customers and staff.
Effective verbal and written communication skills, including adapting communication style to different audiences.
Ability to stand and move throughout the hotel property and continuously perform essential job functions, with or without reasonable accommodation.
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.

Nice To Haves

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

Responsibilities

Direct the solicitation efforts of sales staff through effective oral and written communication and oversee rate, date, and space commitments for group room sales.
Recruit, interview, and hire staff; train them; 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 from 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 scheduled 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 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 based on competitive data, demand analysis, and mix management.
Represent the hotel professionally in community and industry organizations and events.
Oversee departmental matters relating 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.