Director of Sales & Marketing

Wischermann Partners•Indianapolis, IN

2d•Onsite

About The Position

The Director of Sales & Marketing drives revenue across traditional sales segments, including transient, group, and catering. The role develops and implements sales action plans and marketing communications to support the hotel’s brand development, anticipate market trends, and meet or exceed revenue goals and budget targets. The Director analyzes guest segmentation to ensure appropriate business is placed on the books. This position leads and manages the property’s Sales and Marketing team and department, oversees budgets and sales plans, and works with the corporate team and Director of Revenue Management to advance revenue, brand, and marketing objectives. The Director also cultivates customer relationships, guest satisfaction, public relations, and hotel programming, while recruiting, training, evaluating, and developing associates and managers. The primary duty is managing the business and department, regularly directing two or more associates, with authority to hire and terminate.

Requirements

Previous experience in a similar role in a luxury or upper-upscale hospitality operation.
Proficiency in managing and using sales automation and property management systems (PMS).
Strong computer skills, including Microsoft Office.
Strong verbal and written communication skills, including service recovery and resolution.
Extensive knowledge of sales forecasting and interpreting and analyzing results for planning and budgetary analysis.
Ability to remain calm under pressure, manage concurrent demands, and prioritize responsibilities.
Ability to perform numerical data analysis and formulate conclusions and solutions.
Approachable, authentic, and engaging demeanor, serving as an example for associates.
Proven management track record and ability to inspire, motivate, and engage.
Ability to develop and deliver effective training.
Results-oriented and highly motivated self-starter.
Flexibility to work a varied schedule, which may include weekends and holidays.
Ability to perform the stated physical and sensory demands, including writing, standing, sitting, walking, repetitive motions, bending, climbing, listening, hearing, and visual acuity.

Responsibilities

Drive top-line room and banquet/catering revenue and cross-sell ancillary revenue.
Lead the property Sales and Marketing team to meet or exceed budgeted revenues.
Develop sales and marketing plans to achieve the hotel’s desired positioning and sales objectives.
Approve and track Sales Managers’ action plans and sales goals.
Manage the Sales and Marketing department within established budgets and standards.
Coordinate with the corporate team to manage marketing and brand agencies and ensure objectives and strategies are executed on time.
Supervise and ensure timely completion of Sales and Marketing department activities.
Collaborate with the Director of Revenue Management on ADR targets, segmentation mix goals, and incorporation of branding into paid advertising.
Maintain an active sales solicitation program.
Organize and collaborate on events intended to generate favorable press and public relations.
Create lifestyle and luxury programming with hotel operations for use in PR articles and social media.
Prepare monthly reports tracking campaign success.
Create branded documents according to hotel and corporate standards.
Support and develop the management team as needed.
Develop and execute sales and marketing strategies in revenue-producing areas and leverage all sales engines.
Build key customer relationships through personal involvement in the sales process.
Promote occupancy, revenue per available/occupied room, market share growth, and profitability.
Maintain visibility and interact with guests to obtain feedback on product quality, service levels, and satisfaction.
Create development plans and develop associates and managers in line with individual strengths, needs, aspirations, and abilities.
Participate in departmental meetings and communicate departmental goals consistently.
Ensure associates have appropriate supplies, equipment, and uniforms.
Recruit, interview, hire, and train Sales and Marketing associates.
Conduct performance evaluations and discipline staff when needed.
Maintain a professional and personable appearance according to hotel standards.
Advance the hotel’s core values of ownership, innovation, craft, respect, and community.
Direct the work of two or more associates and exercise authority to hire and terminate.
Perform other duties as requested.