Director of Sales & Marketing

HRI Hospitality • Richmond, VA

10d • $98,000 - $162,000 • Onsite

About The Position

The Director of Sales & Marketing is responsible for the leadership and management of the sales team to include overseeing and coordinating Marketing, Sales, Catering and Conference Services Managers. The Director of Sales & Marketing will implement, monitor and control sales and Marketing strategies. The Director of Sales & Marketing is also responsible for meeting assigned monthly sales goals.

Requirements

• Bachelor’s Degree or equivalent industry experience
• Minimum of 5 years’ experience as a Director of Sales & Marketing or Director of Sales in a similar sized property
• Excellent verbal and written communication skills including leading and participating in formal presentations
• Strong sales and negotiation skills as well as the ability to cultivate leads, build relationships and achieve financial expectations
• Strong organizational skills with the ability to handle multiple tasks in a fast-paced environment
• Experience with hotel and sales systems
• Strong computer skills. Microsoft Office, Delphi, or other hotel sales system, and other programs as it pertains to this position
• Strong knowledge of sales and business intelligence products such as D360, A360, STR Reports, and Pace Reports
• Excellent working knowledge of all department operations
• Skilled at both monthly group forecasting and the annual budget process
• Skilled at preparing and presenting annual marketing plans and quarterly ownership presentations
• Understanding of budgetary and fiscal responsibility to the sales department
• Ability to provide strong leadership, mentorship, training, and coaching & counseling skills to his or her direct reports
• Strong knowledge of Social Media, Digital Marketing and PR
• Good understanding of reading and analyzing data/reports and developing sound E-commerce, Social Media, Digital Marketing and PR strategies

Responsibilities

• Manage the sales team to achieve/exceed budgeted revenues for current year, along with future year pre-booking goals
• Initiate and maintain a direct and aggressive sales effort to meet/exceed budgeted goals and achieve RevPAR and penetration growth
• Hands-on sales responsibility with supervisory accountability for the daily activities of sales team members, providing them with the leadership, mentorship, and training necessary to implement effective sales strategies that maximize all revenue streams for the hotel
• Management of each member of the sales team to direct the effort and execution of exceeding monthly sales activities and productivity goals
• Ensure each member of the team adheres to professional and timely correspondences, proposals, contracts, and follow-up
• Directs hiring and training of all new employees in the Sales, Catering and Conference Services departments
• Establish sales team policies and procedures relating to Sales, Revenue Management, and Reservations
• Assist in development and implementation of quarterly and annual booking goals for the Sales Department
• Assist the General Manager with the Sales and Marketing portion of the Annual Marketing Plan and Quarterly Ownership Review presentations
• Support all direct sales efforts to include sales trips, off property functions and customer entertainment
• Knowledgeable about each hotel’s top accounts. Accompanies sellers on outside sales appointments and “shadows” sellers during telephone prospecting and solicitation calls as needed
• Collaborate and produce rate strategies with Revenue Management to ensure hotel has effective pricing and selling strategies in place to achieve the optimal mix of business, minimum 12-month period
• Plan, manage and evaluate all financial aspects of the sales efforts throughout the properties to ensure cost effectiveness and optimal utilization of resources
• Work with Corporate Marketing Manager in taking an active role in developing Marketing and PR strategies to support the revenue goals
• Manage and engage with outside agencies that support marketing efforts on a weekly basis, including brand marketing (if applicable)
• Create and manage Sales, Catering, Banquet and Marketing revenue and expense budget/forecast
• Receive department related guest complaints and ensure necessary corrective action is administered
• Create and implement development plans for Sales team and provide coaching and action plans to team when necessary
• Be a champion of sales excellence by creating initiatives to motivate and inspire Sales team
• Conduct frequent sales calls to existing and new accounts, as well as uncover new business in assigned market segment(s)
• Build and strengthen relationships with existing and new accounts to enable future bookings. Activities include sales calls, entertainment, site visits, trade shows, etc.
• Maintain accurate sales records in the hotel sales system to provide complete history, ensure future and current quality of service and enhance future prospects
• Partner with operations team to coordinate customer specifications, effectively respond to customer issues and comments to ensure customer satisfaction
• Adjust work schedule as needed to meet the business demands, which may include hours in early morning, evening and/or weekend hours
• Other duties as assigned

What This Job Offers

• Job Type: Full-time
• Career Level: Director