Director of Sales & Marketing

TPG Hotels & Resorts•Saunderstown, RI

4h•Onsite

About The Position

The Director of Sales & Marketing directs all aspects of sales, including analyzing and achieving strategic objectives and business growth potential. This role is responsible for directing staff, sales, accounting/budgeting, asset protection, inventory control, and human resources. The Director of Sales directs all operations in alignment with the direction of the General Manager, Company, brand standards, and local, state, and national regulations. This position is responsible for quality service, meeting/exceeding financial goals, short and long-term planning, and day-to-day operations. They recommend the Sales budget, marketing/business plans, and capital expenditures, managing within approved plans and objectives. This position directly manages assigned staff and indirectly manages all subordinates, articulating Company goals to the staff and demonstrating commitment through work ethic, integrity, and respect. They unite associates in a common commitment to achieve and exceed goals and work closely with management throughout the hotel and the Company, impressing customers and guests with quality and timely service in a pleasant and friendly manner.

Requirements

High school education plus a degree in sales & marketing, hospitality management or related major.
Five or more years of related experience.
Substantial and successful track record in profitable sales management while maintaining integrity and professional bearing.
Knowledge of accounting and budgeting.
Ability to compile facts/figures and analyze information that involves data manipulation or interpretation to arrive at logical conclusions.
Ability to anticipate and identify issues and exercise initiative to investigate, interpret and weigh alternatives to reach logical conclusions and make sound business decisions.
Knowledge of hospitality, business and basic accounting principles and practices.
Effective listening, verbal, written, negotiation and closing skills.
Ability to assess customer needs, understand market dynamics and prepare presentations/proposals tailored for individual customers.
Ability to meet/exceed expectations for prospecting calls, appointments, presentations, proposals and closes.
Ability to achieve customer satisfaction.
Display consistent professional leadership while simultaneously handling competing and changing priorities and projects.
Remain positive, resourceful and possess the ability to improvise while working in a fast-paced environment, sometimes under pressure.
The ability to effectively and efficiently schedule, manage and delegate work.
Appropriately and effectively interview, hire, motivate, develop, monitor and address staff performance matters.
Possess professionalism, diplomacy and confidentiality.
Computer proficiency in Microsoft office.
Must satisfy and comply with the legal requirements for employment within the jurisdiction.
Close vision with or without corrective lenses.
Required to operate a motor vehicle.

Nice To Haves

Familiarity with hospitality industry practices preferred.
Ability to travel when needed.
Periodic travel is required.

Responsibilities

Directs all aspects of sales, including analyzing and achieving strategic objectives and business growth potential.
Directs staff, sales, accounting/budgeting, asset protection, inventory control, and human resources.
Directs all operations in alignment with the direction of the General Manager, Company, brand standards, and local, state, and national regulations.
Responsible for quality service, meeting/exceeding financial goals, short and long-term planning, and day-to-day operations.
Recommends the Sales budget, marketing/business plans, capital expenditures and manages within approved plans and objectives.
Directly manages assigned staff and indirectly manages all subordinates.
Articulates Company goals to the staff.
Demonstrates commitment to these goals through work ethic, integrity and respect for the Company and associates.
Unites associates in a common commitment to achieve and exceed these goals.
Works closely with management throughout the hotel and the Company.
Impresses customers and guests with quality and timely service in a pleasant and friendly manner.
Professionally approach and communicate with current and prospective customers.
Convey a strong belief in the hotel and confidently discuss hotel features, services and advantages.
Exercise creativity, discretion and independent judgment in determining how to assemble an event to suit each customer's taste.
Conduct site visits and prepare original, creative proposals tailored to address the needs of and to impress the customer.
Develop solutions to any cost concerns and resolve any challenges or problems.
Direct and ensure Sales standards and procedures are followed.
Direct the Sales staff schedules to ensure adequate coverage while managing the department budget.
Ensure timely response to customer and guest needs.
Resolve customer and guest complaints as appropriate to maintain customer and guest satisfaction.
Regularly review service scores to identify areas needing improvement and implement appropriate changes.
Ensure the Sales staff regularly adheres to all guest service basics such as uniforms, name tags and proper greeting.
Be knowledgeable on hotel facilities, services and the city to assist customers and guests as appropriate.
In conjunction with the Human Resources department, direct recruiting, hiring, training, development and retention of a motivated and efficient Sales staff.
Clearly communicate to associates the standards of performance and their role in contributing to individual and team success.
Ensure all required training occurs including orientation, safety and fire.
Coach, counsel, resolve conflicts, discipline and terminate as appropriate through fair treatment and in compliance with Company policies and procedures.
Conduct associate performance and salary reviews in a timely manner and in accordance with Company guidelines.
Ensure all policies and procedures are followed.
Insist on a work environment that is free from harassment.
Promote the hotel as an employer of choice in the community.
Achieve / exceed personal booking goals and motivate sales staff to do same.
Research competing hotels and identify sales strategies.
Understand and use industry reports like Star Reports, etc.
Develop effective sales strategies to counter the competition.
Influence and convince customers to select the hotel for their hospitality needs.
Negotiate terms and reconcile differences.
Develop contingency plans and act promptly and effectively when closing problems arise.
Develop valuable business relationships that result in additional sales and new customers to capture a larger share of the local market.
Aggressively pursue all appropriate opportunities for customer solicitation and relationship building.
Aggressively engage in creative networking, uncovering and cold calling prospective clients to generate activity for future business.
Develop, recommend, implement and manage the Sales annual budget, business/marketing plan, and objectives to meet/exceed expectations.
Market the hotel and services to meet/exceed sales and financial objectives.
Ensure sales costs are within budgeted guidelines.
Review vendors and products to ensure procurement of top quality products at minimum prices.
If necessary, develop action steps to correct any expense problems.
Submit recommendations for changes and improvements to the General Manager.
Assist the General Manager with hotel life safety.
Direct and promote an accident prevention program to minimize liabilities and related expenses.
Ensure appropriate sanitary, safety, security and emergency procedures are in place, followed and comply with policies, standards and regulations.
Ensure the staff is proficient in sanitary, safety security and emergency procedures.
Notify the General Manager of any potential liability and propose proper course of action to prevent the hotel from incurring any such liability.
Make recommendations to the General Manager on additional safeguards as appropriate.
Practice safe work habits.
Walk the operations daily to identify issues and to speak with and listen to associates.
Ensure associates are properly trained in sales techniques and procedures.
Ensure adequate controls are installed and maintained for the protection of the hotel’s financial assets against loss or misappropriation.
Ensure preventative maintenance programs are in place to protect assets and maintenance related problems are reported to Engineering through proper channels.
Inspect and evaluate the condition of the Sales area and equipment.
Submit recommendations for changes and improvements to the General Manager.
Work collaboratively with the Corporate Office to ensure Company assets are accurately tracked.
Ensure associates are properly trained in the use and maintenance of Company assets.
Keep abreast of brand standards and the competition's products and strengths to continually improve revenues and profit margins while maintaining quality.
Use business/management knowledge, applications in the industry, and experiences to provide leadership, both internally and externally, to assist the General Manager in positioning the hotel as a market leader.
Be a coach with a positive attitude on a daily basis.
Implement, manage and comply with Company policies, practices and programs.
Ensure compliance with brand standards and local, state and national regulations.
Ensure optimal levels of quality service and hospitality are provided to guests.
Ensure all communication containing Company, hotel, brand, customer and guest information is consistent with privacy policies, practices and regulations.
Maintain a consistent professional and positive attitude when communicating with customers, guests and associates.
Maintain effective two-way communications that crosses departmental lines.
Approach all encounters and actions with customers, guests and associates in a friendly, service oriented manner.
Conduct regularly scheduled meetings with Sales staff to provide organizational information and educate associates on changes and activities.
Communicate Sales activities and plans with peers and superiors to obtain appropriate consultation, guidance and approval.
Direct the compilation and analyze various corporate reports and property reports to provide management with accurate information and to comply with corporate policies and procedures as well as government laws and regulations.
Complete all required and requested reporting in a timely and accurate manner.
Perform special projects and other responsibilities as assigned.
Participate in task forces and committees as requested.
As requested, assist the General Manager with the preparation of the annual hotel budget and forecasts.