Director of Sales and Marketing

Description

The Director of Sales & Marketing has direct oversight of planning and managing the overall sales and marketing for a Full Service hotel. The intention is to achieve optimal growth in existing accounts while generating new business to maximize total revenue and meet/exceed hotel profit objectives. This role will oversee day-to-day operations of the hotel sales department including but not limited to direct sales, follow-up, proper sales administration, hiring, managing, coaching and training of associates. In addition, this role will ultimately recommend the sales forecast marketing advertising sales plans programs and annual budget for the hotel; manages within approved plans and budgets.

RESPONSIBILITIES:

• Coordinate all group transient and catering sales solicitations and bookings to maximize overall revenue.
• Develop, recommend, implement, and manage the department's annual budget.  
• Coordinate and direct preparation of the monthly Rooms revenue forecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
• Proactively conduct outside sales calls, conduct sales tours and entertain clients. 
• Understand the content reflected in contracts and how to negotiate terms therein. 
• Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate trends within your market.
• Adheres to Bentley Legacy Group’s established regulations of company standards, sales standards, and sales metrics related. This includes utilization of CRM to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Comply with attainment of individual goals as well as team goals and budgeted metrics.
• Train all members of the hotel staff on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue. 
• With input and guidance from the GM and/or Corporate HR manage Human Resources in the department to attract, retain and motivate the employees; hire, train, develop, empower, coach, and counsel conduct performance and salary reviews. Resolve problems, provide open communication, discipline and terminate as appropriate. 
• Supervise Catering & Event Management Team (as applicable) to ensure that the Banquet & Catering, and Meeting Room rental budgets are met or exceeded.
• Develop a full working knowledge of the operations and policies of the hotel including Sales Food and Beverage Front Office and Reservations.
• Maintain strong visibility in local community and industry organizations.
• Attend and/or conduct daily/weekly/monthly meetings and any other functions required by management providing training on a rotational basis.
• Maintains professional working relationship and promote open lines of communication relationships to achieve initiatives with respective marketing partner(s) and other internal departments.
• Travel as required. 
• Act as directed on behalf of the General Manager in his/her absence; performing any other duties as requested by management.

Requirements

QUALIFICATIONS:

• At least 6 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 2 years of related experience; or a 2-year college degree and at least 4 years of related experience.
• Must have a valid driver’s license in the applicable state.
• Must possess highly developed verbal & written communication skills to frequently negotiate, convince, sell, and influence other managerial personnel hotel guest(s) and/or corporate clients.
• Must have thorough experience with professional selling skills: opening, probing, supporting, and closing.
• Shows strong analytical skills and strategic vision in establishing appropriate sales deployment.
• Must be proficient in general computer knowledge especially Microsoft Office products.
• Must be able to work independently and simultaneously manage multiple tasks.
• Strong organization and presentation skills.
• Demonstrated ability to effectively interact and manage people of diverse socioeconomic, cultural, disability, and ethnic backgrounds while solving complex problems and creating a productive sales team.
• Requires advanced knowledge of the principles and practices within the sales/marketing/hospitality profession. 
• Must work well in stressful high pressure situations; maintain composure and objectivity under pressure.
• Must be able to work with and understand financial information and data and basic arithmetic functions.