Director of Sales & Marketing
Location: US - CA - San Francisco
The person we seek will lead strategic direction, management and top-line revenues for the Hotel. Responsible for working directly with the General Manager and above property sales leadership in creating a clear and credible vision for the hotel. Understands market mix and aligns human resources, structures and systems to achieve strategic goals and maximize revenues. Works strategically with the Director of Revenue Management, Catering team, Digital Marketing and Public Relations to ensure a strategically symbiotic relationship among the five disciplines.
Reporting to this position includes sales team, administrative support, catering and convention services.
It is the responsibility of the Director of Sales & Marketing to possess the knowledge of regional trends, proactively respond to financial performance, provide strategic direction for the sales teams and ensure achievement of the Hotel’s short and long term goals.
Achieve or exceeding individual and team sales goals and hotel budgets
Develop and implementing effective sales strategies to maximize revenue generation
Create and managing annual business/marketing plan
Manage lead sources to ensure quantity and quality of leads
Responsible for a geographic or vertical territory and revenue goals
Lead growth and revenue strategy for transient, BT, Groups, Wholesale, Leisure, and direct booking segments. Seek new customers through strategic outbound sales efforts for group, extended stay group and transient room revenue
Conduct sales calls to key accounts or major prospects
Monitor sales activities/performance to ensure revenue goals meet or exceed established plan and accurately reporting variance/projections to management
Weigh the value of each piece of business against hotel objectives
Using local and corporate Revenue Management resources to help make informed decisions and maximize revenue
Develop and maintaining positive relationships with peers, competitors and brand partners
Adjust strategy based on competitive market and market segment knowledge
Ensure that the property is maximizing the use of all company and brand resources
Recruit the best possible sales team and reducing turnover through coaching, counseling and training
Provide support and coaching for team members to drive high levels of performance, job satisfaction, and personal growth
Train and empowering sales team members to exercise good judgment to make profitable business decisions Ensure that the hotel sales team is effectively using the sales tools available
Continually assess strengths/challenges of sales team members
Provide coaching, mentoring and training to sales team
Incorporate marketing and public relations initiatives to support sales strategies and activities
Responsible for appropriate identification of key markets and supporting deployment and travel schedule strategies
Responsible for assisting in completion and communication of monthly sales/revenue results to VP of Sales & Marketing, General Manager, and VP of Operations and owners
Actively participates in weekly sales strategy meeting
Works with Director of Revenue Management on monthly, quarterly and annual rooms forecasting
Regular analysis of industry intelligence reports (Star, Rubicon, Agency 360, Pulse and Bandwidth etc.)
Creates individual quarterly action plans and annual reviews of sales team
Ensure that accurate and thorough notes/traces of accounts are maintained via Delphi Database
Communicate effectively, both verbally and in writing, to provide clear direction to the venue teams. Communicate with employees using a positive and clear speaking voice, listen to and understand requests, respond with appropriate actions and provide accurate information Remain calm and alert, especially during emergency situations and/or heavy restaurant activity, serving as a role model for team and other employees. Interact with other department personnel and venue staff as needed Make decisions and take actions based on previous experience and good judgment, sometimes revising procedures to accommodate unusual situations
SUPPORTIVE FUNCTIONS In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the supervisor based upon the particular requirements of the company.
Attend mandatory meetings including divisional meetings, staff meetings, etc Participate in community events and ensure corporate social responsibility goals of Pivot are met Utilize traditional software programs such as Microsoft Office (Word, Excel, Outlook, and PowerPoint), Micros, Delphi, ADP, Open Table and any departmental specific systems used Keep work area clean and organized Ensure confidential documents are kept in a secured area When disposing confidential documents that contain any personally identifiable information, they must be shredded or pulverized Complete other duties as assigned by the Ownership or Corporate Offices Demonstrate positive leadership characteristics, which inspire Team Members to meet and exceed standards Ensure that all staff follows and are in compliance with company policies and procedures
The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation.
Extensive knowledge of forecasting sales and interpreting/analyzing results to plan and conducting budgetary analysis
Extensive knowledge of sales skills, revenue management, recruiting, supervising, training and motivating managers
Demonstrated ability to understand customer requirements and translating these into sales solutions
Track record of leading and inspiring teams to meet or exceed sales goals
Ability to be assertive and persuasive without being aggressive
Track record of developing long term relationships and contacts
Ability to quickly evaluate alternatives and decide on a plan of action
Strong organizational skills including follow up, time management, ability to multi-task and manage multiple priorities in a fast-paced environment
Considerable skill in math and algebraic equations using percentages
Exceptionally strong ability to communicate in English, both orally and in writing, with guests and employees, some of whom will require high levels of patience, tact, and diplomacy to defuse anger and to collect accurate information and to resolve problems
Ability to work under pressure and deal with stressful situations during busy periods
Ability to access and accurately input information using a moderately complex computer system
Proficient in Windows Office: Word, Excel, PowerPoint, Publisher, etc
Dynamic, proven leader demonstrating entrepreneurial spirit, innovative thinking, change leadership and focus on coaching and team motivation
Experience managing lifestyle or independent hotels
Must be innovative, organized, efficient and able to prioritize multiple projects while working with a team Exceptional interpersonal skills required, must be able to present self professionally at all times
Must be able to effectively communicate with all levels of an organization
Strong work ethic and self-starter who is a team player and comes with a can-do attitude
Ability to walk, stand, and/or bend continuously to perform essential job functions
Bachelor’s degree in Hotel Administration, Business, or minimum five years as a Director of Sales in an equivalent hotel.
Minimum of five years of experience managing or leading hotel sales, or equivalent industry experience, in an upscale or lifestyle brand hotel. Minimum of one year experience, in a leadership role in hospitality, in the local market.
All employees must maintain a neat, clean and well-groomed appearance. Specific uniform guidelines and/or required articles of clothing will be explained to you as a part of the orientation process.
While performing the duties of this job, the employee is regularly required to stand, walk, and talk or hear. The employee frequently is required to use hands to finger, handle, or feel objects, or telephone. The employee must regularly lift and/or move up to 10-25 pounds and frequently lift and/or move up to 50 pounds
The hospitality business functions seven days a week. In addition, this is a hospitality business and a hospitable service atmosphere must be projected at all times. Upon employment, all employees are required to fully comply with Hotels & Resorts rules and regulations for the