Director of Sales & Marketing

The Beverly Heritage Hotel

Location: US - CA - Milpitas

11/15/16 4:45 AM
Job Details

The Director of Sales and Marketing is responsible  for leading the sales department, for revenue production for the hotel, and meeting or exceeding planned revenue objectives for occupancy and average daily rate (ADR). Manages all areas of Sales and Marketing according to Fillmore Hospitality standards to achieve a professional rapport within the local business community.  Responsible for maximizing the occupancy and the average daily rate of the hotel, while upholding excellent guest service and accommodations to all guests. Work closely with the hotel's preferred accounts and group reservations.   Manages the sales effort and support the General Manager on operational issues.


Positions directly reporting to this position (titles):

  • Sales and Marketing Coordinator
  • Sales Manager
  • Senior Sales Manager                        
  • Catering Coordinator
  • Business Travel Concierge
  • Catering Manager



  • Monitor departmental budget and adjust strategy to assure that it correctly reflects the hotel's business plan.
  • Develop and implement hotel's marketing and sales plan based on the hotel's position and strengths within each market segment.
  • Forecasts occupancy fluctuations and directs selling activities to maximize revenues.
  • Maintain knowledge of the competition. In addition, is familiar with all "business" in the market, where that "business" stays and why.
  • Analyzes and understands the competition's strengths and weaknesses for each market segment and successfully directs marketing activities against each.
  • Use Fillmore Hospitality Sales and Marketing tools to surface, call on, and track potential business.
  • Hire, train, and supervise Sales and Marketing staff including coaching, counseling, and discipline.
  • Direct Sales and Marketing staff to ensure application of the Sales and Marketing Standards and Sales Tools provided and timely reporting of data to department heads, hotel management, corporate office, and owners in accordance with Fillmore Hospitality guidelines.


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.

  • Develop and implement hotel's marketing and sales plan based on the hotel's position and strengths within each market segment.
  • Develop and implement the sales and marketing efforts of the hotel.
  • Generate top-line revenue to exceed budget goals.
  • Complete weekly sales reports.
  • Review/evaluate end-of-month reports of his/her assigned hotel and follow up accordingly to ensure maximum revenue and profit for the hotel.
  • Assist in developing/reviewing quarterly goals for Sales and Catering Managers.
  • Support sales staff in meeting their personal sales goals.  
  • Participate in Revenue Management weekly conference call.
  • Communicate company direction, process, and expectations to hotel associates.
  • Ensure that all Sales and Marketing related due dates are met.
  • Provide training and development to sales staff.
  • Develop and implement programs to contribute to the overall hotel Associate Attitude Survey scores.
  • Perform other duties that may be assigned by the General Manager or Corporate Sales & Marketing.


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.

  • Meet or exceeds budgeted REVPAR for the hotel.
  • Knowledge of departmental and hotel operations
  • Knowledge of computers and training techniques
  • Leadership and organizational skills (team orientation, flexible, adaptable)
  • Ability to analyze large volume of complex financial information from many sources and create reports, forecasts projections
  • Knowledge of various computer programs, such as Word and Excel
  • Excellent verbal, written and presentation skills.
  • Able to create and give professional presentations to small groups.
  • Ability and desire to perform outside direct sales calls.
  • Understanding of revenue generation and profit/loss implications.
  • Ability to work as a team player within all levels of the organization.
  • Excellent guest relations skills.
  • Ability to use, and teach various sales and marketing research tools.



  • High School graduate or equivalent required, Four (4) year college degree preferred


  • At least 3 years' experience in Hotel Sales and Marketing field required
  • Hospitality experience required
  • At least 2 years' experience in direct supervision and management


  • None


The hospitality business functions seven days a week, twenty-four hours a day. In addition, this is a hospitality business and a hospitable service atmosphere must be projected at all times.

Upon employment, all Associates are required to fully comply with Fillmore Hospitality rules and regulations for the safe and efficient operation of hotel facilities. Associates who violate company rules and regulations will be subject to disciplinary action, up to and including separation from the company.

* We participate in E-Verify.

Federal law requires all employers to verify the identity and employment eligibility of all persons hired to work in the United States. We will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with the information from each new employee's Form I-9 to confirm work authorization.

(ref. 14641)
We are an Equal Opportunity Employer that considers applicants without regard to race, sex, religion, national origin, disability or protected veteran status.
Additional Details
Applicants who do not already have legal permission to work in the United States will not be considered.