Director of Sales & MarketingHilton Garden Inn - South BendSouth Bend, IN
A property of: Holladay Hospitality Group
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Job Description

   

BASIC PURPOSE: Strategically plan, execute and manage the overall sales and marketing of the hotel to achieve optimal occupancy and use, through effective Direct Sales and Revenue Management strategies that focus on maximizing revenue and meeting/exceeding hotel profit objectives.

ESSENTIAL FUNCTIONS:

  1. Responsible for      meeting/exceeding top line revenues at the hotel and growing rev par to      the comp set as noted in Smith Travel Reports. Will be a sales leader for the hotel to      insure that all appropriate markets are being saturated.  Must be able to write out and articulate      strategies to work the market via Sales Strategic plans and monthly action      plans that outline the yearly and monthly sales strategies for the      hotel. Plans are expected to detail      the efforts to solicit business from not only the corporate market but      also the SMERF market and any other applicable and appropriate markets for      the specific market the hotel resides in. If there is a multiple sales person office the DOS will provide      strong leadership, guidance and training to support the other team      members. It is expected that the      sales team will consistently meet/exceed the sales call goals established      by the company. (50%)
    1. In addition it is expected       that sales will be responsible for booking the function space, quoting       meeting room rental, A/V and F&B
    2. Must be skilled in building       rapport, qualifying, presenting, negotiating and closing on business, as       well as, servicing accounts. 
    3. Must become proficient in       the use of brand reports, Travel Click Reports, etc.

d. In addition it is expected that as the sales leader for the hotel will insure that all sales call documentation for the team is recorded in the sales automation system on property. 

e. Implement company programs (IHR/Franchiser) and manage the sales and marketing efforts of the property in a manner consistent with IHR’s policies and procedures; prepare, analyze and review rooms revenue & presentations to owners. 

  1. Proven ability to attract, retain and motivate the      employees; hire train, develop, empower, coach and counsel, conduct      performance and salary reviews, resolve problems, provide open      communication vehicles, discipline and terminate, as appropriate.  Training will be to sales staff (Sales      Managers, Sales Coordinators and Event Meeting Managers) as well as front      desk staff (10%)

3. Must be a leader and partner with the hotel General Manager, Area Director of Revenue Management, Regional Director of Revenue Management, and other regional support staff to generate forecasts (monthly, quarterly) and budgets (annual and departmental). 

a. Survey, review and analyze competition, market trends, customer needs and comments in order to develop new plans and programs. Become astute in the use of Market Vision (Brand related inventory rate shops/reports), etc. and determine the potential of current plans and programs.  (15%)

4. Maximizing the brand relationships by working with their various staffing personnel (including but not limited to the national account managers, group desk and regional support) that can help the hotel to gain market share, build customer relations and gain exposure in various market places. Must become astute in the consistent use/updating of all the brand tools inclusive of RFP qualifiers, web tools, packaging, reports, etc.. In addition, must complete all required brand training. (15%)

6. Demonstrate leadership skills by consistently growing responsibilities, strengthening skill set, knowledge base and engagement with the staff by using tools /resources provided.  (5%)

NON-ESSENTIAL FUNCTIONS:  

1.  Perform special projects and other responsibilities as assigned. Participate in task force and committees as required.

2.  Conduct property tours.

  3.  Inventory sales collateral.

4. Participate in the hotel’s Quality Program.

5. Insure that appropriate, professional dress code and behavior are in place at all times in the work environment, inclusive of meetings and events held off property

 

Knowledge and Skills:

Education: Four year college degree or equivalent education/experience.

Experience:  Three year within the hotel sales discipline.

Skills and Abilities: Requires advanced knowledge of the principles and practices  within the sales/marketing/hospitality profession. This includes   experiential knowledge required for management of people,  complex problems and efficient sales activities.

  

Make decisions within the standards of the position which can 

 impact more than one department, but usually not more than one 

hotel. Only general policies and procedures are available for guidance and superior is kept informed only of general direction of assignment

Must possess highly developed communication skills to frequently present, negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients.

  • Writing
  • Computer skills 
  • Brand systems
  • Sales Data Base System (ie.          Sales Pro, Delphi, etc)

No. of employees supervised: Two to 6 employees

Travel required: Local travel required on a weekly basis. National and international travel may be required a minimum of four to five times a year.

Hours Required: Fifty hours over a five day period. Office hours are from 8 am to 6 pm with ½ hours lunch.

Job Requirements

 Knowledge and Skills:Education: Four year college degree or equivalent education/experience.Experience:  Three year within the hotel sales discipline.

Skills and Abilities: Requires advanced knowledge of the principles and practices  within the sales/marketing/hospitality profession. This includes   experiential knowledge required for management of people,  complex problems and efficient sales activities. Make decisions within the standards of the position which can  impact more than one department, but usually not more than one hotel. Only general policies and procedures are available for guidance and superior is kept informed only of general direction of assignmentMust possess highly developed communication skills to frequently present, negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and/or corporate clients.

  • Writing
  • Computer skills 
  • Brand systems
  • Sales Data Base System (ie.          Sales Pro, Delphi, etc)

No. of employees supervised: Two to Ten employees       Travel required: Local travel required on a weekly basis.    Hours Required: Fifty hours over a five day period. O

Job Details

Senior level
Full-time
Bonus Plan

About this location

class:
Midscale
room Count:
51-100
location Type:
Urban

Values

Balance
Community
Entrepreneurial
Integrity
Respect
Supportive
Sustainability

Perks

401(K) Matching
Company Discounts
Company Outings
Dental Benefits
Disability Insurance
Family Medical Leave
Health Insurance Benefits
Hotel Discounts
Job Training
Life Insurance
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Hilton Garden Inn - South Bend
Hilton Garden Inn - South Bendshow more
Address933 53995 State Route, South Bend, IN, 46637 View map
Property typeHotel 
classMidscale 
room Count51-100 
location TypeUrban 

Culture (6)

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Distribution Day for the Salvation Army Kroc CenterThe volunteers came in shifts with 10 associates covering the morning shift from 7 AM to Noon, and 8 coming in for the afternoon shift from Noon to 5 PM. Our volunteers served as porters (taking bags out to the cars), people working on the food truck (handing out food), people in the Toy Shop (helping clients shop for toys), people in the Clothes Shop (sorting clothes) and people directing traffic.
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Habitat for Humanity of Greater NashvilleFrom December 3 through December 18, FGL teamed up with Habitat for Humanity of Greater Nashville for a Toy Drive to bring joy to Middle Tennessee families in need. On December 19, the new unwrapped children’s toys and art supplies for all ages were sorted by Holladay employees at the Habitat ReStore. Then, on December 20, Holladay employees volunteered to distribute the toys to Habitat for Humanity homeowners.
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