Director of Sales & Marketing

Overview: As the Director of Sales & Marketing, your primary responsibility entails optimizing top line revenue and profitability for your hotel. This dynamic and rewarding role necessitates strong leadership, where you will strategically spearhead sales, marketing, digital and social media initiatives to achieve financial objectives and to supervise, support and develop sales teams in line with Company objectives.

Key Responsibilities:

1. Initiates and implements area sales, marketing, digital social media plans to sell hotel rooms and meeting/event space effectively and most profitably.
2. Regularly reviews forecasts, business plans and group and catering pace, identifying, and mitigating risks.
3. Completes profit analysis and/or displacement analysis for contract and/or complex business opportunities. 
4. Achieve budgeted revenues and meet or exceed personal and team goals to maximize profitability.
5. Set and measure quarterly and annual goals for the sales, marketing, digital and social managers.
6. Create and implement tactical sales plans that drive measurable increases in revenue, particularly in midand off-season months.
7. Review market analysis tools (i.e., Agency 360, Demand 360, Kalibri, CoStar, Knowland etc.) to develop new accounts and to grow market share of existing accounts.
8. Meet with key clients & decision makers, assisting sales teams with maintaining relationships and negotiating/closing definite bookings.
9. Oversight and review of master groups and event contracts, with annual modifications and addendums where necessary.   
10. Lead negotiations of large contracts and/or multi-year contracts.  
11. Cultivate and develop relationships with community leaders and representatives.
12. Analyze sales team effectiveness; Monitor the performance of and provides direction, training, mentoring and leadership of the Sales, Catering and Event Managers. 
13. Act as the liaison between hotel sales teams and the corporate office, communicating strategies, action plans, property visits and results.
14. Analyze and control sales and marketing expenses, monetizing spend.
15. Prepare sales reports and presentations as required on a timely basis.
16. Partner with the General Manager, Operations Manager, Revenue Manager and Director of Finance (if applicable on property) to develop annual budgets and business plans.
17. Foster employee relations by recognizing sales team successes.
18. Conduct sales audits to review group sales agreements, group block management, sales CRM efficiency, sales activities, use of brand and paid tools & resources, brand initiative compliance and pull through.
19. Actively engages in the sales interview process, onboards new team members, provides continuous training and maintains employee relations.
20. Collaborate with the General Manager, HR Manager and SVP to coach and counsel a sales team member and/or place on a performance improvement plan (PIP) when necessary.
21. Facilities communication to synergize the sales teams, share best practices and leverage the Company hotels. 
22. Presents the Company portfolio on non-brand-initiated sales calls, trade shows and networking events.
23. Leads company sales training and projects as directed by the SVP.
24. Be knowledgeable of market conditions, trends, and transactions affecting top line revenues.
25. Perform other tasks, duties and responsibilities as directed by the SVP and/or other Senior Executive.

Behavioral Expectations:

Be effective and innovative in handling and solving problems in the workplace.

Remain positive and helpful while working in a demanding environment.

Committed to the success and growth of the company.

Act honorably, even when no one is watching.

Eagerness to grow and/or develop within the company.

Passionately provide personalized guest service.

General Requirements:

Report to work on time and in professional attire.

Knowledge and/or ability to operate a computer and technology proficiently, including Microsoft Office.

Minimum of 2 years’ experience as a Director of Sales and Marketing with revenues >$10M preferred, with preference given to candidates holding brand sales certifications.

Exceed individual revenue goals for four consecutive quarters.

Experience selling to multiple market segments and verticals, including space, food, and beverage.

Education: Bachelor’s degree in hospitality management, marketing, or business a plus.

Physical Requirements:

Requires walking or standing to a significant degree, talking, hearing. Lifting 20 lbs. maximum with frequent lifting and/or carrying of objects weighing up to 10 lbs.

Math Skills: Requires mathematical development sufficient to be able to: Calculate discount, interest, profit and loss, commissions, cancellation/attrition, and other fees.

Language Skills: Must have developed language skills to the point of being able to: Read newspapers, periodicals, journals, and manuals. Write business letters, summaries and reports using prescribed format and conforming to all rules of punctuation, grammar, diction, and style. Participate in discussions and debates. Speak extemporaneously on a variety of subjects.

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Kolter Hospitality is proud to be an Equal Opportunity Employer.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties.