Director of Sales & Marketing

Job Overview

DOSM opportunity ~ We’ve been retained for a private search assignment.

A well-established, branded full-service hotel in Park City is recruiting for a Director of Sales & Marketing.  The primary function of the Director is to lead and manage the daily operations related to all sales efforts. The Director of Sales is responsible for the management and development of all sales associates as well as setting all personal sales strategies and goals.

ESSENTIAL RESPONSIBILITIES

• Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.
• Leadership and Team Management: Lead and inspire a sales team, providing guidance, training, and motivation to achieve collective and individual goals. Foster a collaborative team environment focused on excellence and continuous improvement. Recruit, Interview, hire, train, recommend performance evaluations, resolve problems, provide open communication and recommend discipline and/or termination when appropriate.
• Direct Sales: Targets appointment-oriented sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan. Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls. Compile and/or direct the preparation of reports pertaining to the operation of the Sales Department to include, but not limited to the annual and monthly forecast, marketing budget, lead management system, group booking pace report, star reports and sales meeting minutes. Develop and execute strategic plans to achieve sales targets. Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
• Key Account Management: Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
• New Account Development: Captures competitor’s accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business. Plans and implements an on-going Targeted Account Development “hit list” in order to create new revenue and acquire valuable hotel contacts, and contracts. Continually targets and prospects for new business through telemarketing, individual creativity and innovation.
• Yield Management: Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel’s financial performance.
• Account Service and Management: Maintains well-documented, accurate, organized and up-to-date file management system in order to service client and employer in the most expedient, organized and knowledgeable manner. Develops strong customer relations through frequent communication and the use of professional, courteous and ethical interpersonal interaction. Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner.
• Product Knowledge: Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel’s strengths and competitor’s weaknesses and capabilities.
• Marketing and Strategic Initiatives: Contribute actively to the re-launch and re-branding of the hotel by developing and implementing strategic marketing plans. Collaborate with the marketing team to execute innovative campaigns that enhance the hotel’s brand presence. Identify market trends and opportunities, providing valuable insights to shape the hotel’s overall strategy.
• Time Management: Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts. Professionalism: Controls expenses including travel on the property’s behalf in order to minimize hotel costs. Represents themselves, the hotel and Sage Hospitality Resources with the highest level of integrity.
• Professionalism: A service-focused approach and a caring, sincere attitude at all times. Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all coworkers for the best overall performance of the hotel. Display a neat, clean and business-like appearance at all times.

OTHER RESPONSIBILITIES

• All other duties as assigned by management.

Staff Development:

• Creates and maintains an office environment conducive to effective selling
• Hold weekly sales meetings to review GRCs, pace, and potential business
• Lead the sales team in focusing on building long-term, value-based customer relationships that enable achievement of hotel sales objectives
• Oversees hiring and training of sales managers and administrators
• Sets monthly booking goals for sales team members
• Lead by example to drive revenue and meet property objectives.
• Hold monthly one on one meeting with sales managers to discuss production, need times, pace, and business to close
• Review monthly bonuses for sales managers
• Support sales team on negotiating contracts, attrition, client issues etc.
• Review and approve all proposals and contracts before sales managers send to clients.
• Review sales manager’s weekly schedules and activities to ensure staff is making qualified calls, penetrating accounts, and taking advantage of all opportunities.
• Ensure staff is following all corporate procedures and standard operating procedures.
• Ensure staff is properly trained on computer systems
• Ensure sales team is trained on company-wide SOPs

Administrative

• Responsible for development of annual sales & marketing plans.
• Responsible for developing expense budget and tracking expenses on a monthly basis.
• Approve time off and ensure office is covered at all times.
• Approval of sales supplies to include promotional items, VIP gifts, office supplies etc.
• Drive both guest and associate satisfaction while ensuring department’s financial success.

Qualified candidates should meet the following criteria:

• Minimum 5 years prior hotel sales experience; last 2-3 years at senior leadership level with responsibility for overseeing a sales team
• CI/TY experience strongly preferred.
• Proven ability to successfully lead team to achieve established goals with a strategy in place.
• Strong ability to build relationships with key customers and department heads. Excellent communication skills required.
• Proven strength in training and developing sales team, and sets high expectations and accountability measurements.
• Demonstrates a hands-on leadership approach, manages time effectively, and can multi-task on a daily basis
• Strong computer skills

We offer competitive wages and benefits.

PLEASE FORWARD YOUR CONFIDENTIAL RESUME and we’ll communicate with the hiring hotel.  Amy.Rae@UtahHospitalityJobs.com

May 9, 2024