JOB SUMMARY


Functions as the strategic business leader of the Sales and Marketing Department for several properties within a market. Responsible for achieving property revenue goals, team booking pace goals, guest and employee satisfaction and the financial performance of the department in each participating property. Leads on-property sales functions to build long-term, value-based customer relationships that enable achievement of property sales objectives. Evaluates and supports the property’s participation in the various sales channels (e.g., Market Sales, , Revenue Management, electronic channels, etc.) and develops strong working relationships to maximize property’s benefits. Proactively positions and markets each property. Manages the marketing budgets to enable development of property specific campaigns, promotions and collateral to drive revenue and meet business objectives. As Area Director of Sales and Marketing and an Executive Committee member, develops and implements multi-property strategies for all participating properties. Strategies focus on delivering products and services to meet or exceed the needs and expectations of guests and employees and provide a return on investment.


CANDIDATE PROFILE


Education and Experience

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES


Driving Sales and Marketing Strategy

• Determines marketing communication activities.

• Evaluates market and economic trends.

• Develops strategy to meet team booking goals.

• Partners with Revenue Management to develop each property's sales strategy.

• Ensures that sales strategies are communicated, implemented and updated as market conditions fluctuate.

• Partners with Revenue Management for annual pricing process, request for pricing (RFPs) and development of marketing business plan.

Maximizing Revenue & Managing Profitability

• Utilizes property diagnostic process (PDP) in order to maximize revenue and profits.

• Evaluates and supports market sales participation and performance.

• Monitors EBC participation and performance including managing EBC “leakage.”

Managing Sales Activities

• Participates in property’s reactive sales [outside of Event Booking Centers (EBC)], proactive account sales, segment sales, local and social catering sales, business travel sales, reservation sales and destination sales.

• Deploys sales team against appropriate market segments.

• Serves as authority on sales processes and sales contracts.

• Participates in sales calls with members of the sales and marketing teams to acquire new business and/or close on business.

• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Managing Public Relations

• Serves as the customer advocate.

• Develops strong community and public relations by ensuring properties participate in local, regional and national trade shows and client events.

• Coordinates public relations and crisis communications while acting as the voice of the brand for participating properties.

• Monitors local, regional and national business outlook.

Building Successful Relationships

• Develops and manages internal key stakeholder relationships.

• Provides leadership as the sales contact for the General Managers, property leadership teams, EBC and market sales leaders.

• Acts as the sales liaison with market sales/cluster sales, EBCs, Revenue Management, Event Management and other property departments as appropriate for participating properties.

Providing Exceptional Customer Service

• Reviews sales and catering guest satisfaction results to identify areas of improvement.

• Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction.

• Executes and supports the company’s Customer Service Standards and property’s Brand Standards.

• Participates in and practices daily service basics of the brand.

• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.

• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

Managing and Conducting Human Resource Activities

• Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements.

• Reviews sales staffing levels to verify appropriate staffing and deployment.

• Executes departmental and property emergency procedures.