Director of Sales & Marketing

Delta Hotels by Marriott Richmond Downtown•Richmond, VA

About The Position

The Director of Sales will develop and set revenue sales and marketing strategies for the hotel to ensure plans are implemented, results are monitored and sales goals are achieved. Regularly sell hotel rooms, meeting rooms and food and beverage through direct client contacts. This role is responsible for achieving the hotel’s total hotel revenue and developing strategies to maximize Hotel profitability in group rooms, transient rooms and catering. The Director of Sales will work with the hotel General Manager and Vice President to produce the hotel Revenue Budgets and the Annual Sales & Marketing Plan. He or she will analyze current/potential market and sales trends geared towards an optimal business mix, and create and develop special events and sales blitzes to showcase the hotel to potential clients. The DOS has his/her own sales markets and goals, and develops and solicit business within those markets. Will attend trade shows and major market events locally and nationally to promote new business and increase sales for the hotel. As this position leads a team of sales professionals, the DOS must be able to keep sales managers motivated and on task for meeting/exceeding their goals. Person must be positive and professional, goal driven, and have previous hotel sales experience.

Requirements

Seven years total experience in hospitality or hotel sales and marketing setting, with direct supervisory experience over a sales team, or an equivalent combination of education and experience. Marriott brand experience is preferred.
Must have ability to work well with other departments and maintain strong interpersonal relationships both inside and outside the Hotel.
Ability to identify and build relationships with clients that drive business to the Hotel.
Excellent communication skills, both verbal and written.
Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel.
Must have budgetary development and analysis capabilities
Flexible working schedule as required

Nice To Haves

College degree preferred

Responsibilities

Direct and manage all group, transient, and catering sales activities to maximize revenue.
Work closely with General Manager and Vice President to ensure selling strategies are understood and adhered to for revenue maximization.
Guide the sales team with development, solicitation, and maintenance of accounts in all market segments, to help them exceed budgeted goals.
Provide mentorship to the sales team, enabling them to achieve their professional goals.
Proactively prospect/sell within assigned market(s) to develop new business and increase the Hotels share of existing accounts.
Ensure Hotel occupancy, revenue, and market share goals are met (i.e. room nights, ADR, RevPAR, RGI). Confirm that pricing is market appropriate and offers highest yield to ensure maximum profitability.
Develop thorough knowledge of competitive set, and use this knowledge to find opportunities in each market segment.
Monitor and provide feedback regarding Hotel's performance through the review of STAR reports, Hotelligence, forecasts, and sales reports from sales database and property management systems.
Prepare, implement and compile data for the strategic sales plan, monthly reports, annual goals, sales and marketing budget, forecasts and other reports as directed/required.
Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management.
Actively participate in sales presentations, property tours and customer meetings.
Conduct weekly sales meetings, attend revenue meetings, and other management meetings as requested.
Serve as Manager on Duty during assigned shifts.