Highgate
Overview
The Director of Sales & Marketing is primarily responsible for leading & driving top-line revenue strategy, with direct booking responsibilities, for traditional sales related segments to include group, volume transient & consortia, and catering (where appropriate) for The Huntington Hotel, San Francisco's deserved and exemplary ancestral home. The individual is additionally responsible for staying ahead of market trends, market share movement, and ongoing competitive hotel analysis, while directing the property sales team to ensure budgeted revenues are met or exceeded. As a member of the Executive Committee, the Director of Sales & Marketing is also responsible for developing and implementing a marketing communications plan designed to achieve the desired positioning for the hotel, as well as managing the sales and marketing budget that supports revenue attainment. Responsibilities
Lead & drive top-line revenue at The Huntington Hotel for traditional sales segments to include group, volume transient (business travel & consortia) through customer acquisition and retention strategies/tactics. Assess & react to market trends, market share & the competitive luxury hotel environment. Develop and implement a marketing and communications plan designed to achieve the desired positioning of the hotel, and manage the sales & marketing budget that supports all initiatives. Identify and research potential accounts/clients, prospect for new business opportunities, generate leads, and set up meetings/presentations with clients to keep the hotel's pipeline full of opportunities. Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program. Actively sell guest rooms and food & beverage where applicable to small groups as assigned, ensuring monthly and quarterly goals are met. Initiate and follow up on leads. Use the property’s computerized sales management system to manage the hotel’s business, including generating reports, entering business, blocking space, building accounts, and logging activities. Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization. Read and utilize Smith Travel Research data, financial P&L, sales mix, forecasting, and a wide array of traditional hotel reporting. Understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance. Conduct comprehensive competitive set reviews, SWOT analysis and monitor new supply. Develop/implement key segment strategies and manage key accounts (both existing and target). Design effective sales deployment schemes and market assignments. Develop sales goals designed to achieve budget & market share targets. Manage group pace measurement and set sales production goals. Manage sales activity & travel schedule. Participate in weekly Sales Meetings, Operations Meetings, BEO Meetings and other meetings relevant to the role. Develop networking opportunities through active participation in community and professional associations, activities, and events. Develop relevant brand partnerships and activations that help drive awareness and differentiation. Collaborate with agency partners (PR, Social, Digital) where appropriate and orchestrate strategies and tactics that support established KPIs that positively impact the hotel. Qualifications
Bachelor’s degree preferred in Marketing. At least 5 years’ experience as a luxury sales leader, with prior hotel luxury sales experience. Experience dealing with/communicating with ownership groups and asset management. Proficient in managing/using sales automation (DELPHI) & PMS systems. Experience working collaboratively with revenue management. Well-rounded knowledge of all market segments and channel sources, and ability to develop a strategic plan for each. Excellent communication and presentation skills. Strong interpersonal skills and ability to work in a team environment. Ability to lead, train, motivate & drive a direct sales team; develop a cooperative & competitive team spirit & winning attitude. Proficient in MS Office including Word, Excel, and PowerPoint. Ability to multitask and prioritize departmental functions to meet deadlines. Superior negotiation skills with a proven ability to close deals. Willingness to work weekends and holidays as needed in hospitality. Strong sales and negotiation abilities to influence buying decisions and close sales or gain commitments; build key partnerships. Excellent verbal and written communication to effectively execute meetings and events, including keeping relevant departments informed with BEOs and other necessary information. Strong organizational skills with the ability to prioritize tasks and maintain attention to detail. Salary: $180k-$225K base PLUS BONUS Seniority level
Director Employment type
Full-time Job function
Sales and Business Development Industries: Hospitality
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The Director of Sales & Marketing is primarily responsible for leading & driving top-line revenue strategy, with direct booking responsibilities, for traditional sales related segments to include group, volume transient & consortia, and catering (where appropriate) for The Huntington Hotel, San Francisco's deserved and exemplary ancestral home. The individual is additionally responsible for staying ahead of market trends, market share movement, and ongoing competitive hotel analysis, while directing the property sales team to ensure budgeted revenues are met or exceeded. As a member of the Executive Committee, the Director of Sales & Marketing is also responsible for developing and implementing a marketing communications plan designed to achieve the desired positioning for the hotel, as well as managing the sales and marketing budget that supports revenue attainment. Responsibilities
Lead & drive top-line revenue at The Huntington Hotel for traditional sales segments to include group, volume transient (business travel & consortia) through customer acquisition and retention strategies/tactics. Assess & react to market trends, market share & the competitive luxury hotel environment. Develop and implement a marketing and communications plan designed to achieve the desired positioning of the hotel, and manage the sales & marketing budget that supports all initiatives. Identify and research potential accounts/clients, prospect for new business opportunities, generate leads, and set up meetings/presentations with clients to keep the hotel's pipeline full of opportunities. Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program. Actively sell guest rooms and food & beverage where applicable to small groups as assigned, ensuring monthly and quarterly goals are met. Initiate and follow up on leads. Use the property’s computerized sales management system to manage the hotel’s business, including generating reports, entering business, blocking space, building accounts, and logging activities. Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization. Read and utilize Smith Travel Research data, financial P&L, sales mix, forecasting, and a wide array of traditional hotel reporting. Understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance. Conduct comprehensive competitive set reviews, SWOT analysis and monitor new supply. Develop/implement key segment strategies and manage key accounts (both existing and target). Design effective sales deployment schemes and market assignments. Develop sales goals designed to achieve budget & market share targets. Manage group pace measurement and set sales production goals. Manage sales activity & travel schedule. Participate in weekly Sales Meetings, Operations Meetings, BEO Meetings and other meetings relevant to the role. Develop networking opportunities through active participation in community and professional associations, activities, and events. Develop relevant brand partnerships and activations that help drive awareness and differentiation. Collaborate with agency partners (PR, Social, Digital) where appropriate and orchestrate strategies and tactics that support established KPIs that positively impact the hotel. Qualifications
Bachelor’s degree preferred in Marketing. At least 5 years’ experience as a luxury sales leader, with prior hotel luxury sales experience. Experience dealing with/communicating with ownership groups and asset management. Proficient in managing/using sales automation (DELPHI) & PMS systems. Experience working collaboratively with revenue management. Well-rounded knowledge of all market segments and channel sources, and ability to develop a strategic plan for each. Excellent communication and presentation skills. Strong interpersonal skills and ability to work in a team environment. Ability to lead, train, motivate & drive a direct sales team; develop a cooperative & competitive team spirit & winning attitude. Proficient in MS Office including Word, Excel, and PowerPoint. Ability to multitask and prioritize departmental functions to meet deadlines. Superior negotiation skills with a proven ability to close deals. Willingness to work weekends and holidays as needed in hospitality. Strong sales and negotiation abilities to influence buying decisions and close sales or gain commitments; build key partnerships. Excellent verbal and written communication to effectively execute meetings and events, including keeping relevant departments informed with BEOs and other necessary information. Strong organizational skills with the ability to prioritize tasks and maintain attention to detail. Salary: $180k-$225K base PLUS BONUS Seniority level
Director Employment type
Full-time Job function
Sales and Business Development Industries: Hospitality
#J-18808-Ljbffr