DIRECTOR OF HOTEL SALES & MARKETING (DOSM)
Location: Jersey City, NJ
Salary Range: $130,000 – $140,000 base salary + 30% bonus paid quarterly
Position Summary
We are seeking a highly strategic, results-driven Director of Sales and Marketing (DOSM) to oversee and manage our sales and reservation teams. In this role, you will be responsible for driving maximum revenue, expanding promotional coverage, and capitalizing on marketing opportunities. Working hand-in-hand with revenue management and marketing functions, you will develop and execute innovative strategies to maximize RevPAR and aggressively grow market share.
Key Duties and Responsibilities
Strategic Leadership & Revenue Management
- Drive Strategy: Update, own, and implement comprehensive sales plans and strategies alongside the General Manager, addressing revenue, target customers, and market segments.
- Maximize Revenue: Provide aggressive and positive leadership to ensure the hotel meets or exceeds budgeted goals for Business Transient, FIT, Group, and Catering revenues.
- Analytical Decision Making: Utilize sales strategies and analytical tools (such as rate charts and displacement tools) to maximize revenue while maintaining strict cost controls.
- Channel Optimization: Evaluate and drive the property’s participation across various sales channels, electronic lead channels, and market sales distribution systems.
- Meetings & Budgeting: Actively participate in annual budgeting, business planning, weekly hotel operational meetings, and monthly sales/revenue strategy sessions.
Sales Operations & Client Relations
- Business Development: Create a relentless focus on attracting new business. Lead on-property sales functions to build long-term, value-based client relationships.
- Contracting: Review, approve, and finalize corporate negotiated rates and contracts.
- Operational Execution: Execute and support the operational aspects of booked business, including proposals, contracts, customer correspondence, and ensuring the timely distribution of accurate Resumes and BEOs 10 days prior to arrival.
- Travel Agent Relations: Maintain top existing travel agent accounts, utilize profile databases to target geographic travel areas, and organize dedicated appreciation rates/programs during slow months.
Marketing, PR, & Digital Strategy
- Brand Alignment: Lead the development and timely execution of internal and external promotions aligned with brand standards.
- Digital Distribution: Oversee and ensure rates, promotions, and information are seamlessly updated across the hotel website, OTAs, and GDS platforms with zero rate parity issues.
- E-commerce & Social Media: Collaborate with E-commerce teams to execute digital strategies within allocated budgets and forecasts. Explore PR and social media opportunities weekly.
- Public Relations: Develop and distribute informative press releases highlighting property activities, and build community partnerships aligned with the brand message.
Team Management & Culture
- Team Development: Monitor day-to-day activities of direct reports, setting clear personal booking goals and recommending monthly room night targets.
- Collaborative Culture: Maintain a teamwork-driven environment with clear communication. Set an example with a professional, friendly attitude and timely responses to client and co-worker needs.
- Training & Service: Train sales managers and hotel staff on sales and client-related topics to ensure the highest tier of customer service and cross-training coverage.
Job Prerequisites & Qualifications
- Commercial Acumen: High degree of commercial awareness with the ability to clearly understand the direct links between sales initiatives and overall profit.
- Skills: Exceptional sales, negotiation, and business development skills, combined with a strong business sense and the ability to motivate a diverse team.
Requirements
- A 3-year degree in Business Administration, Marketing, Hotel and Restaurant Management, or an MBA.
- Total Experience: 5 to 6 years of experience in hospitality sales and marketing or a related professional area.
- Leadership Experience: A minimum of 3 years of experience directly in a senior sales leadership role.
- Major global hotel brand experience is a plus.