Overview
The Director of Sales & Marketing is primarily responsible for leading and driving top‑line revenue strategy for traditional sales segments—including group, volume transient, and catering—at the Hotel Figueroa. The role involves staying ahead of market trends, monitoring market share movements, and conducting ongoing competitive hotel analysis while directing the property’s sales teams (rooms and catering) to ensure budgeted revenues are met or exceeded. Additionally, the Director develops and implements a marketing communications plan to achieve the desired positioning of the hotel, manages the sales and marketing budget, and collaborates closely with the on‑site restaurant catering team to support meeting and catering revenue.
Responsibilities
- Lead and drive top‑line revenue for traditional sales segments (group, volume transient, and catering).
- Assess and react to market trends, market share, and the competitive hotel environment.
- Develop and implement a marketing communications plan designed to achieve the desired positioning of the hotel.
- Manage the sales and marketing budget that supports all initiatives.
- Act as the hotel’s voice of the customer and communicate key issues and concerns at all levels of the organization.
- Fluently use Smith Travel Research data, financial P&L, sales mix, forecasting, group pace/position, and a wide array of traditional hotel reporting.
- Understand and communicate market trends, demand generators, supply/demand dynamics, and economic factors affecting hotel performance.
- Conduct comprehensive competitive set reviews, SWOT analysis, and monitor new supply.
- Understand GEO source and develop a plan to penetrate primary markets.
- Develop and implement key segment strategy and manage key accounts (both existing and target).
- Design effective sales deployment schemes and market assignments.
- Develop sales goals designed to achieve budget and market share targets.
- Manage group pace measurement and set sales production goals.
- Manage sales activity and travel schedule.
Qualifications
- Bachelor’s degree preferred in Marketing.
- At least 3 years’ experience as a sales leader, with prior hotel sales experience.
- Experience dealing with and communicating with ownership groups and asset management.
- Proficient in managing and using sales automation (DELPHI) and 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 direct, lead, train, motivate, and drive a direct sales team; and develop a cooperative and competitive team spirit and winning attitude.
- Proficiency in MS Office, including Word, Excel, and PowerPoint.
- Ability to multitask and prioritize departmental functions to meet deadlines.