Position Title
Lead Sales Enthusiast/Director Sales and Marketing
Reports To
Chief Enthusiast/General Manager
Position Summary
To oversee and manage sales staff and reservation to ensure maximum revenue, promotional coverage and marketing opportunities are achieved. The Director of Sales and Marketing should work closely with revenue management and marketing functions to develop strategies to maximize REVPAR and grow market share.
Director Duties and Responsibilities
- Maintain and promote a teamwork environment with effective and clear communication among co‑workers.
- Ensure best client service is available through intra‑department communication, cross‑training and appropriate office and event coverage.
- Work with sales managers to ensure understanding of sales strategy and effective implementation within each segment.
- Work with the management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOSM.
- Set an example through a professional, friendly attitude toward clients and co‑workers, timely responses to client and co‑worker needs, and observance of sales office standards.
- Participate in the Manager on Duty program when needed and requested.
- Monitor all Hilton/Canopy NOW newsletters and updates, ensuring changes are implemented and communicated to the appropriate departments in a timely manner.
- Ensure the hotel meets or exceeds budgeted goals for Business Transient, FIT, Group and Catering revenues.
- Follow and track Hilton cross‑sell procedures.
- Lead the development and timely implementation of promotions, both internal and external, ensuring they align with the Canopy brand.
- Utilize the company profile database to determine geographic areas for travel agent calls while maintaining top and existing travel agent accounts.
- Organize travel agent month and travel agent appreciation activities for slow months.
- Create a focus on attracting new business.
- Attend and contribute to weekly hotel meetings, monthly sales strategy meetings and revenue meetings.
- Participate in the annual budgeting process and business planning.
- Update and own the sales strategy and sales plan with the General Manager.
- Review and approve any special corporate negotiated rates by signing the contract.
- Provide positive and aggressive leadership to ensure maximum revenue potential, including setting personal booking goals.
- Lead on‑property sales functions to build long‑term, value‑based customer relationships that enable achievement of hotel sales objectives.
- Recommend monthly room night target goals for sales team members.
- Participate in sales calls with the sales team to acquire new business and/or close business.
- Utilize efficient sales strategy tools such as the BT rate chart and displacement tools to present appropriate business cases.
- Develop and send informative press releases to targeted lists highlighting all activities and promotions.
- Explore PR and social media opportunities weekly and update the hotel team accordingly.
- Participate in community partnership initiatives that align with the hotel’s brand message and present updates to the hotel team accordingly.
- Maintain and expand the corporate incentive program via direct mail, personal visits, etc.
- Oversee and ensure the updating of rates, promotions and information on the hotel website, OTAs and GDS without rate parity issues.
- Responsible for the training of sales managers and other hotel staff on sales and client‑related subjects.
- Follow and promote the hotel brand and marketing standards with guests and co‑workers.
- Evaluate and drive the hotel’s participation in various sales channels, Market Sales, Event Booking Centers, electronic lead channels, etc.
- Monitor day‑to‑day activities of direct reports.
- Execute and support operational aspects of booked business, such as proposal generation, contract writing, customer correspondence, and distribution of accurate and complete BEOs 10 days prior to arrival.
- Collaborate with the Hilton e‑commerce team to implement and execute e‑commerce strategies within allocated budgets and forecasts.
Prerequisites
High degree of commercial awareness with the ability to understand links between sales and profit, excellent sales and negotiation skills, strong business sense, and the ability to motivate and lead a team.
Education
3‑year degree in Business Administration, Marketing, Hotel and Restaurant Management, or MBA.
Experience
5 to 6 years of experience in sales and marketing or a related professional area, with a minimum of three years in a senior sales role. Hilton brand experience will be a plus.
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