Director of Sales & Marketing

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    "requisitionDescription": "<div><div><div><link href=\"https://static.workforcenow.adp.com/mas/mdf-components/24.32.25/styles/froala_editor.pkgd.min.css\" rel=\"stylesheet\" type=\"text/css\">&nbsp;<link href=\"https://static.workforcenow.adp.com/mas/mdf-components/24.32.25/styles/froala_style.min.css\" rel=\"stylesheet\" type=\"text/css\"><div class=\"fr-view\"><p data-pasted=\"true\"><strong><u>General Summary of Duties</u></strong></p><p>The Director of Sales &amp; Marketing is a strategic revenue leader responsible for driving top-line performance through channel mix optimization, segment strategy, and integrated sales planning that elevates the hotel&rsquo;s market presence. This role leads and develops a high-performing sales, catering and marketing team; builds and sustains long-term client partnerships; represents the property in the industry; partners with Revenue Management to oversee pricing strategy and required approvals; leads enterprise key accounts; strengthens meeting-planner and consortia relationships; improves forecasting accuracy; and champions a high-performance sales culture aligned with property goals and local market conditions.</p><p>As an Executive Committee Member, this person is expected to collaborate with all leaders to ensure understanding and achievement of property KPIs and positive workplace culture.&nbsp;</p><p><br></p><p><strong><u>Position Overview</u></strong></p><ul style=\"list-style-type: disc;\"><li>Develop and execute integrated sales &amp; marketing strategy to maximize revenue, market share, and penetration across luxury segments and channels.</li><li>Lead, mentor, and manage the sales organization; recruit, coach, provide ongoing performance feedback, and calibrate coverage models/org structure to ensure efficient planner interactions and luxury sales standards.</li><li>Build go-to-market plans (convention city + resort destination) with segmented targets, event calendars, and proactive account coverage (including outbound travel/territory penetration).</li><li>Drive group strategy: pace management, need-date actions, inventory/space commitments, concessions guardrails, citywide alignment, meeting-planner relationships, and exceptional site inspection execution.</li><li>Lead Corporate/BT performance: disciplined RFP processes (annual + tactical), TMC penetration, parity governance, and rate-renewal protections.</li><li>Advance Direct &amp; Digital conversion: B2B booking tools, website lead capture, virtual tours, and elevated wedding/retreat inquiry experiences.</li><li>Partner with Revenue Management on forecasting, displacement, compression and need-date plans; set/approve rate strategy (group ceilings, BT LRA/NLRA, dynamic leisure, wholesale controls) and oversee pricing approvals for discounts, concessions, and value-add to ensure guardrails are met.</li><li>Strengthen demand generation with Marketing/eCommerce: B2B planner nurturing, luxury leisure storytelling, consortia activations/campaigns, wedding/retreat funnels, and reputation management that drives re-bookings.</li><li>Use market intelligence to identify growth opportunities and optimize tactics: analyze market dynamics, economic trends, seasonality, competitor activity/comp set performance, and demand patterns to defend or gain share.</li><li>Cultivate and maintain strong relationships with corporate clients, travel agencies, consortia, and key partners; build value-based key-account relationships and deliver tailored solutions that close high-value business.</li><li>Collaborate cross-functionally with Operations (flawless site inspections, event execution, VIP experiences; pre-/post-convention feedback loops; GSS/ESS), Finance (budgets, deposit schedules, financial acumen), Legal (contract terms; cancellation/attrition/indemnity/force majeure; data privacy), and Public Relations (local market leadership).</li><li>Maintain and monitor property business plans and support ancillary revenue initiatives, including partnership with Specialty Restaurants/Culinary and outlet leaders to optimize results (e.g., private dining rooms).</li><li>Prepare and present comprehensive sales reporting: weekly/monthly/13-month forecasts, pipeline health, performance metrics, and monthly asset presentations; implement standardized pipeline processes to improve forecasting accuracy and execution.</li><li>Represent the hotel as a visible luxury brand ambassador at industry events, trade shows, and community organizations; uphold customer service and brand standards while maintaining deep knowledge of industry trends and emerging customer segments.</li></ul><p><br></p><p><strong><u>Qualifications, Job knowledge, Experience, Skills, Abilities:&nbsp;</u></strong></p><ul style=\"list-style-type: disc;\"><li>4 Year College degree preferred in Hospitality or Business field</li><li>8+ years sales experience in a luxury property</li><li>Strong proficiency of Microsoft Suite programs</li><li>Marriott systems experience is preferred but not required</li><li>Knowledge of travel industry, current market trends and economic factors</li><li>Ability to effectively deal with internal and external customers and staff, some of whom will require high levels of patience, collect accurate information and resolve conflicts</li><li>Maintain professionalism at all times, demonstrating courtesy and respect to guests and co-workers</li><li>Ability to travel both locally and out of town for purposes of sales calls, meetings and training</li><li>Must be available for evenings and weekends for business reasons including attending business/social functions, entertaining clients and oversight of sales &amp; catering client bookings and events</li></ul><p style=\"margin-left:.5in;\"><br></p><p><strong><u>Position Requirements:</u></strong></p><ul style=\"list-style-type: disc;\"><li>Ability to speak, read, write and understand English</li><li>Professional demeanor appropriate for a luxury environment</li><li>Bachelor&rsquo;s Degree in Hotel Management, Business, or related field</li></ul><p style=\"margin-left:.5in;\"><br></p><p><strong><u>Typical Physical / Mental Demands:</u></strong></p><ul style=\"list-style-type: disc;\"><li>Must be able to stand, walk, sit for prolonged periods of time</li><li>Must be able to bend, stoop, crouch</li><li>Must use hands to reach, grasp, handle, pull and push</li><li>Must have good near and far vision</li><li>Must be able to hear, talk, smell</li></ul><p>&nbsp;</p></div></div></div></div>\n",
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