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Sales Marketing Manager
2 months ago
Compensation Type: Yearly Highgate Hotels: Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate's portfolio of global properties represents an aggregate asset value exceeding $10B and generates over $2B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition. Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry's most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Graduate Roosevelt Island is part of the Graduate Hotels collection located on the Cornell Tech Campus on Roosevelt Island, serving as the island's first hotel and marking the brand's debut in New York City. Architecturally designed by internationally renowned design firm, Snøhetta, and interior design from Graduate Hotels' in-house team, the hotel blends Old School and New Age, taking inspiration from both the rich history of Roosevelt Island and the future of technology that the Cornell campus embodies. The crown jewel of the property is the Panorama Room, the stunning 168-seat rooftop bar and lounge designed by James Beard Foundation Award-winning design firm, Parts and Labor Design, this venue evokes a sense of cinematic drama inspired by futurism creating a true destination for fashion-forward elegance in an intimate space all set against unobstructed city views.
Overview: The Director of Sales & Marketing is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel's performance in the marketplace.
Supervise, administer and ensure timely completion of all activities of the Sales Department.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team.
Operate the Sales Department within established sales expense budget.
D. and Saturday office coverage as schedule
Maintain and participate in an active sales solicitation program.
Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories.
Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
Administer training in the Sales and Catering departments, according to Highgate Hotel standards.
Conduct weekly sales meetings according to Highgate Hotel standards.
Develop quarterly KRA's, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.
Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager.
Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
Conduct all Sales and Catering Team Performance Appraisals according to HighgateHotel SOP's.
Motivate, coach, counsel and discipline all Sales and Catering department personnel according to HighgateHotelSOP's.
Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
Ensure that Sales Managers can explain the importance and components of the report.
Coordinate preparation of the annual Marketing Plan.
Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
Develop networking opportunities through active participation in community and professional associations activities and events.
React to negative trends in the market place by implementing
At least 6 years of progressive hotel sales experience; or a 2-year college degree and at least 5 years of hotel sales experience.
Must be proficient in MS Office including Word, Excel, and Power Point.
Attend all hotel required meetings and trainings.
Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
Highgate Hotels, L.P. is an Equal Opportunity Employer and maintains the policy of recruiting and retaining the best-qualified personnel who demonstrate the ability to perform competently and work well with others. It is the policy of Highgate Hotels to provide equal employment opportunity regardless of race (including traits historically or culturally associated with race, such as hair texture and protective hairstyles), religion (including religious dress and religious grooming), color, age (40 and over), genetic information, disability (mental and physical), medical condition (as defined under state law), national origin (including language use restrictions and possession of a driver's license issued under section 12801.9 of the California Vehicle Code), ancestry, sex (including gender, gender identity, gender expression), sexual orientation, marital status, familial status, parental status, domestic partner status, citizenship status, pregnancy (including perceived pregnancy, childbirth, lactation, or pregnancy-related conditions), military caregiver status, military status .
