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Corporate Director of Sales

4 months ago

Raleigh, United States Opal Hotels Group Full time
Job DescriptionJob Description

Corporate Director of Sales & Marketing (CDOS&M)

Department – Sales

Reports to – Vice President of Operations

What’s the job?

The Corporate Director of Sales & Marketing will be responsible for leading and managing the revenue performance for a portfolio of hotels that consists of Marriott, Hilton and IHG branded hotels. This position will play a pivotal role in driving revenue growth, developing and executing comprehensive sales and revenue management strategies that maximize market mix and profitability for all hotels. This position will provide leadership, mentoring, and support to hotel sales teams, General Managers and supporting team, and will develop a culture of proactive and forward-thinking revenue strategy.

The CDOSM functions as the field sales and marketing business leader for assigned hotels. This position drives Sales, Marketing and revenue development initiatives and ensures implementation of programs to align execution and business results with Opal strategy. This position will work in concert with Revenue Management and Operations to align top line business objectives into a cohesive “Revenue Optimization” unit. The CDOSM will play a pivotal role in training and development and will provide continuous support and mentoring to enhance the capabilities of all sales and supporting operations managers.

Primary Job Responsibilities:

  • This leadership role has overall responsibility to create, identify, develop and implement sales and marketing opportunities and strategies for all segments within the company and assigned hotels.
  • Ensure that each Opal hotel maximizes revenue opportunities and meets revenue and market position goals.
  • Ensure sound business fundamentals are in practice (i.e. utilization of sales. quotas, sound business development practices, account management, etc.)
  • Oversee the development, implementation and execution of Sales & Marketing plans for hotel.
  • Develop, maintain, and ensure compliance with Opal’s sales, marketing and revenue management standard operating procedures.
  • Coordinate Opal hotel sales team members to ensure there are clear assignments as to accounts, segments, competitors, or other market lead generators that are to be prospected and shared with all Opal managed hotels.
  • Support Opal hotel sales team members with large strategic accounts, RFPs, and annual and ongoing bidding and coordination.
  • Represent Opal in the community (local Chamber of Commerce / Economic Development meetings) to promote visibility of Opal managed hotels and cultivate referral relationships in the community.
  • Partner with Opal Leadership to recruit, develop and retain talented sales team members that align with Opal’s strategic priorities. Ensure effective structure, processes, jobs and performance management systems are in place.
  • Drive the implementation of sales initiatives, promotions, and pricing strategies to optimize revenue generation and market share. Ensure successful creation and execution of 30-60-90-day action plans with GM and sales staff accurately and in a timely manner.
  • Assist hotel teams to accurately forecast occupancy and revenue projections.
  • Ensure hotels teams are actively engaged in daily revenue strategy with Revenue Management.
  • Accountable for effective overall marketing strategy and marketing execution at the property level. Includes development of effective traditional and digital marketing strategies.
  • Utilize industry-leading sales, marketing and revenue management tools, including Delphi, GRO, Kalibri, and PEP, to streamline processes and flow of information to enhance efficiency.
  • Develop, implement, maintain, track, and regularly align Opal’s marketing strategies and regularly publish data and outcomes.
  • Develop, implement, maintain, track, and regularly align Opal’s third-party booking channels and sources strategies and regularly publish data and outcomes.
  • Monitor revenue and operating results and compare revenue outcomes with budgets, other Opal managed hotels’ performances and with industry averages.

Specific Responsibilities:

  • Ensure all relevant sales activities are recorded in assigned sales system so the appropriate scope of work can be clearly identified, and ROI analysis of time deployed by the hotels sales effort can be measured.
  • Participate in direct day-to-day sales responsibilities, as necessary.
  • Participate in and provide support to the corporate leadership team during monthly meetings of Department leaders and General Managers to review operations outcomes, progress and accountability.
  • Ensure regular and timely performance reviews of all Opal corporate sales department associates, including the Revenue Managers, are conducted.
  • Track Opal’s revenue performance standards for each hotel. Performance standards include:
    1. Brand & Opal Marketing program participation
    2. Market Share Indices (MSI)
    3. Daily, weekly, monthly revenues

Requirements:

  • College or higher-level education.
  • Minimum of three years of hotel industry sales experience with at least one year of multi-property experience or full-service hotel DOS experience.
  • Must be a strong leader, self-motivator, team builder and relationship builder.

Optimum Attributes:

  • Hotels sales expert with excellent leadership skills
  • Ability to effectively transfer functional knowledge to develop team members.
  • Service oriented.
  • Effective written and oral communication skills
  • Good listener.
  • Emphatic and tolerant.
  • Open with praise, discreet with criticism.
  • Consistent and congruent.
  • Rational, prudent and practical.
  • Continually wanting to learn.
  • Outgoing, social, and engaging personality.
  • Creative outside the box thinker

Benefits:

  • Quarterly Bonus potential
  • 7 Paid Holidays per year
  • Bereavement Leave
  • Medical, Vision, Dental and Supplemental benefits
  • 401(k) package
  • Life Insurance policy benefit
  • PTO (Paid Time Off)
  • Employee Friends & Family Room Rate Discount
  • Vacation Reimbursement Program

Performance standards:

Performance shall be measured by achievement of the:

  • Opal managed hotels’ business plans
  • Opal managed hotels’ budgeted revenues
  • Opal managed hotels’ MSI Index goals
  • Brand rankings and recognition on Sales, Marketing, Revenues, and PR programs


The statements in this job description are intended to represent the key duties and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.

Equal Opportunity Employer