Director of Sales and Marketing

POSITION OVERVIEW:

We are seeking a dynamic and enthusiastic Director of Sales & Marketing to join our team and help to deliver the highest quality of service to our guests. This Executive Committee role will be responsible for managing and motivating the Sales and Marketing team so that they are effective ambassadors for The Pierre and reach sales targets that are set.

KEY RESPONSIBILITIES

• Develop special promotional programs to stimulate and generate revenue.
• Maintain dialogue and a cooperative working relationship with other departments particularly those with mutual guest contact.
• Participate in meetings of the Executive Committee and of Department Heads, disseminating information on sales and marketing activities, special bookings, business forecasts, competition, etc.
• Communicate with Corporate Sales and Marketing, and other Taj Hotels regarding sales and marketing opportunities, competitor activities, etc.
• Prepare reports as may be required by the General Manager and/or Home Office.
• Respond properly in any hotel emergency or safety situation.
• Perform other tasks or projects as assigned by hotel management/Home Office.
• Identify the sources of business available to the hotel to establish priority sales and marketing opportunities in the solicitation of that business.
• Analyze the Hotel's capabilities; and to identify the direct sales, catering, reservations, advertising, and public relations programs necessary to attract complimentary sources of business.
• Develop and implement the annual Sales and Marketing Plan.
• Supervise the installation of all sales and marketing office procedures.
• Prepare the annual advertising and business promotion (A&BP) budget. The ability to direct sales activities of the hotel to achieve budgeted goals.
• Assist in establishing and directing the development of annual sales goals; ensures they are fully understood and implemented in the hotel.
• Direct the reporting and apprising of results against planned objectives; coordinates sales staff activities; takes appropriate action to maximize sales and affect need periods.
• Assist in the preparation of the budget and ensures the department operates within cost constraints, i.e. direct selling costs, etc.
• Work with Director of Revenue to maximize yield of hotel inventory through pricing and availability
• Oversee the performance of the Reservations Team
• Establish a group room rate and average rate goals based on marketing plan and overall objectives.
• Evaluate, solicit, sell and confirm business in assigned market area to meet overall budgeted sales and profitability.
• Develop data and recommend programs to meet client’s needs.
• Manage transient and group room commitments to ensure proper market mix.
• Manage function of space allocation for group and catering bookings based on established guidelines and procedures.
• Oversee the coordination of various departments’ activities related to booked business to ensure customer satisfaction and hotel profitability.
• Review sales and catering work files to ascertain a proper exchange of information between the hotel and clients.
• Determine staffing requirements, areas of responsibility and develop job descriptions and Standard Operating Procedures.
• Conduct performance evaluations and follow up with sales and marketing department personnel.
• Recruit, select and familiarize sales and marketing department personnel with the Hotel and their functions.
• Train and guide sales and marketing department personnel in the performance of their duties as to specific position responsibilities, performance techniques, reporting procedures, etc.
• Conduct regular departmental meetings.
• Enforce established policies and procedures.
• Set and monitor all quotas for sales calls and production for direct sales personnel.
• Approve travel schedules and budgets.
• Ensure that all advertising conveys the desired image and message.
• Monitor all expenditures adhering to the advertising, and annual budget.
• Maintain open communication with advertising agency/media to provide them with constant input as to the needs of the hotel.
• Work with the public relations agencies to ensure that The Pierre Hotel receives maximum exposure in local and national media.
• Approve programs and provide guidance to insure favorable attitudes toward the hotel and all Taj Hotels.
• Report to the General Manager any significant activity with which the hotel may wish to become involved.
• Develop the advertising and business promotion budget in conjunction with the annual sales and marketing Plan.
• Administer department activities within the approved budget with evaluation on a monthly basis.
• Review and approve all sales and marketing personnel expense accounts.
• Approve all purchase requests for the sales and marketing Department.
• Solicit and service selected accounts.
• Participate in designated trade, service and community association and clubs.
• Represent all Taj Hotels on sales calls.

SKILLS AND KNOWLEDGE

• Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
• Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
• Writing - Communicating effectively in writing as appropriate for the needs of the audience.
• Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
• Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
• Basic Computer Skills - Using basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.), ability to type 40 words per minute.
• Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Mathematics - Using mathematics to solve problems.
• Number Facility - The ability to add, subtract, multiply, or divide quickly and correctly.
• Administration and Management - Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
• Originality - The ability to come up with unusual or clever ideas about products, services or situations, or to develop creative ways to solve a problem.
• Management of Financial Resources - Determining how money will be spent to get the work done, and accounting for these expenditures.
• Economics and Accounting - Knowledge of economic and accounting principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.

QUALIFICATIONS AND REQUIREMENTS

• Reading, writing and oral proficiency in the English language. Multilingual abilities a plus.
• College Degree, Bachelors or above, in a related field to Sales/Marketing is required.
• Exceptional presentation abilities that reflect a world class, luxury hotel, as well as complete proficiency in computer technology.
• Understanding of local markets as well as international markets.
• Minimum of 5 years experience in this management capacity.
• Ability to travel with flexibility to handle business needs.
• Must be able to work on-site on a full-time basis