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Corporate Director of Sales

1 month ago

San Antonio, United States Valencia Group Full time
Job Details

Job Location
CRO - San Antonio, TX

Position Type
Full Time

Job Category
Sales

Description

Our mission at Valencia Hotel Group is to provide a truly unique experience, delivering the finer aspects of hospitality with exceptional service executed by our engaged and empowered team. The goals and needs of our team, guests, and investors are the foundation of our culture.

Position Summary:

The Corporate Director of Sales and Marketing leads revenue generation strategies across various segments including room bookings, banquets, and catering. They oversee market trends, competitor analysis, and direct sales teams to meet goals. Responsibilities include hiring, training, managing sales teams, analyzing metrics, overseeing advertising and public relations efforts, and managing sales activities for properties without a Director of Sales & Marketing. The ideal candidate should possess strong leadership skills, a solid understanding of sales strategies, marketing strategies, market analysis, and revenue management. They should be proactive, results-driven, and possess excellent communication and negotiation skills. Additionally, they should have experience in managing multiple sales teams, developing marketing plans, and driving revenue growth in the hospitality industry. A candidate with a proven track record of achieving revenue targets, managing budgets, and fostering positive relationships with clients and internal stakeholders.

Reports To: Vice President of Sales, Marketing and Revenue with a dotted line to Hotels without a DOSM

Status: Exempt

Job Location: San Antonio, Texas

Job Responsibilities:
  • Lead and drive top-line revenue for all properties across all sales segments, including room bookings, banquets, and catering.
  • Monitor and respond to market trends, market share, and competitive hotel landscape for all properties without DOSM's.
  • Identify opportunities for sales team efficiency and implement changes to maximize selling time.
  • Oversee sales training programs to ensure teams have necessary tools and adopt best practices.
  • Develop strategies to penetrate primary markets and understand GEO source for all properties.
  • Monitor and distribute monthly production metrics for pace, turndowns, and revenue and other necessary information.
  • Oversee the Regional Business Travel Manager and ensure we remain competitive in all markets.
  • Actively participate regularly in sales discussions and meetings.
  • Actively participates and drives local marketing efforts to assist in room & food and beverage revenues.
  • Stay up to date on marketing trends and execute as necessary.
  • Manage group strategies and policies across distribution channels.
  • Ensure participation in brand revenue management and marketing initiatives.
  • Ensure adherence to hotel credit procedures and audit guidelines.
  • Coordinate cross-sell opportunities within the portfolio.
  • Maintain involvement with community organizations for client solicitation and relationship building.
  • Manage sales and marketing expenses in alignment with annual business plan.
  • Develop and execute integrated sales and marketing plans supporting revenue objectives.
  • Measure business plan results quarterly and report findings to executive leadership.
  • Coordinate with other departments to support sales and marketing initiatives.
  • Foster positive relationships with leadership and senior management.
  • Utilize Smith Travel Research data and financial reports for informed decision-making.
  • Collaborate with revenue teams to maximize revenue and room night goals.
  • Manage group inventory and cut-off dates according to contracts.
  • Attend trade shows and major events to promote new business opportunities.
  • Develop and maintain a strong network and presence in the local community.
  • Develop and implement key segment strategies.
  • Partner with revenue managers to meet appropriate group ceilings and market mix goals.
  • Drive quarterly and annual revenue goals for the hotels.
  • Assist in completing Quarterly reports for hotels without a Director of Sales & Marketing position.
  • Develop and maintain the departmental budget.
  • Complete month-end reports with detailed analysis and action plans.
  • Recruit, train, mentor, and give feedback to direct reports.
  • Analyze industry trends to improve offerings, processes, and procedures.
  • Stay updated on emerging technologies and trends in group sales and marketing.
  • Conduct performance appraisals and ensure compliance with company standards.
  • Motivate, coach, counsel, and discipline management personnel as needed.
  • Ensure fair and equitable treatment of all employees.
  • Respond promptly to guest requests and ensure satisfaction.
  • Maintain a professional image and adhere to attendance guidelines.
  • Foster a positive and collaborative team approach within the sales team and across departments.
  • Ensure compliance with all federal, state, and local laws and regulations.
  • Perform other related duties as assigned.
Job Requirements:

Valencia Hotel Group measures success in the following standards: Revenue Generation, Financial Management, Client Relations, Quality Management, Professionalism/Communication, Leadership & Managerial Skills, Safety and Security, and Self-development.

Revenue Generation:

Standard: Achieves or exceeds hotel and individual department revenue goals. Identifies revenue opportunities and contributes to the hotel's operating strategy to optimize profitability.

Financial Management:

Standard: Identifies expense management methods by reducing, maintaining, or controlling costs while providing maximum value to the hotel, team members, and customers. Measures the ROI for projects or expenses, ensuring an acceptable level of value for the company. Analyzes financial and operating information on an ongoing basis to adjust labor and operating costs. Responsible for maintaining accurate checkbooks, inventories, and payroll management. Ensures internal audits, loss control, preventative maintenance, and inventory standard operating procedures are consistent. Prepares timely, well-planned annual budgets and forecasts that accurately reflect the hotel's business plans.

Client Relations:

Standard: Involved in the community through active participation in philanthropy, organizations, and/or nonprofits. Professional, cordial, and approachable when handling complaints and criticism.

Quality Management:

Standard: Guest Experience Area - Clearly understands and upholds brand and company compliance requirements for guest service scores. Works with the team members to ensure continuous improvement in service scores and social media reviews. Consistently achieves high-quality assurance scores at the top and strives for national and local award recognition for the hotel and the outlets.

Professionalism/Communication:

Standard: Uses Emotional Quotient to clearly understand and communicate the team's mission, business goals, and requirements for a successful outcome. Listens attentively and responds thoughtfully to employees' and guests' needs, goals, and aspirations. Discusses business issues and employee concerns in a positive manner to encourage employee input and participation. Inspires others towards business vision and goals. Uses positivity to encourage peak productivity, innovation, and active participation. Leads by example and follows through on commitments. Assumes personal responsibility for being on time for work, regular attendance, and maintaining a professional appearance.

Leadership Managerial Skills:

Standard: Works closely with employee relations and development of staff, including working with human resources on the recruiting, selection, orientation, and training to ensure each new associate fits the Valencia Hotel Group culture. Fosters a positive, fun, and cooperative working environment to encourage lower turnover. Embraces teamwork, objective feedback, and encouragement to empower associates. Respects each team member's unique ability to contribute to the department's success. Builds trust and finds ways to preserve group morale yet achieve business objectives. Identifies and abates reasons for turnover. Ensures development plans are written and executed in a timely fashion.

Safety and Security:

Standard: Takes serious responsibility for the safety and security of guests, team members, and the asset. Knowledgeable and in compliance with all safety and security requirements by the franchise, management company, health department, fire department, state innkeeper laws, and OSHA. Attends monthly safety meetings and has appropriate follow-up and documentation on file. Responds quickly to safety hazards identified.

Self-development:

Standard: Takes responsibility for the self-development of themselves and their staff. Encourages and participates in cross-training opportunities within the company throughout the year. Attends relevant webinars, courses, and organization's trainings throughout the year to keep abreast of the current trends within the industry.

Qualifications

Required Skills/Abilities:
  • Bachelor's Degree and/or equivalent work experience
  • 7 + years management experience in Sales & Marketing
  • Independent Hotel Experience preferred
  • Excellent verbal and written communication skills and ability to work with public relations professionals and journalists
  • Extensive knowledge of the principles, procedures, and best practices in the hospitality industry
  • Must be a pro-active, self-starter able to work independently and can take ownership of projects from start to finish while also working well in a team environment
  • Excellent organizational skills and laser-focused attention to detail
  • Experience in providing effective team leadership and creating a positive, collaborative and productive work environment
  • Strong analytical and problem-solving skills
  • Proficient with Microsoft Office Suite
  • Must have a valid drivers license
  • Proficient with Hotel PMS Systems, Sales Systems (Delphi) and other related software in the industry
  • Able to travel regionally and nationally as required
  • Must be available to work some nights/weekends
  • Strong leadership skills including coaching, mentoring, training, team-oriented, collaborative, high Emotional Intelligence, positivity, high integrity, inspiring, building trust, leading by example, caring, genuine etc.
  • etc.
Physical Requirements:
  • Standing/Walking: Frequently. Walking up to three miles per day on cement, asphalt, tile, and carpet, to and from parking garage, and monitoring hotel as needed.
  • Crouching (bend at knees): Occasionally.
  • Climbing: Occasionally. Climb stairs as needed.
  • Reaching (overhead/extension): Occasionally.
  • Handling/Grasping: Frequently. Doing inventories and handling documents.
  • Pushing/Pulling: Average weight occasionally 15 lbs. Maximum weight occasionally 30 lbs.
  • Lifting/Carrying: Average weight frequently 10 lbs. Maximum weight occasionally 30 lbs. Luggage
  • Typing, Reading and talking on the telephone
  • Sitting: Frequently. Working on computer, completing paperwork, attending meetings, viewing monitor, attending one-on-one meetings, as well as team meetings and Driving
  • Traveling is required, including car travel, airline, and all aspects of travel, including overnight accommodations as necessary
Work Environment:
  • Interior of the hotel in all areas of the hotel, including the Front Drive and parking garage. The exterior of hotel with exposure to weather conditions
  • Often working with others within close quarters, in a face-to-face manner, including handi
Valencia Hotel Group has been named in Newsweek's list of America's Greatest Workplaces in these categories:

America's Greatest Workplaces for Women 2024

America's Greatest Workplaces for Job Starters 2024

BENEFITS:
  • Medical, Dental, Life insurance
  • Paid Time Off
  • Paid Community Service Days
  • Click here to learn more

Valencia Hotel Group (and all its affiliates) is an Equal Opportunity Employer

Valencia Hotel Group provides equal employment opportunities to all persons. The company does not discriminate because of race, color, religion, sex, national origin, disability or ancestry in recruiting, hiring, placement, promotion or any other condition of employment and actively seeks a diverse and representative work force.