Area Director of Sales
3 days ago
Position Summary
The Area Director of Sales & Marketing is a multi-property property-based Sales Leader. The
Area Director of Sales & Marketing administers, directs, manages and controls the sales and
marketing department of each hotel to maximize top line revenue for each hotel and ensure an
aggressive approach by all sales staff to meet budgeted goals and key hotel drivers.
While the Area Director of Sales reports directly to the home base General Manager, all General
Managers and the Divisional Vice President of Sales will interact and assist in the direction of
the Sales & Marketing function at each property.
Core Responsibilities
- Develop sales strategies for each property including targeted market segments, rate management, solicitation procedures and advertising.
- Develop Cross-sell strategies for each property.
- Develop realistic and aggressive annual marketing plans. Update the plans on a monthly basis to ensure they are up to date and changes with market conditions.
- Quarterly Action Plans to be created each quarter that ties into the annual marketing plans and market conditions. Ensure a plan is created for each seller on the Sales & Marketing team.
- Forecast group production and top line revenue on a weekly basis. Provide group production forecast to General Managers, Area Director of Revenue & DVP of Sales on a weekly basis so accurate property forecasts are completed.
- Emphasize control procedures and yield management to assure a proper balance of rate availability and visibility to market demand.
- Establish and execute an effective outside sales program.
- Achieve all assigned KPI's & ensure all sales & marketing staff achieved their KPI's. Including sales solicitation goals, bookings, lead response times and group pace.
- Train all sales & marketing staff, holding them accountable to actionable results.
- Conduct one-on-ones with Sales & Marketing team to go over sales metrics, quarterly action plan progress and gain feedback.
- Conduct a monthly check-in, per Human Resource standards through ADP Portal, for each Sales & Marketing team member.
- Direct internal servicing of groups. Ensure department heads have the group resumes and BEO's.
- Participate in weekly revenue calls, bringing all group and hotel forecasts to the call. Be able to talk through current sales pipeline for any leads that will convert so the team can talk through transient rate strategy for that timeframe.
- Participate in Digital Marketing calls and be prepared to speak about any transient & group offers/e-blasts that need to be created.
- Ensure all websites have the correct information, and visibility, to market the hotel properly including hotel website, Cvent, OTA sites and any other paid sites the hotel participates in. Work with Digital Marketing to make sure they are auditing these sites regularly and they making the appropriate changes needed.
- Monitor and ensure that all OTA's are properly funded through Travel Ads, Accelerators and other Promotions. When funding is needed, escalate to the property General Manager to create and execute the PO.
- Make sure all sales expenditures are in line with the property budget. Create a PO and ensure it is signed off on by the General Manager.
- Submit expense reports on a weekly basis and make sure that all sales & marketing staff are doing the same.
- Prepare any sales reporting needed by ownership or management.
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