Director of Sales and Marketing

Radiate Hospitality - Palo Alto, CA

Full-time - Director

Palo Alto, CA

About the position

We are seeking a dynamic, entrepreneurial Director of Sales and Marketing, who will be responsible for full oversight of all Sales & Strategy functions and activities for their assigned hotel. As Director of Sales and Marketing you will be a part of the executive leadership team working alongside the General Manager on strategic vision to support our continued growth. This position is based in our Crowne Plaza Cabana Hotel that will be transitioning into a Kimpton Hotel/Palo Alto in 2025. Our ideal candidate is an individual who not only has a passion for revenue generation, but as well as hospitality. An individual who wants to create a work environment where strategic thinking and team building is fostered while personally rolling up their sleeves to get things done. We are committed to finding creative team players who have what it takes to get the job done.

Responsibilities

• Maximize revenue by selling all facets of the hotel. Meet or exceed weekly minimum solicitation goals. Create culture of 'Prime Selling Time' for all staff by example.
• Focuses on all sales efforts to include group sales, banquet/catering sales and transient sales for the property.
• Work from a solicitation plan weekly, and a systematic account coverage plan - train sales team to work from similar approach.
• Recruit, direct, manage, train and counsel sales staff.
• Direct the solicitation efforts of sales and catering team staff using effective oral and written communication while overseeing rate, date and space commitments, and deployment strategies through review of competitive data, demand analysis and mix management.
• Develop and maintain appropriate administrative standards to include: GRC, Diary standards & audits, file and trace system, local space release and diary matrix, contract and cancellation standards and deposit policies.
• Have a working knowledge of all key accounts. Develop strategies with the sales team on key accounts, participating in the sales process where appropriate.
• Ensure that productive accounts are developed; 'dead' leads dropped, outside calls are pre-qualified, and have potential for the hotel.
• Have a primary and active relationship with the CVB on behalf of the hotel. Be a member of at least one local civic or professional organization.
• Work with Front Office to understand PMS System & marketing, yield management process, trends, and possible new special corporate accounts.
• Conduct/attend daily business review meetings, weekly strategic sales meetings, management meeting, revenue calls, marketing calls and rolling activation calls as well as other meetings as required/ requested.
• Is an effective and respected part of the hotel's Executive Committee including being proactive in guest service for guests by ensuring operating departments receive all necessary information on a timely basis.
• Solves operational problems proactively.
• Maintain working knowledge of Sales & Marketing department budget. Approve all expenditures, control costs for printing, etc. at or below budgeted levels.
• Ensure that detailing of groups is handled effectively and efficiently - use all resources available creatively.
• Work with other Executive Committee Members to develop accountability in operations.
• Be the expert for the property with regards to IHG for all sales and marketing initiatives.
• Approve all contracts ensuring proper approval, MAR rates, concessions and terms and conditions.
• Work with DEFINE marketing for all initiatives and social media strategies.
• Work with Corporate DOSM and Corporate DORM to keep update MAR rates.
• Ensure proper usage and update of Delphi FDC for the property, utilizing all sales systems, lead referral programs.
• Responsible for tracking response time, conversion of inquiries for the team and determining strategies to improve.
• Prepare, implement, and compile data for the strategic sales plan, monthly SMARTS report, annual goals, monthly sales success reports, sales and marketing budget, forecasts, and other reports as directed/required.
• Administer the staffing, training and performance reviews for the sales team and catering team (catering with DOC).
• Ensure individual job descriptions and development plans are in place for each team member.
• Be a leader and role model to all employees.
• Additional duties as necessary and assigned.

Requirements

• A minimum of 5 years of Sales and Marketing experience including a minimum of 2 years serving in a director role in overseeing a sales and marketing management team.
• Experience building a sales organization structure & practices from the ground up.
• Proven leadership and coaching skills with a track record of developing a highly motivated and cross-trained group of sales and marketing management professionals.
• Exceptional skills in Excel.
• Knowledge of Delphi, Opera, iHotelier, TravelClick and brand systems preferred.
• Keen analytic, organization and problem-solving skills, which allows for strategic data interpretation versus simple reporting.
• Experience in the hospitality industry a must (hotel or restaurant).
• Strong written and verbal communication skills, as well as the ability to conduct effective group meetings and presentations.