Director of Sales & Marketing - Franchised

$110,000 - $140,000/Yr

Sheraton Hotels & Resorts - Anaheim, CA

Full-time - Manager

Anaheim, CA

Accommodation

About the position

The Director of Sales & Marketing for a Full Service hotel is responsible for the comprehensive planning and management of the hotel's sales and marketing strategies. This role is pivotal in achieving optimal occupancy growth by nurturing existing accounts and generating new business opportunities, all aimed at maximizing total revenue and meeting or exceeding the hotel's profit objectives. The Director will oversee the daily operations of the hotel sales division, which includes direct sales efforts, follow-up, sales administration, and training of the sales team. This position requires a strategic approach to recommend sales forecasts, marketing plans, advertising strategies, and the annual budget for the hotel, ensuring alignment with approved plans and financial constraints. In this role, the Director is expected to work autonomously, managing multiple tasks simultaneously while maintaining a high level of organization and presentation skills. The position demands a strong analytical mindset and the ability to interact effectively with a diverse range of individuals, including hotel guests, corporate clients, and managerial personnel. The Director will also be responsible for training hotel staff on recognizing and capitalizing on sales opportunities to enhance occupancy and revenue. This position is exempt, meaning that the Director is expected to work as much as necessary to fulfill job responsibilities, with a focus on administrative, executive, or professional tasks that require discretion and independent judgment. The Director will also play a key role in maintaining strong visibility within the local community and industry organizations, conducting outside sales calls, and managing the division's budget and marketing strategies. This includes monitoring production trends of top accounts and ensuring compliance with company standards and sales metrics. The Director will act on behalf of the General Manager in their absence and perform any other duties as requested by management.

Responsibilities

• Coordinate all group transient and catering sales solicitations and bookings to maximize overall revenue.
• Develop, recommend, implement, and manage the division's annual budget and the advertising, public relations, marketing, and sales plans and programs for the hotel.
• Proactively conduct outside sales calls, sales tours, and entertain clients.
• Understand contract content and negotiate terms effectively.
• Develop and maintain market awareness to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate market trends.
• Adhere to Aimbridge Hospitality's established regulations, company standards, sales standards, and sales metrics.
• Comply with individual and team goals and budgeted metrics.
• Train hotel staff on recognizing and capitalizing on sales opportunities to increase occupancy and revenue.
• Manage Human Resources in the division to attract, retain, and motivate employees; hire, train, develop, empower, coach, and counsel staff.
• Supervise the Catering & Event Management Team to ensure budget goals are met or exceeded.
• Develop a full working knowledge of hotel operations and policies.
• Maintain strong visibility in local community and industry organizations.
• Attend and conduct meetings and functions required by management, providing training on a rotational basis.
• Maintain professional relationships and promote open communication with marketing partners and internal departments.
• Travel on a weekly basis as required.
• Act on behalf of the General Manager in their absence and perform other duties as requested.

Requirements

• At least 6 years of progressive hotel sales experience preferred; or a 4-year college degree and at least 2 years of related experience; or a 2-year college degree and at least 4 years of related experience.
• Must have a valid driver's license in the applicable state.
• Highly developed verbal and written communication skills to negotiate, convince, sell, and influence others.
• Thorough experience with professional selling skills: opening, probing, supporting, closing.
• Strong analytical skills and strategic vision in establishing appropriate sales deployment.
• Proficient in general computer knowledge, especially Microsoft Office products.
• Ability to work independently and manage multiple tasks simultaneously.
• Strong organization and presentation skills.
• Demonstrated ability to interact and manage people of diverse backgrounds while solving complex problems.
• Advanced knowledge of principles and practices within the sales/marketing/hospitality profession.
• Ability to work well in stressful, high-pressure situations and maintain composure under pressure.
• Ability to work with and understand financial information and data.