DIRECTOR OF SALES & MARKETING - SONESTA SUITES SCOTTSDALE GAINEY RANCH

Sonesta Hotels - Scottsdale, AZ

Full-time - Senior

Scottsdale, AZ

Accommodation

About the position

The Director of Sales & Marketing (DOSM) at Sonesta Suites Scottsdale Gainey Ranch is responsible for developing and implementing the sales strategy of the hotel to achieve occupancy, average daily rate, and market share goals. This role requires close collaboration with the Executive Team to identify specific strategies and tactics that drive revenue in accordance with the hotel's seasonal demand. The DOSM will leverage national brand strategies at the local level by working with Sonesta's Marketing, Revenue Management, and Sales teams. Key responsibilities include developing and implementing the hotel's total revenue re-positioning, representing the hotel in community and industry organizations, and participating as a team player with other Executive Team Members. The DOSM will provide constructive feedback to all departments and hotel sales and marketing staff, act as a leader and role model to all employees, and actively lead weekly sales and strategy meetings. The role also involves analyzing short- and long-term forecasting, trends in group, extended stay, and transient inventory, and reviewing revenue reports for various stakeholders. The DOSM will create and implement a cohesive Sales Plan that includes Direct Sales, PR, and Ecommerce for rooms, catering, and outlet revenue. Managing the sales team, directing day-to-day activities, and developing strategies and goals are also critical components of this position. The DOSM will enhance the hotel's image in the local community, monitor sales activities to ensure actual sales exceed the established revenue plan, and assist with the direction of the entire sales and catering team. This includes supervisory responsibilities such as interviewing, hiring, training employees, and addressing complaints. Operationally, the DOSM will work with the General Manager and Area Director of Revenue to develop revenue management strategies, ensuring the sales team is effectively deployed and participating in relevant trade shows. The role requires developing and maintaining positive relationships with local community groups and preparing weekly/monthly reporting on account production. In terms of strategy and planning, the DOSM will develop and execute sales, marketing, and revenue strategies through the preparation of a strategic sales plan and the establishment of annual goals. Financial management is also a key aspect, as the DOSM will drive top-line revenue across all segments and act as a steward of the hotel's annual sales and marketing budget. The ability to recruit, supervise, train, and motivate multiple levels of managers is essential, as is the commitment to leading with passion and integrity, inspiring teams to embrace company values and standards.

Responsibilities

• Develop and implement the hotel's total revenue re-positioning.
• Professionally represent the hotel in community and industry organizations and events.
• Participate as a team player with other Executive Team Members.
• Provide constructive feedback to all departments and to hotel sales and marketing staff.
• Be a leader and role model to all employees.
• Actively lead DBR, weekly sales and strategy meetings.
• Analyze short- and long-term forecasting.
• Analyze trends in group, extended stay, and transient inventory to include occupancy, rates, product line, and strategic sales goals.
• Review and vet revenue reports and information for Owners, Corporate Office, General Manager, Department Heads, and all related meetings.
• Create and implement a cohesive Sales Plan including Direct Sales, PR, and Ecommerce for rooms, catering, and outlet revenue.
• Manage the team Sales employees, direct the day-to-day activities of the team, plan, organize, and assign work, develop, and communicate strategies and goals.
• Create, train, and motivate those responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotel, while maintaining guest satisfaction.
• Advise staff of formal policies and procedures.
• Manage all human resources-related actions in accordance with the Company's rules and policies.
• Create and implement the tactical sales plans that drive measurable incremental occupancy, increase average rates, and increase business volume during off-peak periods.
• Enhance the image of the hotels in the local community.
• Monitor sales activities/performance to ensure actual sales exceed the established revenue plan.
• Assist with the direction of the entire sales and catering team; carry out supervisory responsibilities in accordance with company policies which may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
• Incorporate marketing and public relations initiatives to support the sales strategies and activities.
• Establish a sense of urgency with the team to understand and achieve the needs of the hotel.
• Handle specific accounts assigned by the Regional Sales Director (RSD).
• Work with the General Manager, Area Director of Revenue, and Operations team to develop and execute revenue management strategies to maximize revenues and market share with an eye on raising profitability of the business.
• Work closely with the corporate functional leaders to ensure that Sonesta property is maximizing sales and marketing opportunities that require Sonesta corporate support including but not limited to SEO, PPC, Direct Marketing, Advertising, Public Relations.
• Ensure that the sales team is properly deployed, is working the correct market segments, and participates in the right trade shows and corporate supported GSO missions.
• Responsible for total hotel revenue to include Food and Beverage, and Banquets and Catering revenue.
• Develop and maintain positive relationships with officials and representatives of local community groups.
• Prepare Weekly/Monthly reporting on account, individual, segment, and tier production.
• Develop and execute sales, marketing, and revenue strategies through preparation of a strategic sales plan, implementation and administration of the impacted budgets and the establishment of annual seller and revenue management goals.
• In-depth analysis of industry intelligence reports (STR, Knowland, etc.).
• Pull and analyze appropriate data to develop and recommend appropriate actions.
• Assist with individual quarterly SMART Plans.
• Develop and approve sales and catering team annual goals, and review and revise the goals as needed midyear.
• Directly work with the corporate sales, marketing, and property catering teams to develop strategies for revenue management, public relations, advertising, and marketing/sales providers with responsibility for managing the plans set forth and approved.
• Develop and execute action plans against existing and new target accounts to achieve and exceed sales quotas within the assigned segment.
• Drive Top Line Revenue in all segments.
• Act as a steward of the hotel's annual Sales and Marketing travel and marketing budget.
• Work closely with the sales and catering team towards achievement of aggressive both quarterly and annual goals for production and consumption.
• Ensure team members receive proper training applicable to their position and career aspirations and in accordance with company policy and/or local laws.
• Responsible for monitoring, measuring, and recognizing performance management of team members who directly report to the role and indirect reports.
• Utilize and collaborate with resources across different departments capable of influencing peer group to perform to their highest standard and establishing a trusting environment to enrich the culture.
• Lead by example and operate with integrity and respect. Inspire your teams to embrace and demonstrate our values and GUEST People Standards.

Requirements

• Proven experience in a sales and marketing leadership role within the hospitality industry.
• Strong financial acumen and experience managing budgets and driving revenue growth.
• Excellent analytical skills with the ability to interpret data and make strategic decisions.
• Demonstrated ability to lead and motivate a team, with strong interpersonal skills.
• Experience in developing and executing sales and marketing strategies.
• Knowledge of hospitality systems, particularly Delphi.fdc.

Nice-to-haves

• Experience with SEO, PPC, Direct Marketing, Advertising, and Public Relations.
• Familiarity with industry intelligence reports such as STR and Knowland.
• Previous experience in community engagement and relationship building.

Benefits

• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts