Director of Sales & Marketing

Kimpton Hotels & Restaurants - Central LA, CA

Full-time - Director

Central LA, CA

Accommodation

About the position

As the Director of Sales & Marketing at Kimpton Hotel & Restaurant Group, you will play a pivotal role in shaping the strategic direction of the sales teams while ensuring the achievement of both short and long-term goals for the hotel. Your expertise in regional trends and financial performance will be crucial as you lead your team to meet budgeted top-line revenues. You will be accountable for the Sales and Marketing budget, ensuring that expenditures align with the hotel's financial objectives. In this ambassadorial role, you will establish and nurture relationships within the community to enhance the hotel's visibility and reputation. Collaboration is key, as you will work closely with the Director of Revenue Management, Digital Marketing, and Public Relations teams to create a cohesive strategy that drives success across all disciplines. Your responsibilities will include coaching and mentoring the sales team, developing marketing and public relations initiatives that support sales strategies, and fostering a sense of urgency within your team to anticipate and meet client needs. You will work directly with the Regional Director of Sales + Marketing and the General Manager to build a credible vision for the hotel, manage specific accounts, and leverage your extensive contact base to benefit the hotel. Your knowledge of the competitive landscape will inform your recommendations for sales and pricing strategies, ensuring that the hotel remains competitive in the market. In addition to achieving group rooms and catering revenue budgets, you will align with the People & Culture Department to maximize revenues and achieve strategic goals. Regular reviews of market mix shifts with revenue and operations teams will enable you to make informed deployment and pricing recommendations. You will also oversee all Public Relations efforts, managing relationships with PR firms and collaborating with the Kimpton Home Office PR team. Your analytical skills will be essential as you pull and analyze data to recommend appropriate actions, and you will assist your team with quarterly action plans and performance reviews. Maintaining accurate records in Opera and Delphi databases will be critical to your success in this role.

Responsibilities

• Provide coaching, mentoring, and training to the sales team, continually assessing their strengths and challenges.
• Develop marketing and PR initiatives to support sales strategies and activities.
• Establish a sense of urgency with the team to understand and anticipate needs.
• Work directly with the Regional Director of Sales + Marketing (RDSM) and General Manager to build a clear and credible vision for the hotel.
• Handle specific accounts assigned by the RDSM.
• Manage assigned market segment based on experience and depth of contact base to benefit the hotel.
• Recommend sales/pricing strategies, service, and product improvements to stay competitive.
• Achieve the group rooms and catering revenue budget for the hotel.
• Align with the People & Culture Department (HR) to achieve strategic goals and maximize revenues.
• Review shifts in market mix with revenue and operations teams and make deployment/pricing recommendations.
• Communicate specific account needs to IHG Corporate Sellers to impact revenues.
• Identify key markets and support deployment and travel schedule strategies.
• Direct all Public Relations efforts, managing the Public Relations firm and collaborating with the Kimpton Home Office PR team.
• Develop revenue/production goals with the RDSM's support and approval.
• Work with DORM and Director of Catering on monthly, quarterly, and annual rooms budgets and forecasting.
• Manage departmental budgets, including forecasting monthly expenses and explaining variances on P&L.
• Analyze relevant data to develop and recommend appropriate actions.
• Assist with individual quarterly action plans and quarterly Kimpton Check-Ins for your team.
• Ensure accurate and detailed notes/traces of accounts are maintained via Opera and Delphi databases.

Requirements

• Proven experience in sales and marketing within the hospitality industry.
• Strong leadership skills with the ability to coach and mentor a team.
• Excellent communication and interpersonal skills to build relationships with clients and the community.
• Analytical skills to assess financial performance and market trends.
• Experience in developing and implementing marketing and PR initiatives.
• Ability to work collaboratively with various departments and stakeholders.
• Strong organizational skills to manage budgets and forecasts effectively.

Nice-to-haves

• Experience with digital marketing strategies and tools.
• Familiarity with revenue management systems and practices.
• Knowledge of local market trends and competitive landscape.
• Experience in public relations and media management.

Benefits

• Health insurance coverage
• Dental insurance coverage
• Vision insurance coverage
• 401k retirement savings plan
• Paid holidays and vacation time
• Flexible scheduling options
• Professional development opportunities
• Employee discounts on hotel stays and dining
• Tuition reimbursement for further education
• Wellness programs to promote health and well-being