Director of Sales & Marketing

About the position

The Director of Sales & Marketing is responsible for prospecting untapped companies for group and transient business for the Margaritaville Resort Cape Cod. Solicit, book, and establish relationships on behalf of the hotel to meet/exceed revenue/profit goals. Concentration on 'need date' calendars whose properties will produce the greatest sales impact. The position is responsible for putting the business needed in the hotels. This is an active selling role with a strong emphasis on acquiring new business and shifting market share. The job will be mostly outside solicitation and lead generation, as well a heavy emphasis on phone solicitation. The Director of Sales & Marketing position is responsible for planning and implementing sales, marketing and product development programs, both short and long range, targeted toward existing and new markets by performing the following duties personally or through subordinates. The Director of Sales & Marketing provides strategic vision and marketing direction and is responsible for advising and guiding effective brand positioning and advertising, as well as creating onsite programming that aligns with brand and property core values. This position oversees all public relations activities and leads the development and deployment of customer loyalty programming. The Director of Sales & Marketing plays a key role in departmental leadership and will coach corporate and property-based team members on sales, grassroots marketing, digital marketing, traditional tactics, analytics, PR, and design/development. The ideal candidate will be excited to take on a multitude of projects from start to finish.

Responsibilities

• Develops and implements strategic marketing plans and sales plans and forecasts to achieve corporate objectives for products and services.
• Solicit, negotiate, and book new and repeat business through efforts (outside sales calls, telemarketing, mailings, networking, etc.) while maximizing banquet space to meet/exceed revenue goals.
• Book Catering business, such as Corporate Meetings, Social Catering, Weddings, etc., detail the meeting/function with the client (space requirements, times, menus, themes, etc.), and assist in overseeing the event.
• Develops and manages sales/marketing operating budgets.
• Plans and oversees advertising and promotion activities including print, online, electronic media, and direct mail.
• Develops and recommends product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
• Achieves satisfactory profit/loss ratio and market share in relation to preset standards and industry and economic trends.
• Ensure effective control of marketing results and take corrective action to guarantee that the achievement of marketing objectives falls within designated budgets.
• Oversees and evaluates market research and adjusts marketing strategy to meet changing market and competitive conditions.
• Monitors competitor products, sales, and marketing activities.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Guide the preparation of marketing activity reports and presents to executive management.
• Establishes and maintains a consistent corporate image throughout all product lines, promotional materials, and events.
• Directs sales forecasting activities and sets performance goals accordingly.
• Directs staffing, training, and performance evaluations to develop and control sales and marketing programs.
• Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
• Represents the company at trade association meetings to promote the product.
• Meets with key clients, assisting sales representatives with maintaining relationships and negotiating and closing deals.
• Build, cultivate, and foster relations with hotel sales teams.
• Coordinates liaison between the sales department and other sales-related units.
• Analyzes and controls the expenditure of the division to conform to budgetary requirements.
• Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
• Reviews and analyzes sales performances against programs, quotes, and plans to determine effectiveness.
• Directs product research and development.
• Manages and provides strategic sales directions to property-level salespeople.
• Attend Business Review meetings, provide sales oversight based upon market trends and a complete understanding of the region’s business plan and the economic impact on regional market conditions.
• Responsible for maintaining a partnership and collaborative environment with the General Manager and the entire sales team.
• The Director of Sales should be highly visible at their hotels, through property visits and on weekly sales conference calls.
• Play a primary role in coaching, mentoring and developing direct sales reports to support success in their current role and develop them for their future roles.
• Prepare weekly sales reports including but not limited to group pace report, catering pace report, pipeline report, sales activity report, online marking report and sales action plans.
• Responsible for leading hotel’s sales team while driving business to exceed performance metrics set by ownership and management.
• Achieve personal and sales team goals.
• Review pre trip sales agendas and post trip and sales meeting recaps to ensure ROI and performance.
• Explores B2B partnerships and annual RFP’s including business cases.
• Works with revenue management to drive direct bookings and establish goals, by hotel for each season to shift business to less costly channels.
• Identifies and recommends new ideas, technologies, or processes to increase organization efficiency, productivity, quality to drive top line revenues and increase overall profitability.
• Host weekly meetings with the sales teams to review and manage sales processes and procedures.
• Lead strategic account planning and implement sales action plans.
• Participate in recurring customer meetings and calls at brand center or other intervals as required.
• Responds to all RFP’s and all other communication including phone and e-mail messages in a timely manner (Linchris 4-hour response time).
• Participates in seminars and events to learn industry best practices.
• Analyze the hotel’s performance against its competition and ensure maximum property performance against the local marketplace.
• Maximize the components of hotel’s RevPAR position within its competitive set.
• Prepare and analyze weekly sales reporting for thoroughness and accuracy.
• Maintains hotel relationships with key accounts to increase customer satisfaction and account revenue.
• Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
• Articulate and leverage the benefits of the hotel to close sales opportunities.
• Any additional duties as assigned by the Corporate Director of Sales or General Manager.

Requirements

• Proven hotel sales experience.
• Strong emphasis on acquiring new business and shifting market share.
• Experience in planning and implementing sales, marketing, and product development programs.
• Ability to provide strategic vision and marketing direction.
• Experience in advising and guiding effective brand positioning and advertising.
• Strong leadership skills with a focus on coaching and mentoring.
• Excellent communication and interpersonal skills.

Nice-to-haves

• Experience in public relations activities.
• Familiarity with customer loyalty programming.
• Experience in grassroots marketing and digital marketing.
• Knowledge of analytics and PR.

Benefits

• Competitive salary based on experience.
• Opportunities for professional development.
• Collaborative work environment.