Director Sales & Marketing OEM

Aimbridge Hospitality - Sarasota, FL

Full-time - Director

Sarasota, FL

1,001-5,000 employees

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 the Director to recommend the sales forecast, marketing strategies, advertising plans, and annual budget for the hotel, ensuring alignment with approved plans and budgets. Management-level associates are expected to dedicate as much time as necessary to fulfill their job responsibilities, with overtime calculated accordingly for OEM associates. The Director will coordinate all group, transient, and catering sales solicitations and bookings to maximize overall revenue. They will develop, recommend, implement, and manage the division's annual budget, along with the advertising, public relations, marketing, and sales plans for the hotel. This role involves proactive engagement in outside sales calls, conducting sales tours, and entertaining clients to foster relationships and drive business. The Director must possess a strong understanding of contracts and negotiation terms, as well as maintain market awareness to predict revenue opportunities and set proactive strategies. Monitoring the production of top accounts and evaluating market trends are also key responsibilities. In addition to sales responsibilities, the Director will train hotel staff on recognizing and capitalizing on sales opportunities to enhance hotel occupancy and revenue. They will manage human resources within the division, focusing on attracting, retaining, and motivating employees through hiring, training, coaching, and conducting performance reviews. The Director will supervise the Catering & Event Management Team to ensure that budgets for catering, food & beverage, and meeting room rentals are met or exceeded. Maintaining a strong presence in the local community and industry organizations is essential, as is attending and conducting various meetings and functions as required by management. The Director will also 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 for the hotel.
• Proactively conduct outside sales calls, conduct sales tours, and entertain clients.
• Understand the content reflected in contracts and how to negotiate terms within them.
• Develop and maintain market awareness to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate trends within the market.
• Adhere to Aimbridge Hospitality's established regulations, company standards, sales standards, and sales metrics.
• Comply with individual and team goals as well as budgeted metrics.
• Train all hotel staff on recognizing and capitalizing on sales opportunities to increase hotel 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 budgets are met or exceeded.
• Develop a full working knowledge of hotel operations and policies including Sales, Food and Beverage, Front Office, and Reservations.
• Maintain strong visibility in the local community and industry organizations.
• Attend and/or conduct daily/weekly/monthly meetings and provide 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 effectively interact and manage people of diverse backgrounds while solving complex problems.
• Advanced knowledge of the 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, including basic arithmetic functions.

Benefits

• Daily Pay
• Medical, Dental, and Vision Coverage
• Short-Term and Long-Term Disability Insurance
• Term Life and AD&D Insurance
• Paid Time Off
• Employee Assistance Program
• 401k Retirement Plan