Director Sales & Marketing

Marriott International - Worcester, MA

Full-time - Mid Level

Worcester, MA

Accommodation

About the position

Highgate Hotels is seeking a Director of Sales & Marketing who will play a pivotal role in leading and driving the top line revenue strategy for traditional sales segments, including group, volume transient, and catering. This position is crucial for staying ahead of market trends, monitoring market share movements, and conducting ongoing competitive hotel analysis. The Director will direct the property sales teams, ensuring that budgeted revenues are met or exceeded. Additionally, the individual will be responsible for developing and implementing a comprehensive marketing communications plan that aligns with the hotel's desired positioning, while also managing the sales and marketing budget to support revenue attainment. The Director of Sales & Marketing will act as the voice of the customer, effectively communicating key issues and concerns at all levels of the organization. A strong understanding of market trends, demand generators, and economic factors affecting hotel performance is essential. The role requires fluency in utilizing Smith Travel Research data, financial P&L, sales mix forecasting, and various traditional hotel reporting tools. The Director will conduct thorough competitive set reviews and SWOT analyses, keeping abreast of new supply in the market. In addition to developing and implementing key segment strategies and managing key accounts, the Director will design effective sales deployment schemes and market assignments. Setting sales production goals and managing group pace measurement will be critical to achieving budget and market share targets. The successful candidate will also manage sales activity and travel schedules, ensuring that the sales team is aligned and focused on achieving their objectives.

Responsibilities

• Lead and drive top line revenue for traditional sales segments including group, volume transient, and catering.
• Assess and react to market trends, market share, and the competitive hotel environment.
• Develop and implement a marketing communications plan to achieve the desired positioning of the hotel.
• Manage the sales and marketing budget that supports all initiatives.
• Act as the hotel's voice of the customer and communicate key issues/concerns at all levels of the organization.
• Utilize Smith Travel Research data, financial P&L, sales mix forecasting, and traditional hotel reporting.
• Understand and communicate market trends, demand generators, and economic factors affecting hotel performance.
• Conduct comprehensive competitive set reviews and SWOT analysis, keeping tabs on new supply.
• Develop and implement key segment strategies and manage key accounts (both existing and target).
• Design effective sales deployment schemes and market assignments.
• Set sales production goals and manage group pace measurement.
• Manage sales activity and travel schedule.

Requirements

• Bachelor's degree preferred in Marketing.
• At least 3 years' experience as a sales leader, with prior hotel sales experience.
• Experience dealing with and communicating with ownership groups and asset management.
• Proficient in managing and using sales automation (DELPHI) and PMS systems.
• Experience working collaboratively with revenue management.
• Well-rounded knowledge of all market segments and channel sources, with the ability to develop a strategic plan for each.
• Excellent communication and presentation skills.
• Strong interpersonal skills and ability to work in a team environment.
• Ability to direct, lead, train, motivate, and drive a direct sales team; develop a cooperative and competitive team spirit and winning attitude.
• Proficient in MS Office including Word, Excel, and PowerPoint.
• Ability to multitask and prioritize departmental functions to meet deadlines.