Director Sales & Marketing

$130,000 - $160,000/Yr

Highgate Hotels - New York, NY

Full-time - Mid Level

New York, NY

Administrative and Support Services

About the position

The Director of Sales & Marketing at Highgate Hotels is a pivotal role responsible for leading and driving the top-line revenue strategy for various traditional sales segments, including group, volume transient, and catering. This position requires a proactive approach to staying ahead of market trends, analyzing market share movements, and conducting ongoing competitive hotel analysis. The Director will direct the property sales teams, ensuring that budgeted revenues are not only met but exceeded. Additionally, the role involves developing and implementing a comprehensive marketing communications plan aimed at achieving the desired positioning for the hotel. This includes managing the sales and marketing budget to support revenue attainment effectively. In this role, the Director will act as the voice of the customer, communicating key issues and concerns across all levels of the organization. A strong understanding of market dynamics is essential, as the Director will need to read and utilize Smith Travel Research data, financial P&L statements, and various hotel reporting metrics. The ability to assess market trends, demand generators, and economic factors affecting hotel performance is crucial for success in this position. The Director will also conduct thorough competitive set reviews and SWOT analyses while keeping an eye on new supply in the market. Developing and implementing key segment strategies and managing key accounts, both existing and target, will be a significant part of the role. The Director will design effective sales deployment schemes and market assignments, set sales production goals, and manage the sales activity and travel schedule to ensure optimal performance.

Responsibilities

• Responsible for leading & driving top line revenue for traditional sales segments to include group, volume transient & catering.
• Assesses & reacts to market trends, market share & the competitive hotel environment.
• Develops and implements a marketing communications plan designed to achieve the desired positioning of the hotel, as well as manage the sales & 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.
• Fluent in reading/assimilating/using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of traditional hotel reporting.
• Ability to understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance.
• Conduct comprehensive competitive set reviews, SWOT analysis & keep tabs on new supply.
• Understand GEO source & ability to develop a plan to penetrate the primary markets.
• Develop/implement key segment strategy & managing key accounts (both existing & target).
• Design effective sales deployment schemes & market assignments.
• Develop sales goals designed to achieve budget & market share targets.
• Manage group pace measurement and set sales production goals.
• Manage sales activity & 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/communicating with ownership groups and asset management.
• Proficient in managing/using sales automation (DELPHI) & PMS systems.
• Experience working collaboratively with revenue management.
• Well rounded knowledge of all market segments and channel sources, as well as 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 & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude.
• Must be proficient in MS Office including Word, Excel, and Power Point.
• Must be able to multitask and prioritize departmental functions to meet deadlines.