Sales and Marketing Director (Red Lion Hotel Salem)

compensation: DOE

JOB SUMMARY

Functions as the leader of the property’s sales, marketing and catering departments. Manages the property’s reactive and proactive sales efforts. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives. Evaluates the property’s participation in the various sales channels (e.g. Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property. Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. Interfaces with regional marketing communications for regional and national promotions pull through. Develops and implements property—wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owner.

Supervision Received:

Supervision is received from the General Manager

Essential Functions:

• Ensures Operating Results are achieved in the Sales, Marketing and Catering department. The results include but are not limited to the following:

• Responsible for effective self/workload management. Demonstrates clear written and verbal communication skills. Promotes collaboration and positive, professional work environment. Attends all daily, weekly and/or monthly department/hotel meetings to ensure proper communication and proactive planning occurs.

• Responsible for meeting catering revenue and meeting room rental goals through food, beverage, room rental and audio visual sales by proactive sales calls, maximizing space potential and food and beverage minimums. Detailing events and consistently pursuing up-selling opportunities to maximize revenue potential.

• Achieves business revenue goals by developing, building and maintaining excellent client relationships through community involvement, local visitors’ bureau, bridal organizations, charity events and cultivating client database.

• Uses expertise to assist in the advisement of implementing changes to catering operations based on sales and guest comments.

• Develop and deliver account strategy relating to overall hotel performance Coordinate and conduct sales activities including telephone sales calls, sales blitz’s, in-house tours, entertaining, correspondence and booking of business

• Review market analysis to determine customer needs, volume potential, price schedules, and develops sales campaigns to meet goals.

• Analyze sales statistics to formulate policy and assist staff in promoting both sales & catering.

• Ensures Financial Results are achieved in the Sales/Marketing department. These results include but are not limited to the following:

• Responsible for effectively managing revenue by utilizing market industry data and knowledge to secure appropriate business to maximize hotel profitability. Works on pricing and mix of business. Has understanding of marker fluctuations and trends

• Analyze and control expenditures of division to conform to budgetary requirements.

• Prepare and match the advertising and promotion budget monthly.

• Originate and produce monthly forecast, annual budget and annual sales action plan.

• Performs all necessary administrative functions for the business. These functions include but are not limited to the following:

• Responsible for utilizing sales tools/systems to accurately identify, report, forecast and communicate sales data. Ensures integrity of sales data by documenting information in STS on a daily basis. Utilizes sales tools, reader boards and other market intelligence to drive business.

• Prepare sales reports showing volume and potential sales monthly.

• Maintains all files and tracing systems with proper follow up.

• Weekly meeting with the General Manager to discuss revenue and sales activity.

• Participate is regular telephone meetings with Regional Director of Sales and Marketing.

• Responsible for management of catering expenses to maximize hotel profitability. Follows procurement guidelines and applies good business judgment.

• Manages and maintains company assets to stay within budget guidelines and prolong the life of company resources

• Complies with all policies and procedures set forth by the Hotel Employee Handbook.

• Maintains and builds positive relationships within the property, community and industry to include:

• Accountable for client satisfaction by ensuring catering service standards are met and clients’ needs are responded to in a timely manner. Ensures effective communication of client needs from sales to appropriate operational departments.

• Resolves client complaints and concerns in courteous and friendly manner, focuses on service recovery when applicable.

• Works side by side with staff to train and model appropriate guest service standards

• Represent the hotel at trade association meetings to promote product.

• Maintains communications with all departments on busy area active dates

• Act as liaison with advertising and public relations agencies and assist in coordination of property public relation events whenever necessary

• Assists General Manger as requested in social guest packages, publicity, promotions and advertising

• Participates in appropriate community organizations which enhance the promotion and sales effort of the hotel

Qualifications:

Position requires minimum of five years sales experience, three years of hotel experience. A college degree preferred. Other requirements include:

• Knowledge of restaurant and hotel operations.

• Knowledge of Revenue Management.

• Working knowledge of Windows, Word and Excel.

• Ability to pay attention to details in correspondence, reports and daily organization

• Ability to work with a minimum of supervision

• Ability to maintain a professional appearance at all times

• Ability to work as part of a team

• Ability to communicate effectively

• Ability to read and follow both verbal and written instructions

This position requires the ability to perform those activities necessary to complete the essential functions of the job, either with or without reasonable accommodation.