Job Identification: 212335
Job Category: Sales and Marketing
Job Schedule: Full time
The goal of the Director of Sales is to improve the performance of the hotel by connecting strategy and business processes. The DOS is a strategic leader who understands how to bring people, process and performance together, to create a winning formula. This leader oversees a team comprised of team members driving our sales, revenue, marketing, catering and events management, and analytics functions. These functions are the core of our hotel's commercial engine and are essential to the property's ability to drive profitable growth.
The primary responsibilities of this position are to design, develop, and deploy business strategies that are creative, dynamic, and impactful and lead the Hotel Sales and Marketing process.
To lead the group, transient, and catering sales team at your hotel/complex and deploy strategies towards achieving your hotel's annual budget and crossover targets. This includes but is not limited to development and communication of commercial strategies and standards through a structured cadence and analysis of company revenue performance against established goals.
The primary responsibilities of the Director of Sales are to design, develop, and deploy business strategies that are creative, dynamic, and impactful and lead the Hotel Sales process. This role is also responsible for leading the group, transient, and catering sales team and deploy strategies towards achieving the hotel's annual budget and crossover targets. This includes but is not limited to development and communication of commercial strategies and standards through a structured cadence and analysis of company revenue performance against established goals.
Strategy :
Produce the hotel's Annual Multi-Year Strategic Intentions and Commercial Strategy, in partnership with the hotel commercial leadership team and regional sales, revenue and marketing support
Connect the performance needs for the hotel with the solutions designed by the Hilton enterprise, in each key segment your hotel serves
Directly accountable for setting the strategy and delivery of hotel's sales targets including Direct Selling Revenue Streams including group rooms, banquets, catering, business transient and leisure transient
Work with Hotel's Commercial Leadership to ensure that Business Review Guidelines (current to + 5 years) and Group Pricing & Rate Quotation Strategies are in place in order to maximize all pricing components of sales and catering opportunities and achieve positive group market share
Support and collaborate with the marketing team in digital marketing, social media, public relations and communications activities. Support and collaborate with e-commerce teams to ensure online hotel content is accurate and effective
Work with Commercial Leaders to establish optimal business mix, review and validate revenue forecasts to improve accuracy while developing strategies for different demand periods, and review and approve retail and group pricing strategies
Strategically align sales activities and outcomes with established optimal mix, contribute to the accuracy of revenue forecasts, while executing strategies for different demand periods and the retail and group pricing targets established
Understand and contribute to the maximization of profits in line with GOP and EBITDA targets
Operate within departmental expense budget and forecasts
In collaboration with hotel's commercial leaders, contribute to the development of knowledge of all competitor and market activity
Responsible for the execution of the Sales and Catering Sales Annual SIP (Sales Incentive Program)
Leadership :
Lead daily and weekly business review and sales and marketing strategy meetings
Manage and execute monthly, quarterly, and annual performance process with eligible sales team members
Development and oversight of hotel's sales site visit strategies and approach
Consistently conform to Hilton brand standards and corporate identity and utilize all communication tools
Responsible for recruiting and retention of all sales roles
Lead, engage, and develop sales team members, including ongoing performance development and Career Development Plans
Conduct performance reviews for all direct reports and provide feedback for dotted line reports, including but not limited to:
Group Sales
Business Transient Sales
Leisure Sales
Catering Sales
Facilitate and lead in a culture that is aligned with Hilton's DEI and enterprise goals
Ownership, Customer, and Stakeholder Relations:
Contribute to performance and commercial activity reporting for hotel (i.e., performance status communication and response plans)
In concert with General Manager and AVPs, Regional Commercial Director, present commercial strategies to key business partners and ownership groups. Ensure transparency, relevance, and timeliness in articulating the commercial performance targets, and potential gaps or upside (strengths & weaknesses)
Liaise with Hilton Worldwide Sales towards demand and conversion generation
Liaise with Hilton Worldwide Sales, regional support and brand teams
Build strong relationships with CVB, community influencers and 3rd party travel partners
High level of engagement with customers from all sales segments including:
Support of team's site visits and pre-convention meetings
Support of sales managers sales travel into market
Support of sales managers sales travel into feeder markets
Masters in business administration, preferred
Bachelor's degree in sales and marketing or a business-related field, required
8 to 10 years or more in hospitality sales, catering & marketing leadership
8 to 10 years of cross-functional experience in hotel management or related industry experience, preferred
Ability to read, write and speak in Spanish and English, required
Brand experience, preferred
Leadership management experience
Adaptable experience with business strategy, business planning, and business plan development
Highly professional presentations and communication skills (oral and written)
Proficiency with standard Microsoft Office programs
Ability to perform critical analysis
Proficiency in Delphi, preferred
Available to work different days and shifts, as required by operational needs
Ability to travel, as required
