Dir of Sales & Marketing - LSC

REPORTS TO: Vice President of Director of Sales/GM

STATUS: Exempt

WORK LOCATION: Lone Star Court/Austin, Texas

JOB SUMMARY:        

The Director of Sales and Marketing leads revenue generation strategies across various segments including room bookings, banquets, and catering. They oversee market trends, competitor analysis, and direct sales teams to meet goals. Responsibilities include hiring, training, managing sales teams, analyzing metrics, setting marketing strategies, advertising and public relations efforts, and managing sales activities to ensure goals are met. The Director of Sales and Marketing will work closely with the Regional Corporate Marketing and Ecommerce team, to include Corporate Directors, to ensure marketing strategies are implemented on a regular basis.

_____________________________________________________________________________

Physical abilities:

• Standing/Walking:  Frequently. Walking up to three miles per day on cement, asphalt, tile, and carpet, to and from parking garage, and monitoring the hotel as needed.
• Actively selling Director of Sales.
• Crouching (bend at knees):  Occasionally. 
• Climbing: Occasionally. Climb stairs as needed.
• Reaching (overhead/extension): Occasionally. 
• Handling/Grasping: Frequently. Doing inventories and handling documents.
• Pushing/Pulling:  Average weight occasionally 15 lbs. Maximum weight occasionally 30 lbs.
• Lifting/Carrying:  Average weight frequently 10 lbs. Maximum weight occasionally 30 lbs. Luggage
• Typing, Reading and talking on telephone
• Sitting: Frequently.  Working on computer, completing paperwork, attending meetings, viewing monitor
• Driving
• Traveling is required, including car travel, airline, and all aspects of travel, including overnight accommodations as necessary

Working Environment:

• Interior of the hotel in all areas of the hotel. Exposure to hot and cold temperatures, non-climate-controlled office
• The exterior of the hotel with exposure to weather conditions occasionally 
• Often working with others within close quarters, in a face-to-face manner, including handing and receiving items directly to/from other individuals, with the possibility of direct contact, attending one-on-one meetings, as well as team meetings

____________                                                                                                                                     

ESSENTIAL DUTIES & Responsibilities:

• Lead and drive top-line revenue across all sales segments, including room bookings, banquets, and catering
• Develop and oversee all marketing strategies; create & design marketing literature such as promotional flyers, tradeshow, and e-marketing materials.
• Collaborate with Corporate Marketing to manage regular marketing events and campaigns to drive visibility and revenue.
• Attend calls with the Marketing, Public Relations, and Social Media Valencia Collection Partners to ensure marketing is proactively being updated and promoted.
• Monitor and respond to market trends, market share, and competitive hotel landscape.
• Identify opportunities for sales team efficiency and implement changes to maximize selling time.
• Oversee hotel sales training programs and initiatives to ensure teams have necessary tools and adopt best practices.
• Develop strategies to penetrate primary markets and understand GEO source.
• Monitor and distribute monthly production metrics for pace, turndowns, and revenue.
• Actively participate in sales discussions and meetings.
• Actively participates and drives local marketing efforts to assist in room & food and beverage revenues.
• Manage group strategies and policies across distribution channels.
• Ensure participation in brand revenue management and marketing initiatives, attend weekly revenue management calls, and ensure completion of all necessary paperwork prior to deadline.
• Ensure adherence to hotel credit procedures and audit guidelines.
• Manage and support the sales team with group and event billing and processing commissions for payment. 
• Coordinate cross-sell opportunities within the portfolio.
• Maintain involvement with community organizations for client solicitation and relationship building.
• Manage sales and marketing expenses in alignment with the annual business plan.
• Develop and execute integrated sales and marketing plans supporting revenue objectives.
• Measure business plan results quarterly and report findings to executive leadership.
• Coordinate with other departments to support sales and marketing initiatives.
• Complete and share, or delegate as appropriate, weekly banquets and catering forecast to operations leadership.
• Foster positive relationships with leadership and senior management.
• Utilize Smith Travel Research data and financial reports for informed decision-making.
• Collaborate with revenue teams to maximize revenue and room night goals.
• Manage group inventory and cut-off dates according to contracts.
• Attend trade shows and major events to promote new business opportunities.
• Develop and maintain a strong network and presence in the local community. 
• Develop and implement key segment strategies and manage key accounts.
• Partner with revenue managers to meet appropriate group ceilings and market mix goals.
• Drive quarterly and annual revenue goals for the hotels.
• Develop and maintain a departmental budget.
• Complete month-end reports with detailed analysis and action plans.
• Manage and process sales department incentives plans in a timely manner to ensure monthly payout.
• Approve payroll edits for the sales department weekly,
• Contribute to and support preparation of sales & marketing data for quarterly reports.
• Recruit, train, mentor, & manage direct reports, providing ongoing feedback & ensuring accountability.
• Lead all employee related discussions, including performance management and disciplinary actions.
• Analyze industry trends to improve offerings, processes, and procedures.
• Stay updated on emerging technologies and trends in group sales and marketing.
• Conduct performance appraisals and ensure compliance with company standards.
• Motivate, coach, counsel, and discipline management personnel as needed.
• Ensure fair and equitable treatment of all employees.
• Respond promptly to guest requests and ensure satisfaction.
• Maintain a professional image and adhere to attendance guidelines.
• Foster a positive and collaborative team approach within the sales team and across departments.
• Ensure compliance with all federal, state, and local laws and regulations.
• Perform other related duties, as assigned by supervisor.

QUALIFICATIONS

• Bachelor’s Degree and/or equivalent work experience
• 5 + years management experience in Sales & Marketing
• Hotel Marketing Experience required, Full Service or Independent Hotel preferred
• Independent Hotel Experience preferred
• Excellent verbal and written communication skills and ability to work with public relations professionals and journalists
• Extensive knowledge of the principles, procedures, and best practices in the hospitality industry
• Must be a pro-active, self-starter able to work independently and can take ownership of projects from start to finish while also working well in a team environment
• Excellent organizational skills and laser-focused attention to detail
• Experience in providing effective team leadership and creating a positive, collaborative, and productive work environment
• Strong analytical and problem-solving skills
• Proficient with Microsoft Office Suite
• Must have a valid driver’s license
• Proficient with Hotel PMS Systems, Sales Systems, and other related software in the industry
• Able to travel regionally and nationally, as required  
• Must be available to work some nights and weekends
• Strong leadership skills including coaching, mentoring, training, team-oriented, collaborative, high emotional intelligence, positivity, high integrity, inspiring, building trust, leading by example, caring, genuine etc.

I HAVE READ AND UNDERSTAND THE JOB DESCRIPTION AS STATED ABOVE AND ACCEPT THAT ANY OF THE TASKS MAY BE MODIFIED OR CHANGED. I ACCEPT RESPONSIBILITY FOR KNOWING THE MODIFICATIONS AND/OR CHANGES IN THIS JOB DESCRIPTION. I CAN PERFORM THE ESSENTIAL FUNCTIONS OF THIS JOB AS LISTED ABOVE, WITH OR WITHOUT REASONABLE ACCOMMODATION.

Associate Signature                             Date                 Supervisor Signature                           Date