Cluster Director of Sales & Marketing

Functions as the strategic business leader for the Sales and Marketing Departments of a cluster of properties and is responsible for property reactive sales (outside of Event Booking Centers), proactive account sales and segment sales, local and social catering sales, business travel sales, reservation sales and destination sales, if applicable
The position shares responsibility for achieving revenue goals, guest and employee satisfaction and the financial performance of the department
Implements the brand s service strategy and applicable brand initiatives in all aspects of the sales process
Leads on-property sales functions for a cluster of properties to build long-term, value-based customer relationships that enable achievement of properties sales objectives
Evaluates the participation of properties in the various sales channels (eg, Market Sales, , electronic lead channels, etc
) and develops strong working relationships to maximize each property s benefits
Proactively positions and markets the various properties
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 on regional and national promotions pull through
Develops and implements strategies for a cluster of properties that deliver products and services to meet or exceed the needs and expectations of the brand s target customer profile and property employees and provides a return on investment to the owners and the company

CANDIDATE PROFILE

Education and Experience

2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area

OR

4-year bachelors degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area

CORE WORK ACTIVITIES

Developing & Executing Sales and Marketing Strategies

Develops sales goals and strategies and ensures alignment with the brand business strategy

Executes the sales strategy and ensures individual booking goals are met for both self and staff

Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the propertys financial performance

Ensures the development of a strategic account plan for the demand generators in the market

Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications

Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations

Reviews the STAR report, competitive shopping reports and uses other resources to maintain an awareness of each property s market position

Researches competitor s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share

Attends sales strategy meetings to provide input on weekly and overall sales strategy

Suggests innovative marketing ideas and proactively develops deployment strategies to continue to grow market share for each property

Maximizing Revenue & Managing Profitability

Evaluates and supports market sales account deployment

Monitors and evaluates event booking and market sales performance for each property

Ensures Sales teams understands and are leveraging customer/guest demand engines to full potential

Ensures focus is on proactive selling as well as reactive selling

Participates in sales calls with members of the Sales and Marketing teams to acquire new business and/or close on business

Managing Public Relations

Develops strong community and public relations by ensuring property participation in local, regional and national tradeshows and client events

Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy

Supports the General Managers by coordinating crisis communications

Building Successful Relationships

Develops strong partnerships with local organizations to further increase brand/product awareness

Develops and manages internal key stakeholder relationships

Serves as the sales contact for the General Managers, property leadership teams, event booking, and market sales leaders

Serves as the property sales liaison with market sales/cluster sales, Event Booking, Revenue Management, Event Management, Regional Marketing Communications and other property departments as appropriate

Serves as property authority on sales processes and sales contracts

Ensuring Exceptional Customer Service

Serves as the sales contact for customers; serves as the customer advocate

Participates in and practices daily service basics of the brand

Executes exemplary customer/guest service to drive customer/guest satisfaction and loyalty by assisting the customer/guest and ensuring their satisfaction before and during their program/event

Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and the brand

Gains understanding of each property s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event

Executes and supports Customer Service Standards and property s Brand Standards

Additional Responsibilities

Works with Human Resources, Engineering and Loss Prevention to ensure compliance with all applicable regulations and/or union requirements

Executes and supports the operational aspects of business booked (eg, generating proposal, writing contract, customer correspondence)