Head of Sales - Hotel

Responsibilities:

• Drive Total Hotel Revenue – Take overall responsibility for achieving all budgeted hotel revenue streams. This includes, but is not limited to, room revenue, banquet and catering, room rental, resource revenue, and Food and Beverage revenue. Increase business from existing channels while creating new business development opportunities.
• Owner Relations & Presentations – Develop presentations and key owner communications to best represent the hotel and fulfill the requirements of the ownership group.
• Involvement in Annual Hotel Budget & P&L Planning – Align with the direction set by the General Manager and Financial Controller.
• Budget Management – Prepare and manage a cost-effective budget with measurable targets for the department within the financial parameters set by the hotel budget. Monitor and analyze variations from the budget and develop systems to measure the department's cost-effectiveness.
• Develop and Implement Strategic Sales & Marketing Strategies – Use critical thinking to ensure strategies align with the dynamic needs and goals of the property, both short and long-term. Develop forward-thinking strategies to drive profitable business results. Act as a creative thought leader who can influence and capture business through enhanced proposals, special events, and site inspections. Manage and align advertising opportunities and spending.
• Relationships – Establish excellent working relationships with all internal stakeholders responsible for driving hotel revenues.
• Financial Acumen – Oversee reporting, analytics, pricing, market intelligence while maximizing profitability, forecasting, and revenue management strategies. Advocate for sound financial business decisions while demonstrating honesty and integrity. Ensure all associates adhere to the Hotel credit policy and procedures. Required reports and information sources include:Reviewing Sales Department and Front Office correspondence files
  -Analyzing guest history, arrival, and GXP/ EMPOWER (Guest Relations Platform) reports
  -Studying guest questionnaires
  -Reviewing government statistics on city visitors
  -Analyzing competitors' sales/promotion efforts
  -Studying various reference and industry publications for sales leads
  -Reviewing industry reports from STR, SHA, and Horwath HTL
  
• Revenue Management – Collaborate with the Revenue Manager to evaluate business opportunities. Ensure optimization tools like One Yield, Hotelligence Report, MarRFP, One Source, and MRDW are configured and compliant. Provide pricing and inventory guidance to all sellers. Align with the Revenue Manager on segment priorities, available need periods, and opportunities to develop strategies that drive top-line revenues.
• Customer Interactions – Engage in relationship building, negotiations, and site inspections. Ensure all sales-related activities support customer satisfaction and retention goals. Travel as needed to industry tradeshows and events.
• Recruitment, Talent Development, and Motivation – Manage the Sales and Marketing department to attract, retain, and motivate associates. Hire, train, develop, empower, coach, and counsel. Conduct performance and salary reviews, resolve problems, foster open communication, and, when necessary, discipline or terminate employees. Continuously educate and update sellers about the property and assist in site visits to close deals.
• Review Sales & Revenue Activity Reports – Regularly review sales and revenue activity reports of Sales and Marketing personnel to ensure individual targets and sales objectives are met or exceeded.
• Field Marketing (FM) – Engage with Field Marketing and support teams to leverage consumer insights and best position the property through various online, promotional, and traditional advertising/marketing initiatives. Stay connected with the Brand through webinars, initiative updates, and necessary communication.
• Hotel Marketing – Develop and manage all property collateral, including websites, photography, brochures, sales kits, and restaurant materials.
• Social Media and Public Relations – Manage property reputation through social media and public relations platforms. Ensure strategies align with the brand and target the hotel's guest demographics. Engage with support teams to leverage their consumer knowledge.
• Administrative – Be proficient in using Excel, PowerPoint, Delphi, and performance management tools to gauge resource effectiveness, approve sales contracts, etc.
• Community Engagement – Represent the hotel in committees, local charitable, and non-profit entities, outreach opportunities, and board participation. Position the hotel as a business leader in the community and identify opportunities for future business development. Participate actively in associations, memberships, the Chamber of Commerce, and other trade organizations.
• Industry/Civic Relations – Actively engage with the Convention and Visitors Bureau, Convention Center resources, and applicable tourism and government entities.
• Revenue Outliers – Collaborate with the sales team to review, analyze, and address revenue outlier opportunities.
• Contract Review – Review and approve all contracts and turnovers before being sent to Convention Services to ensure the integrity of the RevMax process.
• Strategic Planning – Participate in the preparation of the Strategic Business and Operating Plans.
• Business Development – Develop relationships with key business customers and foster new business opportunities.
• Sponsorship Management – Work with the Marketing & Communications Manager to identify, evaluate, and secure appropriate sponsorships that generate exposure and assist in developing revenue and the hotel's image.
• Communication – Maintain good communication with Regional Sales & Marketing Personnel, provide product and promotion updates to the CCC team, and implement corporate initiatives.
• Additional Duties – Perform any other duties assigned by Management.

Requirements:

• With 8 years of sales experience in the hotel industry field.
• A diploma or degree holder, in hospitality management or business related discipline.
• Positive, dynamic and results-oriented

Interested candidates who wish to apply for the advertised position, please click on the APPLY button below to send in your resume or send to [email protected]

EA License No: 13C6305

Reg. No.: R23117856

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