Hotel Director of Sales/Marketing

GET TO KNOW SOUTHERN:

Southern Management is the largest privately owned property management company in the Mid-Atlantic region.  We own and manage apartment communities, hotels, mixed-use and commercial properties, but our business is people. We empower our team members to do the right things, in the right ways, for the right reasons. Be part of something worthwhile. Be part of the Southern Difference. Join our team because there is no place like here!

WHAT WE ARE LOOKING FOR:

The ideal Director of Sales and Marketing (DOSM) will foster the creation and maintenance of a hotel-wide sales culture contributing to the top-line growth of the property and serve as an integral part of the hotel’s relationship with the community. The DOSM will work with high-energy, inspire the sales and catering team, partner with the operations leaders and team members and lead by example. The ideal sales leader is experienced, confident, a strong communicator, and a sales professional with exceptional vision and understanding of revenue management, team development, property positioning, and sales development.

WHAT WE EXPECT FROM YOU:

• Be the leader of hotel top-line operations creating a culture of excellence through the establishment of expectations and personal accountability.
• Establish service and performance standards for sales, catering, conference services and outline level of service delivery for banquet and catering events.
• Work closely with the Director of Revenue to establish group and transient sales guidelines, create and promote packages, develop strategies for special events, establish daily, weekly, monthly and annual rate guidelines.
• Prospect & develop new accounts in the local market and maintain the current, local client base through outside sales efforts.
• Actively participate in community and trade organizations to maintain and increase awareness of The Hotel at Arundel Preserve (Hotel Arundel).
• Attend tradeshows and local networking events.
• Prepare and analyze monthly forecasting for all rooms and F&B revenues, excluding outlets.
• Work with Accounting to maintain and update year-to-date bookings report for all events.
• Set and track revenue/booking goals for all group and catering segments and leaders.
• Establish sales parameters including rooms to space ratios to optimize total revenue.
• Set standards and goals for area business transient (BT) manager and the hotel to optimize mid-week occupancy leveraging both local negotiated and Consortia volume.
• Responsible for creating and maintaining an annual marketing plan in partnership with the corporate marketing team for strategic and tactical plans to improve both awareness and community position for Hotel Arundel.
• Work with Revenue Manager, General Manager, and VP of Hospitality and Sales in the creation of the annual budget.
• Review and analyze competition and customer needs to competitively position the hotel.
• Produce monthly sales related reports.
• Negotiate guest room rates and/or hotel services within approved booking guidelines.
• Accurately produce and review all sales contracts and rate agreements.
• Work closely with other hotel departments to facilitate services agreed upon by the sales office and prospective clients.
• Arrange and conduct special events, site inspections and off-site presentations for potential clients.
• Participate in appropriate organizations, networking events and attend trade shows per market segment.
• Maintain knowledge and compliance with departmental policies, service procedures, and standards.
• Availability during peak operating times, i.e.: Weekends, Holidays and Special Events
• Work as a team member to ensure our guests have the best possible experience.
• Understand the company’s emergency procedures and be able to apply them when necessary.
• Attend department meetings and training sessions as necessary.
• Effectively lead staff through respectful communication, clear expectations, relevant training, productive coaching, holding regular team meetings, and appropriate performance management.
• Delegate work as appropriate, clearly stating objectives and timeline requirements.
• Responsible management of department budget.
• Work collaboratively with others to analyze and improve work processes.
• Positive interaction with all levels of management and vendors.
• Stay abreast of industry trends.
• Contribute to team/company engagement efforts.
• Perform other duties as assigned by General Manager or VP of Hospitality and Sales

JOB KNOWLEDGE & SKILLS:

• Professional appearance
• Knowledge of hotel and banquet and catering operations
• Strong knowledge of hotel financial accounting requirements for departmental budgeting and tracking
• Excellent written and verbal communication skills
• Organized and detail oriented with excellent time management and interpersonal skills.
• Ability to work effectively in high-pressure situations while maintaining composure.
• Technical knowledge and competency in necessary systems and software:
• Outlook, Word, Excel, SalesForce Delphi

QUALIFICATIONS:

• Minimum five (5) years as high-performing Director of Sales and Marketing in high-volume rooms and F&B property
• 4-year degree in hospitality, business, or related field preferred

LIMITATIONS and DISCLAIMER:

The above job description only describes the general nature and illustrative level of work performed; it is not intended as an exhaustive list of duties, responsibilities, and required skills for the position. Team members will be required to follow any other job-related instructions and to perform other duties requested by their supervisor in compliance with federal and state laws. Requirements are representative of minimum levels of knowledge, skills and/or abilities necessary to perform each duty proficiently. Continued employment remains on an “at-will” basis.