Complex Director of Sales & Marketing

Job Description Summary

The Complex Director of Sales & Marketing (CDOSM) develops and implements the total sales and marketing strategy of two or more hotels located in the same market to ensure that joint occupancy, average daily rate, and market share goals are achieved. This includes creating and implementing specific revenue, sales and marketing strategies and tactical plans by hotel and the joint enterprise. Results are monitored and adjusted to current market conditions to stay nimble and react advantageously to competitors, as well as position each hotel appropriately in the market. The ADOSM will work directly with multiple General Managers and the Regional leadership team to identify specific top line revenue strategies and tactics to drive revenue according to the market’s seasonal demand. They also manage multiple hotel Non-Shared Group Sales Managers who will both represent an individual hotel and the joint enterprise, as well as will work with Sonesta’s Marketing, Revenue Management, Regional Account Director, Global Sales & Group Shared Services Sales teams to leverage national brand strategies at the local level.

Job Description

• Develop and Implement hotel’s total revenue re-positioning post conversion
• Professionally represent the hotel in community and industry organizations and events.
• Participate as a team player with other Executive Team Members.
• Provide constructive feedback to all departments and to hotel sales and marketing staff.
• Be a leader and role model to all employees.
• Additional duties as necessary and assigned.

• Actively leads DBR, weekly sales and strategy meetings 
• Oversight of the property revenue management teams, and overall responsibility for total revenue and yield strategies
•     Analyze short- and long-term forecasting.
• Analyze trends in group, extended stay and transient inventory to include occupancy, rates, product line and strategic sales goals.
• Review and vet revenue reports and information for Owners, Corporate Office, General Managers, Department Heads, and all related meetings.
• Set up regularly scheduled visits to the hotels managed to conduct business reviews and long-term forecasts.

Job Responsibilities: 

• Creates and implements a cohesive Sales Plan including: Direct Sales, PR, and Ecommerce for rooms, catering, and outlet revenue.

• Manage the team Sales employees, direct the day-to-day activities of the team, plan, organize, and assign work, develop, and communicate strategies and goals. Create, train, and motivate those responsible for developing new accounts, maintaining existing accounts, and implementing sales strategies to achieve revenue goals and maximize profits for the hotels, while maintaining guest satisfaction.

• Advise staff of formal policies and procedures.  Manage all human resources-related actions in accordance with Company’s rules and policies.

• Create and implement the tactical sales plans that drive measurable incremental occupancy, increase average rates, and increase business volume during off-peak periods. Enhance the image of the hotels in the local community. Monitor sales activities/performance to ensure actual sales exceed the established revenue plan.
• Assist with the direction of the entire sales and catering team; carry out supervisory responsibilities in accordance with company policies which may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
• Incorporates marketing and public relations initiatives to support the sales strategies and activities.
• Establishes a sense of urgency with the team to understand and achieve the needs of the hotel.
• Handles specific accounts/segments assigned by the Regional Sales Director (RSD)
   

Operational/Functional:

• Works with General Managers, Area Director of Revenue and Operations team to develop and execute revenue management strategies to maximize revenues and market share with an eye on raising profitability of the business.
• Works closely with the corporate functional leaders to ensure that Sonesta property is maximizing sales and marketing opportunities that require Sonesta corporate support including but not limited to SEO, PPC, Direct Marketing, Advertising, Public Relations.
• Ensures that the sales team is properly deployed, is working the correct market segments, and participates in the right trade shows and corporate supported GSO missions.
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