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About the Role

The Director of Sales & Marketing is responsible for leading and driving top-line revenue strategy for traditional sales segments, including group, volume transient, and catering. This role involves staying ahead of market trends, monitoring market share, and analyzing competitors while directing property sales teams to meet or exceed budgeted revenues. Additionally, the Director will develop and execute a marketing communications plan to achieve desired hotel positioning and manage the associated sales and marketing budget.

Responsibilities

Lead and drive top-line revenue for traditional sales segments including group, volume transient, and catering.
Assess and react to market trends, market share, and the competitive hotel environment.
Develop and implement a marketing communications plan to achieve desired hotel positioning.
Manage the sales and marketing budget to support revenue attainment.
Act as the hotel’s voice of the customer, communicating key issues and concerns organization-wide.
Utilize Smith Travel Research data, financial P&L, mix of sales, forecasting, and group pace/position reporting.
Understand and communicate market trends, demand generators, supply/demand, and economic factors affecting hotel performance.
Conduct comprehensive competitive set reviews, SWOT analyses, and monitor new supply.
Understand GEO source and develop plans to penetrate primary markets.
Develop and implement key segment strategies and manage key accounts (existing and target).
Design effective sales deployment schemes and market assignments.
Develop sales goals to achieve budget and market share targets.
Manage group pace measurement and set sales production goals.
Manage sales activity and travel schedules.

Requirements

At least 3 years of experience as a sales leader with prior hotel sales experience.
Experience dealing with and communicating with ownership groups and asset management.
Proficiency in managing and using sales automation (DELPHI) and PMS systems.
Experience working collaboratively with revenue management.
Well-rounded knowledge of all market segments and channel sources.
Ability to develop a strategic plan for each market segment and channel source.
Excellent communication and presentation skills.
Strong interpersonal skills and ability to work in a team environment.
Ability to direct, lead, train, motivate, and drive a direct sales team.
Ability to develop a cooperative and competitive team spirit and winning attitude.
Proficiency in MS Office including Word, Excel, and PowerPoint.
Ability to multitask and prioritize departmental functions to meet deadlines.

Skills

Sales leadership
Revenue strategy
Group sales
Volume transient sales
Catering sales
Market trend analysis
Competitive analysis
Marketing communications
Budget management
Smith Travel Research data
Financial P&L analysis
Forecasting
Group pace measurement
SWOT analysis
GEO source analysis
Segment strategy development
Key account management
Sales deployment
Sales automation (DELPHI)
PMS systems
Revenue management collaboration
MS Office Suite (Word, Excel, PowerPoint)

Experience Level

3 years experience as a sales leader

Education Level

Bachelor’s degree preferred in Marketing

About the Company

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.
With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition.
Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen.
The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.
With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands.
www.highgate.com