Director of Sales and Marketing

Position Title:Director of Sales and Marketing

Department: Sales

Reports To: General Manager

FLSA Status: Exempt

Prepared/Revised Date: September 2024

Position Summary

The Director of Sales and Marketing develops and executes sales strategies while meeting or exceeding a defined hotel sales budget. The goal is to optimize revenues through direct sales, marketing initiatives, public relations and community relationships. The Director will be accountable for the hotel’s group, business travel, FIT and catering market performance as well as budget, forecast and target sales goals. Communication and organizational skills are of utmost importance. This position is an integral part of the Hotel’s Executive Committee. 

Essential Job Functions

• Develop and execute a comprehensive sales and marketing strategy to achieve the hotel’s revenue and brand positioning goals.
• Identify key market opportunities and trends, adjusting the strategy as needed to remain competitive and meet revenue targets.

• Qualify customer business requirements and create customer offers that increase revenue and market share for the hotel.
• Monitor the achievement of objectives for the sales team and take appropriate action to correct shortfalls versus the annual budget. 
• Employ personal sales efforts to achieve optimal revenue from key accounts. 
• Achieve annual hotel revenue goals established in the annual budget. 
• Develop and maintain relationships with top accounts to increase customer satisfaction and account revenue. 
• Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
• Articulate and leverage the benefits of the hotel to close sales opportunities. 
• Support in maintaining an annual marketing plan with measurable and specific initiatives detailed to maintain and grow each business segment. 
• Lead with integrity by modeling effective development of others, commitment to the success of the hotel, continued personal development and expanding business acumen.
• Seek input and opinions from all relevant parties. Secure all facts prior to making decisions. 

• Collaborate with the Revenue team to establish and implement pricing strategies that align with market demand, ensuring maximum profitability.
• Monitor sales performance, occupancy rates, and other key performance indicators (KPIs) to adjust strategies and ensure revenue goals are met.

• Develop effective presentations (orally and written) where ideas, opinions, recommendations and conclusions are clearly understood. 
• Demonstrate leadership in timely execution of specific assignments

• Oversee the hotel’s branding efforts to ensure consistent and compelling messaging across all channels (digital, print, social media, etc.).
• Develop and implement marketing campaigns to drive awareness, customer engagement, and bookings, including special promotions, seasonal offers, and digital advertising.

• Ensure marketing materials are up-to-date, effective, and aligned with the hotel's brand identity and customer profile.
• Provide timely and accurate reports on productivity, pace and forecast to ownership and hotel management.
• Focus sales team by developing and executing sales action plans to close on targeted accounts and or business within each market segment.
• Understand and demonstrate fluency with all programs, promotions and services of the Hollywood Roosevelt, and those of its primary competitors.
• Regularly hold sales meetings on accounts closed, the Hotel’s competitive performance and any meaningful supply or demand changes in the market.  
• Travel to conduct outside calls, promote the hotel and review competition. 
• Other duties as assigned.

Knowledge and Skills

• Demonstrable skill at developing and delivering professional sales presentations
• Strong English communication skills (speak, read, write) with guests, co-workers and management to their understanding
• Perform assigned duties with attention to detail, speed, accuracy, follow-through, courtesy, cooperativeness and work with minimal supervision
• Interpersonal skills and the ability to work well with peers and the public.
• Experience using automated sales and catering systems required, and Opera Sales and Catering experience preferred.
• Knowledge of Los Angeles and Hollywood market.

Education and Work Experience

• Bachelor’s degree preferred
• 10+ years of previous hotel sales experience
• 5+ years as hotel Director of Sales and Marketing

Certificates, Licenses and Registrations

None

Supervisory Responsibilities

Teamwork: Balances team and individual responsibilities. Exhibits objectivity and openness to team views. Gives and welcomes feedback. Contributes to building a positive team spirit. Puts success of team above own interests. Able to build morale and group commitments to goals and objectives. Supports everyone's efforts to succeed.

Ethics: Treats fellow employees with respect. Keeps commitments. Inspires the trust of others. Works with integrity and ethics. Upholds organizational values.

Professionalism: Approaches others in a tactful manner. Reacts well under pressure. Treats others with respect and consideration regardless of their status or position. Accepts responsibility for own actions. Follows all policies and procedures. 

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is required to sit, stand or walk for an extended period of time. The employee will be required to view and work on a computer screen for the duration of the shift (8 hours or longer). Move, lift, carry, push, pull, and place objects weighing less than or equal to 15 pounds without assistance. 

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Language Skills:                               

Ability to read and interpret work documents.  Ability to effectively present information and thoroughly answer questions in one-on-one and small group situations to customers, clients, and other employees of the organization in English. 

Reasoning Ability and Computer Skills                 

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. Ability to proficiently use Microsoft Office + Opera programs. 

Work Environment 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. 

The noise level in the work environment is usually quiet to moderate.

This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.

EOE/M/F/D/V