Director Of Sales And Marketing
Gecko Hospitality
- Hartford, CT
- Permanent
- Full-time
- To drive revenues in business transient, retail, and group market segments and for all revenue streams via in-depth knowledge of the Hotels financial goals to improve occupancy, ADR, and RevPAR; this involves direct selling via telephone, email, social platforms, personal appointments, and site tours along with guiding a team of sales professionals to do the same.
- Determine selling rates for business transient accounts and groups in different segments with adjustments for high/low season, weekday/weekend, and need dates. Administer the same, adjusting based on economic and market conditions and the unexpected.
- Exceed customer expectations with exceptional knowledge and genuine service.
- Develop and maintain exceptional internal and external client relationships. Function as a collaborator to promote a positive atmosphere for all associates while keeping the highest standards in place.
- Have current knowledge of the Hotels rates, discounts and promotions, food & beverage offerings, and specials and monitor the accuracy of all marketing platforms for the Hotel including the website, Facebook, Linked In, Cvent, and other platforms, etc.
- Understand the overall competitive market, competitor strengths and weaknesses, economic trends and market demand generators, and local supply, and demand.
- Business Segment: Corporate Preferred Accounts, Travelers, CVS, large Corporate, and Association. Solicit, propose, book, and contract the same. Monitor the P/H/T pipeline for follow-up and advancement.
- Monitor the P/H/T pipeline for the sales team.
- Function as property lead catcher and business review evaluator.
- Teach, guide, coach, and counsel the sales team in all competencies of their roles including conducting quarterly reviews, annual reviews, sales meetings, and one on ones.
- Complete monthly Forecasts for group rooms and banquet & catering revenues.
- Create the annual Sales Marketing Plan; execute with the team via monthly action plans.
- Create the annual Group Budget and participate with updates to the multi-year pro forma.
- Attend and conduct meetings which include sales meetings, staff meetings, BEO meetings, credit meetings, forecast reviews, P& L meetings, budget meetings, marketing meetings, etc.
- Oversee reporting including month-end reporting (Top Producers, Marketing Recap, Citywide/Convention tracking, etc.) and other weekly/monthly/annual reports including Travelers Production Report.
- Participate in biweekly revenue management calls, providing insights and demonstration of market knowledge, noting unique events and demand dates/periods for hurdle control.
- Oversee and develop sponsorship/trade agreements with key city partners such as CT Science Center, Infinity Music Hall, etc.
- Maintain a high profile within the local community attending meetings with entities such as Metro Hartford Alliance, CT Convention Center, CTCSB, etc.
- Participate in sales calls, industry events, and trade shows, as necessary.
- Oversee CITY key roles, set, and update free sell dates, audit, and oversee auditing of quotes including netting for current and future years.
- Oversee rebate, commission, and concession fulfillment via CTAC or property direct.
- Oversee printed and digital collateral updates, including banquet menu updates as needed.
- Oversee all marketing initiatives via the Hotels Marketing and Social Strategy Manager. Participate in the development of messaging via the Marketing Calendar.
- Work with the CT Convention Center to evaluate all significant future business; oversee completion of Event Calendar sharing and Event Manager assignment sharing.
- 5(+) years of Director of Sales & Marketing experience in an upscale hotel environment, with preference given to Marriott full-service and above
- An associate or bachelors degree in business, Marketing, Management, or Finance is preferred.
- Thorough understanding of revenue management principles and standard practices
- Knowledge of principles and methods for showing, promoting, and selling hotel rooms
- Working knowledge of various sales methods and familiarity with revenue accounting
- Ability to use integrated technologies: phone, computer, tablet, and other electronic systems and platforms.
- Strong organizational ability and effective communication skills
- Must always project a professional image through both appearance and demeanor.
- Must maintain an elevated level of confidentiality and integrity.
- Must be an initiative-taker, able to work productively and enthusiastically, with minimal supervision.
- Must be a motivational leader, able to direct, teach, coach, and counsel a team of sales professionals and support staff.
- Must demonstrate strong customer service, and people skills, and maintain a respectful ability to relate to people of diverse backgrounds/perspectives as a property representative.
- Ability to show and promote flexibility in response to change and adapt to and accommodate new methods or procedures.
- Must be able to pass a background check.
- Medical, dental, vision, and company-paid life insurance.
- Vacation, PTO, and holidays.
- 401(k) plan with company match.
- STD, accident, life, and critical illness.
- Educational assistance, hotel discounts, and travel assistance.
- Relocation Assistance.